Communication & Negotiation Flashcards
(6 cards)
What are the different styles of negotiation?
Competitive
Collaborative
Compromise
Avoid
Accommodate
What are the various forms of communication
Written - email, reports etc.
Verbal - calls, presentations etc.
Non-verbal - body language, eye contact etc.
When would you vary your communication style?
I would always look to personalize it to the client, i.e. if they preferred face to face meetings I would endeavor to cater for this, whilst ensuring the meeting was minuted so there was an audit trail of discussions had.
What are the key steps in a successful negotiation?
- Identifying and agreeing the client’s key objectives for a successful negotiation.
- Agreeing potential bargaining strategies with the client, including potential concessions and non-negotiables.
- Collecting necessary evidence.
- Researching contractual and legal position to support arguments.
What reports have you written? What do you always try to include?
I have written tender evaluation reports, VFM reports, impact reports etc.
I always try to make them concise, free from jargon and relevant to the topic and audience.
Give me an example of a successful negotiation you have taken part in?
On the UoS Enabling works, I assisted in several negotiations for CE’s, I contested a rate provided by a contractor for fence hire as i believed it to be high when compared to some benchmark rates. I undertook some market testing, seeking prices from 3 suppliers and found the average of those rates to be significantly cheaper. As a result of the contract’s requirements for rates to be fair market value, I was able to negotiate the price to within the range of the benchmark rates I had provided.
On the LRA, I negotiated the contract, which involved picking up double counts between packages, negotiating lower risk allowances to be included and finalizing the figure reached through the tender process.
