Communication & negotiation Flashcards
How do you negotiate?
*Finding some area of common ground.
*Recognising that both parties have some difference in goals, attitudes and values.
*Both parties aiming to achieve the ‘best’ possible deal, there being no umpire or referee.
*Both parties needing to keep faith and not lose face with those they represent.
*Cases being based on a reasoned approach.
What are the four stages of negotiation?
o Prepare
*Preparation –assess objectives, consider alternatives –which are fixed and which are variable.
*Plan –plan the sequence, raise less contentious issues first, assess other party’s objectives, identify common ground, anticipate responses, and prepare answers. Be objective, not personal.
o Discuss
*Exchange messages –set the scene, develop rapport.
*Introduction –be sociable/remove tension, confirm broad objectives for both parties and listen carefully for the unexpected.
*Background –review proceedings leading up to the meeting and iron out any differences in ‘facts’.
o Propose
*Define the issues –specify in detail what you wish to resolve, don’t box in the other party, don’t appear weak, use positive language, link issues to other parties’ objectives and give factual information to support proposal.
o Bargain
*Negotiate the issue –start by asking for what you want, accept that goals may have to be modified, link compromises to other objectives, don’t make concessions.
*Summarise –confirm understanding.
*Settlement –Agree on what’s been agreed, make sure it’s fully understood by both parties.
When have you negotiated something?
For Sherwood Close Phase III I used effective written and verbal communication skills to negotiate fees with a number of consultants including transport consultant, landscape architect and acoustician. This enabled me to come in under budget for these elements. When I noticed an error in the Landscape Architect’s original fee schedule, I raised this swiftly and managed to negotiate the fee down due to my honest approach.
