Communication & Negotiation - Level 1

Question 1

What are the various negotiating techniques?

Answer 1

1. High or low, soft: this involves the offer of a high price, but with a hint of willingness to negotiate; or the offer of a low price, but the indication of a willingness to increase. These offers will be just inside the insult zone, but will elicit questions for clarification from the other side, on which negotiations can build.
2. Reasonable firm: this will be received as an opening offer if credibility has previously been established. It can also be used to close down an element of the overall deal. It is often more acceptable from more senior negotiators, and is a good way to open if you have sound, objective criteria from which to work.
3. No offer – start with problem-solving: this is a good technique for increasing the range of variables available to the parties.
4. No offer – start with silence: sometimes it’s just good to hear what the other party has to say.

Question 2

Which one do you favour?

Answer 2

No offer – start with problem solving – where tender queries should be issued so that clarifications can be made before the initial bid is put forward.

Then when putting forward a bid is dependent on who the client is. Where if it is a client where credibility has been established already, then a reasonable firm bid should be put forward.

Whereas if this is a client where credibility has not yet been established, it is advised that a high price is put forward, but with a willingness to negotiate; or the offer of a low price, but the indication of a willingness to increase.

Question 3

How do you prepare for a negotiation?

Answer 3

It is important to spend time ahead of negotiation to prepare properly. A few issues to consider are as follows:
* examine the causes, possible interventions and range of outcomes of the dispute
* try to establish the other parties’ interests and goals in order of priority
* think about who should attend the preliminary meeting
* consider the venue, equipment and seating plan for the meeting.

Question 4

Can you be open and honest when negotiating a Final Account?

Answer 4

You can be open and honest when discussing the account itself where contractors will have to properly substantiate their accounts in order for them to be assessed, however it is important not to disclose any information that could cause a conflict of interest, such as someone else’s account position or the clients account position.

Question 5

How do you change your style when dealing with clients, contractors and colleagues?

Answer 5

• I Identify my purpose and audience.
• I choose the right channel and format.
• I use clear and concise language.
• I adjust my tone and style.
• I seek and provide feedback.
• I review and improve my communication skills.

Question 6

What factors would you consider before commencing a critical negotiation?

Answer 6

Developing an effective negotiation strategy is critical to the preparation. I consider various factors, including the desired outcome, priorities and interests, assessment of the other party’s goals and objectives, and any leverage or alternatives that I have.

Question 7

How would you structure a professional report?

Answer 7

• Title page.
• Abstract (or Executive Summary in business reports)
• Table of contents.
• Introduction.
• Methodology.
• Discussion.
• Conclusion/recommendations.
• Appendices.

Question 8

What would you consider before delivering a technical presentation to client team?

Answer 8

• Know your audience.
• Plan your structure and flow.
• Practice and rehearse.
• Engage and interact.
• Follow up and follow through.

Question 9

Can you give me examples of different negotiation styles you may employ dependent upon the particular issue at stake?

Answer 9

No offer – start with problem solving – where tender queries should be issued so that clarifications can be made before the initial bid is put forward.

Then when putting forward a bid is dependent on who the client is. Where if it is a client where credibility has been established already, then a reasonable firm bid should be put forward.

Where as if this is a client where credibility has not yet been established, it is advised that a high price is put forward, but with a willingness to negotiate; or the offer of a low price, but the indication of a willingness to increase.