Communication And Negotiation - L2 Flashcards
What are the different ways to communicate?
Depends on the client and whether there has been any previous interactions. Phonecall, letter, doorknock, Microsoft Teams, Email, Whatsapp - also depends what the client prefers.
What are the barriers to effective communication
Time Zones, availability, dialect/accents, Level of understanding,
What is principled negotiation?
In principled negotiation, negotiators rely on objective criteria—a fair, independent standard—to settle their differences. For example, they might agree to abide by standards such as market value, expert opinion, industry protocol, or law.
What is a sign of a succesful negotiation?
When both parties walk away happy.
What are the barriers to effective negotiation
negotiating power (& decision making authority).
Negative Outlook. Your attitude during the negotiation-hostile or cooperative-decides the tone for the negotiation
Attitude of Winning
Emotional Control
Price
Lack of empathy
Wrong focus
Blame Game
Why is discussing in person, or over video call more effective?
Enables body langauage interpretation, tone, and a two way conversation.
What is CAD?
Computer-aided design is used by architects, engineers (civil, structural and mechanical), surveyors and drafters to create precision designs to aid in the design, testing and creation of anything from small delicate components to major highways and buildings
What is BIM?
Building information modeling is a process involving the generation and management of digital representations of the physical and functional characteristics of places.
Explain how different forms of communication can be more suitable than others, in different situations
A legal matter of anything that may be required to be referred to in future would benefit from a paper trail such as emails etc.
On the other hand in the other party is particularly confrontational a phone call may be a better option to protect and safeguard the surveyor.
How do you take minutes?
Make note of all attending participants, purpose of the meeting, address any business previously discussed and make notes of everything discussed in this meeting and if applicable, when the next meeting might be. These notes are then typed up and distributed accordingly.
What are the types of negotiation ?
Competition (win-lose)
Collaboration (win-win)
Compromise (split the difference)
Accommodation (lose-win)
Avoidance (lose-lose)
What makes a successful negotiator?
A good memory.
They are persuasive and quick-minded.
They are able to gain the trust of the other party.
They are good at handling stress.
They are efficient at preparing information.
They have the ability to listen effectively.
They have good intuition and are able to gauge the other party’s approach and opinion.
They are able to concede or to be flexible if necessary.
What are considered to be the four stages of negotiation?
Preparation
Exchange
Bargaining
Closure.
What are the potential outcomes of negotiations ?
Win Win
Win Lose
Lose Lose
Lose Win
How to get a successful negotiation
Separate the people from the problem
Strive to imagine the situation from their counterpart’s viewpoint. If someone is refusing to back down from a hardline position, ask her how she thinks things are going. Exploring each side’s perceptions openly and avoiding the tendency to blame are key negotiation skills.
2) Focus on interests, not positions
We need to draw out the interests underlying our counterpart’s positions by asking questions. By identifying what interests are motivating the other party, and sharing your own interests, you can open up opportunities to explore tradeoffs across issues and increase your odds of getting to yes.
3) Learn to manage emotions
Be sure that you and your counterpart have ample opportunities to express and discuss any strong emotions related to your negotiation. When you know that you will have your turn to express how you’re feeling, it will be easier for you to listen when your counterpart has his turn.
4) Express Appreciation
No one likes to feel unappreciated, and this is particularly true in a negotiation. Advise negotiators to express appreciation by working to understand the other’s perspective, seeking merit in that perspective, and communicating understanding through words and actions—all critical negotiation skills.
5) Put a positive spin on your message
Communicating in a positive way is a much more effective means of getting to yes than blaming and criticizing. Instead of speaking on behalf of your group, speak only for yourself.
6) Escape the cycle of action and reaction
Avoid the common negotiation trap of action and reaction. To head off this vicious cycle, avoid escalation by refusing to react. Instead, channel our resistance into more productive negotiation strategies, such as “exploring interests, inventing options for mutual gain, and searching for independent standards.”
