1 - Communication and Negotiation

Question 1

What are the two types of negotiation?

Answer 1

Principled and competitive

Question 2

What three things are needed for communication?

Answer 2

• Communicator
• Method
• Recipient

Question 3

What are some typical barriers to communication?

Answer 3

• Time
• Technology
• Language
• Jargon
• Bias or prejudice
• Opinion
• Context
• Ambiguity

Question 4

What are the four principles of principled negotiation?

Answer 4

• People - Separate people
• Interests - Focus on interests
• Options - Look at lots of options
• Criteria - Make it objective

Question 5

What is principled negotiation?

Answer 5

Negotiation as a joint problem solving process.

Question 6

What is competitive negotiation?

Answer 6

Negotiation where there is a winner / loser.++

Question 7

What is communication?

Answer 7

The imparting or exchanging of information.

Question 8

What is negotiation?

Answer 8

Discussions to reach a compromise or agreement.

Question 9

If you chair a meeting how do you make it effective?

Answer 9

Set out an agenda
Have documents ready
Punctual
Take minutes
Allow everyone chance to speak.

Question 10

What indicates success of a negotiation?

Answer 10

• Good preparation of client concessions and non-negotiables
• Record of instructions / costed breakdowns
• Both parties are happy.
• Formalise immediately afterwards

Question 11

What is your negotiating style?

Answer 11

It depends on the situation. If there is a strong case for the client then I will get the best possible deal.
Alternatively I will look to collaborate to get a solution.

Question 12

Give an example of when you successfully negotiated.

Answer 12

I managed to get a better price for an Asbestos R&D survey without compromising on scope.
I outlined what the clients budgets and expectations were and we came collaborated to reach an agreement.

Question 13

What is ‘without prejudice’?

Answer 13

Statements made in a genuine attempt to resolve a dispute cannot be used as evidence.

Question 14

What is an example of good feedback you’ve received.

Answer 14

Securing repeat business from the client at Strawberry Fields. Appointed to Dorking.

Question 15

How would you prepare for a negotiation?

Answer 15

• Dependant on Principled or Competitive
• Understand what the client wants
• Know what a good / bad outcome would be
• Compromise if need be

Question 16

What are your thoughts on email communication?

Answer 16

• Take great care when sending emails
• Easy to release sensitive info to incorrect parties
• Double check recipients
• Have the ability to create contracts / instructions

Question 17

What would you do following a negotiation meeting where a verbal agreement was made?

Answer 17

• Formalise the agreement asap
• Written correspondence setting out what was discussed
• Request parties confirm

Question 18

What are the benefits of cloud based storage systems?

Answer 18

• Information backed up
• Convenience
• Environmentally friendly
• Multiple users

Question 19

What is the meaning of a non-disclosure agreement?

Answer 19

• Used to protect against the disclosure or sharing of any confidential data
• Clients will request signing of NDA
• Used for confidential, sensitive or innovative information to protect against it being used by competitors.

Question 20

If two separate departments within your firm are working for two rival companies how would you ensure sensitive data was managed?

Answer 20

• Make client aware
• NDA’s
• Conflict of interest
• Letter of instruction to continue
• Physical separation

Question 21

What things must companies put into place to ensure GDPR compliance?

Answer 21

• Raise awareness
• Audit all personal data
• Update privacy notice
• Review how you seek, obtain and record consent

Question 22

What is a benchmark?

Answer 22

Agreed on site a worst case scenario to which you can compare.