Communication And Negotiation Flashcards
(20 cards)
What are the various negotiating techniques?
- Competitive (win-lose)
- Collaborative (win-win)
- Compromising (split the difference)
- Avoiding
- Accommodating
- Problem solving
Which one do you favour?
Collaborative
How do you prepare for a negotiation?
- Do my homework
- Ask for a want out of the negotiation
- Listen to the other party
- Don’t rush
- Be prepared to walk away
- Don’t take anything personally
- Do not give anything away without getting something in return
Can you be open and honest when negotiating a Final Account?
Yes
How do you change style when dealing with clients, contractors and colleagues?
I am always professional with everyone, however with clients I am always professional, ensure they are listened to and meet their needs. With colleagues I ensure to engage in team building activities and with contractors I engage in more casual conversations to build rapport and strengthen relationships.
What factors would you consider before commencing a critical negotiation?
- Do my research and ensure I have my primary objective and a secondary fullback position.
- Do my homework on the other side
- Check market conditions
- Find common ground
How would you structure a professional report?
- Title Page
- Contents
- Executive Summary
- Intro
- Body
- Conclusion
What would you consider before delivering a technical presentation to the client team?
- Understand the audience, do they have any particular needs?
- Prepare content
- Keep slides visual and simple, keep words a minimum
- Prepare speech for each slide
- Engage with the audience
- Leave time for questions and feedback
Can you give me examples of different negotiation styles you may employ dependant upon the particular issue at stake?
- Competitive (win-lose) If a subbie has underperformed on a contract
- Collaborative (win-win) If a subbie has performed
- Compromising (split the difference) If a cost has occurred that is the result of mistake on more that one party
- Avoiding - if we have made a mistake and it is not worth negotiating with the client
- Accommodating - If I want to preserve a relationship
- Problem solving - when the issue is complex and requires joint input and open dialogue
What current challenges is Covid and/or Brexit bringing to Communication & Negotiation?
Why was the operative unhappy with their pay?
They felt they should be paid in line with a fellow colleague
Don’t people with more experience usually get paid more – was this example any different?
Yes, generally speaking greater experience would usually mean higher pay. This was not the case in this instance.
Was the higher-paid colleague’s work as good, better or worse than the complaining operative?
The higher paid colleagues work was of a higher standard and they had more experience.
If their quality of work had been the same, what would you position have been?
I would have increased their pay to be equal as long as I was sure that this was a fair outcome.
What did they see as a positive outcome?
An increase in their hourly rate
What reasons did you give for the difference in rates?
Experience
Quality of work
Reliability
“Did you consider other payment mechanisms?
· Piecework; pay plus bonus?”
The employee in question was employed via a workforce supply agency that we have a good relationship with. I was only reviewing the hourly rate we pay via the agency.
How did you incentivise them?
I incentivised them with increased responsibility offering them the chance to develop their skills.
I varied their work to better evaluate their skill level and quality of work
I implemented weekly performance reviews to ensure they felt engagement on my part
How many weekly performance reviews were you going to make them attend before giving a pay raise?
I would approach each review openly and honestly with regards to reviewing quality of work and experience. I would have implemented an incremental rise in pay in line with the effort and willing showed by the individual.
“If this was a negotiation, what compromises did each side make?
· Or was it a dictation by yourself?”
I believe it was more accommodating/problem solving. I understood why they wanted to increase their hourly wage and they agreed that they didn’t have the experience of their colleagues. So working out a plan going forward left both parties satisfied.
