Communication and Negotiation (Good Questions) Flashcards
What are the various negotiating techniques? Which one do you favour?
Face to Face - easier to build rapport and relationship with the other party. Easier to read body language (preferred)
Telephone - better than email for rapport / relationship but can’t read body language.
Email - Harder to understand tone. Less personal. Lack of social cues.
How do you prepare for a negotiation?
- Understand client’s objectives and negotiating strategy.
- Negotiation technique
- Ensuring I have correct facts to hand.
- Deciding what points I can give in on and what points are non-negotiable.
- Preparing win-win and fallback positions and areas of common ground
- What points does the other party consider non-negotiable?
How do you change your style when dealing with clients, contractors and colleagues?
- Dealing with colleagues likely to use phone / email
- Dealing with clients preferred face to face / update via phone call to build rapport.
- Dealing with contractors likely to be via phone.
What factors would you consider before commencing a critical negotiation?
- What are my clients objectives and negotiating strategy?
- Negotiation technique
- Ensuring I have correct facts to hand.
- Deciding what points I can give in on and what points are non-negotiable.
- Preparing win-win and fallback positions and areas of common ground
- What points does the other party consider non-negotiable?
Can you give me examples of different negotiation styles you may employ dependent upon the particular issues at stake?
Face to Face - easier to build rapport and relationship with the other party. Easier to read body language (preferred)
Telephone - better than email for rapport / relationship but can’t read body language.
Email - Harder to understand tone. Less personal. Lack of social cues.
What would you consider before delivering a technical presentation to a client team?
- What language to use - will they understand technical language?
- Key points that the client needs to understand
Unit 17 Manchester- Detail your marketing strategy and the advice contained within?
- My Client had received Expressions of Interest from several interested parties.
- I advised that they proceeded via a tender as this would achieve best value for Network Rail and reduce the risk of no submissions.
- I was advising on whether to amalgamate the unit or not.
Unit 17 Manchester - What level of rental incentives did you recommend were appropriate to attract a new tenant?
- 3 months rent free
Unit 17 Manchester - What type of marketing initiatives did you recommend should be undertaken to attract a new tenant in the quickest timeframe?
- Strong relationships with tenants - marketing during the stations is done via our Category Managers.
- Alternatives include NR website / billboards etc.
Unit 17 Manchester - How did you ascertain your clients requirements and what were these?
- I met with my Client prior to commencing the instruction to agree their requirements.
- Objective was to recommend a strategy for the amalgamation of Unit 17 and another unit being utilised as an information point.
- Client’s objectives were to maximise rental income, improve passenger experience and Manchester Piccadilly and introduce additional specialist retail into Manchester Piccadilly.
- I advised my client amalgamate the two units as rental income was higher and there was a better utilisation of space which would improve passenger experience.
- I advised my client tender in the Health & Beauty category after seeking advice from our category manager.
- I advised that s.25 notice was served once the tenant was lined up, on ground f for redevelopment.
- I advised than an EPC was obtained once the unit was amalgamated.
Stakeholder meeting, Hampton Court - How can you effectively chair and take minutes of a meeting at the same time?
- I was facilitating meetings between the TOC and developer to help agree a car park management plan.
- I had set topics to discuss, however was not the leading force behind discussions so kept notes during discussions.
- I also had permission from all parties to record the meeting to ensure that all points were captured.
Stakeholder meeting, Hampton Court - how do you document the minutes of the meeting and how is this documentation kept
- Plan the format / agenda before the meeting.
- Keep notes on important matters.
- Double check notes against recording of meeting.
- Get a colleague to approve the minutes.
- Forward the minutes to all attendees
- Store on sharepoint.
Before entering into a negotiation, what information do you first collect so you are best prepared for this negotiation?
- Detailed research and preparation of key facts
- Understand ‘win-win’ and fall-back positions
- Understand common ground.
- Agree client’s objectives and negotiating strategy before the start of the negotiations.
When should you mark an email or letter ‘‘Without Prejudice’’?
- To admit anything in negotiations but not to a court.
- To make an offer that you would not want a court to know about.
- To set out the strengths of your case clearly.
- In genuine settlement negotiations.
- In dispute resolution options such as mediation or court proceedings.
- To negotiate without fear that concessions made will be taken as admissions harming your legal position if the dispute is not resolved.
Can you please define what communication is?
Imparting / exchange of information
