Communication & Negotiation Level 1 Flashcards
What are the various negotiating techniques?
- compete (I win-you lose)
- accommodate (I lose - you win)
- avoid (I lose - you lose)
- compromise (win-some loose some for both parties)
- collaborate (I win- you win)
Which negotiating technique do you favour?
I would say to collaborate is my preferred negotiating technique.
If the output is one that is favourable for both parties, this can assist in maintaining long term working relationships and trust.
However, I understand that this isn’t always possible, if both parties have particularly strong negotiating positions then it can lead to the negotiation reaching stalemate.
In such a situation, I would adopt compromise as a negotiating technique. But I understand that both parties have to be open yet realistic.
How do you prepare for a negotiation?
- establish my goals, areas for trade & concession & alternatives to these goals
- analyse the strengths & weaknesses of both my position and the other parties position
- know who I am negotiating with
Can you be open and honest when negotiating a Final Account?
Absolutely, being open and honest builds trust through being transparent and demonstrating integrity, but also facilitates problem solving. It improves communication so expectations are clear, encourages fair outcomes and maintains long-term working relationships. In addition, being honest is part of the RICS Rules of Conduct.
How do you change your style when dealing with clients, contractors and colleagues?
I change my communication style dependent on the needs and expectations of who I am dealing with. For example:
- when dealing with clients, I adopt a more formal and professional tone, recognising that clarity and a focus on value is essential. My communication is proactive, taking time to listen to clients needs and concerns
- when dealing contractors, I adopt a more collaborative style, focusing on team work to solve issues, whilst adopting negotiation skills, with a technical focus and problem solving orientation
- when dealing with my colleagues, I adopt a more informal and open communication style to encourage brainstorming and idea-sharing
What factors would you consider before commencing a critical negotiation?
- ensuring that I have authority to negotiate and come to an agreement
- and the same with the other party
How would you structure a professional report?
With a title page, executive summary, the client brief and terms of reference, table of contents, introduction, various sections within the main contents of the report (headed as required), with a summary and recommendations. I would also include references and appendices where required.
What would you consider before delivering a technical presentation to client teams?
I would ensure I understand the audience and their knowledge levels, adjusting language to discuss. I would define the objectives and key messages I want to convey. In terms of content preparation, I would ensure the technical information is correct, gathering relevant data and visual aids, considering real world applications. I would also verify beforehand that all technical equipment is functioning properly.
Can you give examples of different negotiation styles you may employ dependent upon the particular issue at stake?
When working with contractors on the negotiation of cost, I prefer to adopt a negotiation technique of either collaboration or compromise in order to avoid disputes and maintain working relationships.
However, in a situation, say for example at Final Account, when contractors are claiming for variations which I absolutely do not agree with and I have strong justification as to why, I would adopt a competitive negotiation style with a view to act appropriately on behalf of my client.
What current challenges is Covid and/or Brexit and/or the conflict in Russia / Ukraine bringing to communication & negotiation?
Complexity in ‘through the screen’ relationships, sometimes difficult to build relationships in such a way
