Communication and Negotiation

Question 1

How do you communicate within work?

Answer 1

• Contractor: Verbal, then confirm in writing.
• Client: Discuss over the phone, and then confirm discussions in writing. Any changes to the scope of service should be documented in writing.
• Surveyor: Without prejudice discussions to protect position. All offers should be confirmed in writing.
• Colleagues: Internal meetings, etc.

Question 2

What is a client reporting system?

Answer 2

• Internal database to update based on job progress. To be issued and discussed with clients.
• Monthly update meetings.
• Includes key dates/figures

Question 3

What do good negotiating skills include?

Answer 3

• Agreeing your clients objectives​ ​and negotiating strategy​ before the start of
  negotiations.
• Detailed ​research and preparation​ and undertaking a ​SWOT analysis.
• Preparing​ your ​‘win-win’ ​and ​fallback​ ​positions​ and areas of common ground.
• Deciding​ what ​points you can give​ and ​points that aren’t negotiable​.
• Understanding​ the ​other party’s position​.
• Creating a ​constructive environment for the negotiations.
• Considering the ​method of communication.
• Developing a ​partnership/collaborative approach​, rather than an adversarial one.
• Recognising the achievement of the ​best position for agreement.
• Maintain communication always​.
• Walk away​ when you ​need to​.

Question 4

How do you deal with difficult negotiations? What happens if negotiations do not progress?

Answer 4

• Meet onsite to discuss matters face to face
• Provide evidence
• Part 36 offers
• ADR