Communication & Negotiation

Question 1

What are the different styles of negotiation?

Answer 1

Competitive
Collaborative
Compromise
Avoid
Accommodate

Question 2

What are the various forms of communication

Answer 2

Written - email, reports etc.
Verbal - calls, presentations etc.
Non-verbal - body language, eye contact etc.

Question 3

When would you vary your communication style?

Answer 3

I would always look to personalize it to the client, i.e. if they preferred face to face meetings I would endeavor to cater for this, whilst ensuring the meeting was minuted so there was an audit trail of discussions had.

Question 4

What are the key steps in a successful negotiation?

Answer 4

• Identifying and agreeing the client’s key objectives for a successful negotiation.
• Agreeing potential bargaining strategies with the client, including potential concessions and non-negotiables.
• Collecting necessary evidence.
• Researching contractual and legal position to support arguments.

Question 5

What reports have you written? What do you always try to include?

Answer 5

I have written tender evaluation reports, VFM reports, impact reports etc.

I always try to make them concise, free from jargon and relevant to the topic and audience.

Question 6

Give me an example of a successful negotiation you have taken part in?

Answer 6

On the UoS Enabling works, I assisted in several negotiations for high level CE’s.

One example was a fencing CE in which