Communiction And Negotiation

Question 1

What is a negotiation?

Answer 1

Meeting and an expression of views between two parties who may disagree but intend to come to some sort of agreement

Question 2

What are the four stages of negotiation?

Answer 2

1. PREPARE
   objectives
   alternatives - fixed vs variables
   plan - raise the less contentious issues first, identify common ground, prepare answers, be objective not personal
2. DISCUSS
   set the scene, built rapport
   confirm board objectives for both parties and listen carefully
   iron out any differences in facts
3. PROPOSE
   define the key issues you want to address
   use positive language
   link to the other parties objectives
   give factual information
4. BARGAIN
   negotiate the issue - what you want, accept goals may have to be modified, link compromises to other objectives
   Summarise to confirm understanding
   Settlement - agree what has been agreed by parties and make sure it’s fully understood

Question 3

What are the different types of negotiating behaviour?

Answer 3

1. Initiating - mechanical process, get things going
2. Reacting - emotional response or the human element
3. Clarifying - questions to understand the meaning of something

Question 4

What are some examples of different negotiation styles techniques?

Answer 4

CACA O

1. Collaborative - honest and open communication (W/W)
2. Accommodating - focusing on building relationships (L/W)
3. Competing - focused on the deal at the counterparts expense (W/L)
4. Avoidance - low in assertiveness or cooperation

Outcome - win or lose

Question 5

What makes a skilled negotiator?

Answer 5

Using specific negotiation styles or techniques
Having a clear plan in place
Seek to establish common ground
Plan each point individually
Set upper and lower limits
Draw up the facts to support the case
Within business, having a good track record of success
Review negotiations and learn from them

Question 6

Why do you ask questions?

Answer 6

Establish the facts and gather data
Feelings or preferences
Attitudes / beliefs- why it is important

Question 7

Why is it not a goood ideas to negotiate down fees?

Answer 7

Potential to cut corners from the original scope
Obtaining quotes means you won’t have to negotiate down fees

Question 8

What negotiation techniques do you usually deploy?

Answer 8

Collaborative- building relationships, honest communication, focus on long term gains