Communication & Negotiation

Question 1

Negotiation

Answer 1

• Clear outcomes (acceptable level to client)
• challenge - Ongoing discussion/developments has stalled
• listen; Client was actually ok to agree early to enable to fall within company accounting requirements
• research; Ongoing negotiation
• walk away; Initially has left with MC to revise costings
• patience; Works still ongoing so not rush to agree
• see their point of view;
• focus on their pressure (time/cost)

Question 2

UPS Final Account

Answer 2

• Outline process - The client had to be involved as they needed indicate what figure would be acceptable for agreeing the works.
• I identified the estimated final account and identified the amount which was yet to be agreed and what AECOM’s assessments outlined.
• The client identified a figure in the middle of the contractor’s final account and the AECOM final account that would be acceptable to them. This provided a clear aim to achieve on behalf of the client.

Question 3

UPS Step variation

Answer 3

• Retaining wall - granite blocks
• Sand base 50mm
• Mass concrete
• Paving to top

Question 4

I have learnt how to effectively structure presentations.

Answer 4

• Clarity
• Aim / Purpose
• Main Content
• Conclusion
• Minimal text
• Colour - visual

Question 5

Upon encountering a conflict at a progress meeting I remained calm and maintained my professional taking into account the various groups I was representing and the company I work for. It was important to show empathy towards the party who had brought about the conflict.

Answer 5

⦁ Context of works halting (Steelwork SC walked off site due to non payment)
⦁ MC looking for someone to blame but clear their company resources were being stretched
⦁ Did a site walk with client to outline progress and following this they accepted that valuation was reasonable
⦁ Instigated DPA’s and fortnightly payments

Question 6

When negotiating the value of an instruction, prior to a meeting with the Main Contractor I reviewed the components of the variation against the Contract Sum Analysis to provide definitive rates.
Preparation ensured that I fully understood the issue and allowed me to agree the value of the variation in line with the contract.

Answer 6

⦁ MC initially submitted their costs.
⦁ I reviewed quantities which I agreed with
⦁ I queried retaining wall rates as they were higher than the CSA. These were adjusted and agreed.
⦁ 5% Overheads and Profit
⦁ Variation circa £3k - No impact on programme or H&S

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- Retaining wall - granite blocks
- Sand base 50mm
- Mass concrete
- Paving to top