Communication & Negotiation

Question 1

What is the key legislation relating to this?

Answer 1

• Requirements of Writing Scotland Act, 1995
• Disclaimer to identify that the letter is neither intended to create or to be relied upon as creating any contractual relationship or commitment.

Question 2

Unrepresented tenants – what do you need to ensure?

Answer 2

I would advise them to seek professional advice.

Question 3

Methods of communication?

Answer 3

Email (written), telephone (verbal), face to face, video call, graphic.

Question 4

Can you describe a time where you displayed good communication skills?

Answer 4

• Phone - Obtaining comparable evidence with other agents.
• Verbal - Presenting to client at monthly meetings / Q2 Industrial Market Presentation.
• Written - Writing HOTs for lettings / sales.
• Written – Writing market report for client regarding the sale of an industrial unit in Bellshill
• Graphic – preparing competition schedule for a client. Showing this on a map and highlighting salient location points. Availability schedules for occupier clients with location maps.
• Graphic – Year End Industrial Market Review for 2021. Produced graphs / charts for take-up, development pipeline etc.

Question 5

What tactics might you use when negotiating?

Answer 5

• Know client’s objectives
• Know ‘fall back’ position of client – bottom line
• Know where to compromise/concede
• Know when to walk away/best position has been reached
• Use evidence
• Good environment
• Collaborate with other side
• BATNA – Best Alternative To A Negotiation Agreement

Question 6

What would you consider to be good negotiation skills?

Answer 6

• Agreeing your client’s objectives and negotiating strategy before the start of the 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 concede/compromise on and what points are non-negotiable
• Understanding the other party’s position
• Creating a constructive environment for the negotiations
• Considering the method of communication (phone, email or meeting)
• Developing a partnership/collaborative approach, rather than an adversarial approach
• Recognising the achievement of your best position for agreement
• Maintain communication always
  Walk away when you need to

Question 7

Can you talk me through the CPD session which you attended on Effective Communication?

Answer 7

• This covered a variety of forms of communication.
• Regarding negotiation, this explained that negotiating a win-win involves knowing your fallback positions and finding areas of common ground. Decide which points you can negotiate on and which are non-negotiable. Try to understand the other party’s position. Use a collaborative approach with the other party; don’t be too combative.