Communication & Negotiation (L2)

Question 1

What does subject to contract mean?

Answer 1

Indicates the negotiation is ongoing. Parties assume they do not wish to be bound yet.

Question 2

What is ‘without prejudice’?

Answer 2

Prevents statements being out before the courts.
Can negotiate without concessional fear.

Question 3

What are HOTs

Answer 3

Non binding legal agreement - prior to contract drafting.

Question 4

How do you structure communication to the audience?

Answer 4

Appropriate tone and level of detail/technicality.

Question 5

Aspects of good communication?

Answer 5

Active listening
Engaging
Obtain info
Listen to understand

Question 6

Negative communication aspects?

Answer 6

Bias
Noise/locational in appropriateness
Poor listening/body lang/lang.

Question 7

Example of good communication- both verbal and written.

Answer 7

Kempston team briefing presentation.
Consistent HA tender email.

Question 8

Example of poor communication

Answer 8

Misunderstanding the HA mix. Following changes made to different parties.
Next time would get each party to fill out a table for parity.

Question 9

Good negotiation example

Answer 9

Specification with BTR fund.
Landowner negotiation to use their additional land as the compound.

Question 10

Poor negotiation example

Answer 10

In high intensity moment: bid deadline and reduction in offer.
Acted too quickly in verbal pressures without compromising the position first. Didn’t seek out landowners main goals before negotiations

Question 11

Types of negotiation?

Answer 11

Collaborative (win win)

Adversarial (win-lose) combative/hard bargaining.

Question 12

What is principled negotiation?

Answer 12

Clear objectives by both parties.
Mutual goals
>research
Separate the people & the problem
Walk away if req. at limit.
Understand each parties interests