Communication and negotiation Flashcards
How do you value a variation under a JCT Intermediate contract?
- Variations are valued using pricing information that directly relates to the build up of the contract sum
- Uses the rates and prices in the BoQ
- Uses the Contract Sum Analysis
What elements of the variations were you negotiating?
- Quantities
- Programme impact
- Review against tender documentation
- Add/omits based on review of variation request
When might you include graphical illustrations?
- Report, presentation or dashboard
- To convey a large amount of information in a visual format
- Save space in a report by using graphs
- Explain data to non-technical stakeholders
What are the principles of effective negotiation?
- Prepare evidence and rationale to support
- Define what is negotiable
- Identify areas of common ground
Give an example of a negotiation you have been and what your strategy was?
- I was managing firestopping defect rectification
- Additional defects were identified during the works
- Contractor claimed that they weren’t liable
Preparation:
- I reviewed the contract
- Received expert technical guidance from the client’s consultant
- Agreed the limits with the client
Meeting:
- Collaborative strategy
- Highlighted technical liability wasn’t ours, but operational liability was
- Proposed a compromise commercial agreement
What are the 5 negotiation styles?
- Avoid (not assertive, not cooperative)
- Dominate (assertive, not cooperative)
- Accommodate (not assertive, cooperative)
- Collaborative (assertive, cooperative)
- Compromising (somewhere in the middle)
Tell me about a time when you had to demonstrate effective communication skills?
F1 masterplan project; Managing two contractors on site; ensuring that they were both aware of each others’ programmes, access requirements, dust/noise considerations
