Communication + Negotiation Flashcards
Give an Example of Negotiation and how you went about it?
HHF Wall Copings -
One design for copings contained in original tender which contractor failed to price. During works design changed significantly and contractor carried out the works. Contractor claimed 100% of costs for work. I negotiated to 50/50 as contractor should have already priced one design during tender period. Rather than expend time calculating the difference, compromised at common ground.
Collab spirit part of approach under NEC ECC. Entered meeting with an open mind, be objective and establish a point at which you would be happy to compromise. Let the other party air their side of events and likewise. Be professional, remain calm. Meet at a common ground and obey an agreement reached for the benefit of the project. Once agreed, put in writing (instruction, meeting minutes etc)
What Negotiation Styles are you aware of?
Hard – Adversarial approach, unwilling to compromise. Threatening and distrustful.
Soft – Do not separate people from problem, gentle style, bargaining, yield to demands, make offers not in just in self interest
Principled – Focus on problem rather than people/intentions. Objective choices based on priniples such as moral standards, fairness or professional standards
Pragmatic – Realistic approach to the problems. See the situation as it is rather than how they would like it to be. Not fixed to a singular position or principle.
What is the process of negotiation?
1) Claim notified / received (identify what the issue is, what needs to be negotiated, who is involved, background research required)
2) Initial response & planning (what is stance, any bargaining power, aims, strategy & how this fits with other party, what can be conceded, influence meeting by disclosing information)
3) Preparing to meet (further detailed planning, negotiation team selection & role definition)
4) Negotiation meeting
Why would you use a hard negotiating style over a soft?
I personally wouldn’t, can ruin relationships with contractors and may appear to be unprofessional EG acting distrustful of others. However, would not compromise on something that was named in contract.
