Communication and Negotiation - Level 1

Question 1

What are the four methods of communication styles by Ned Hermann?

Answer 1

1. Process -orientated - Focused on processes and their implementation
2. People-orientated – Focused on relationships with the audience.
3. Action – orientated – Goes straight to the point.
4. Idea orientated – Focused on concepts, theories, innovation and creativity.

Question 2

What are the three routes to good communication?

Answer 2

1. Non-verbal – Body posture, gestures
2. Plain Speaking – Speaking the truth.
3. Effective Listening – Being able to listen and understand what is being said to you.

Question 3

What is the win-win sales approach with the four areas of preparation stage?

Answer 3

• Where parties come to a mutual agreement which benefits each party.
• The four areas or the preparation stage are
• The client and your buyer.
• The market and the clients competitive situation
• Our competition and their position with the client
• Me, my team, our products and services.

Question 4

What are the four key phases of the negotiation techniques?

Answer 4

1. Strategy.
2. Process.
3. Tools you have to negotiate.
4. Tactics.

Question 5

Tell me about a communication method you have used with a client and any successes and failures it had?

Answer 5

Plain speaking by telephone to a client relating to lack of repairs to a share of freehold block. I had to state that she may need to consider walking away unless she could re-negotiate the purchase price.

Question 6

What negotiation skills to you employ?

Answer 6

I don’t generally have any that I consider. The skills would be very dependent upon the overall situation and what it was that were being negotiated.

Question 7

Have you ever used brinkmanship as a negotiation tactic?

If so – how successful was it?

Answer 7

• No.
• N/A

Question 8

What challenges is COVID and/or Brexit bringing to Communication and Negotiation?

Answer 8

• Limited to meet in person.