M - Communication and Negotiation Flashcards
(13 cards)
Name a time you have had an effective negotiation and the steps you took?
DWP - FA
* Detailed preparation
* Understanding client key issues and redlines
* Seeking common ground and areas to negotiate
* Calm environment where both parties can put their point of view across
* Compromise by both parties ideally to allow agreement to be reached
* Documented and agreed in writing swiftly
What makes a successful negotiation?
A fair justified outcome
What are some advantages and disadvantages of written communication?
Adv
- Permanent record- auditing
- Easy to circulate
Disadv
- Can be shared
- May not get prompt feedback
- Wrong interpretation
What is the difference between effective and efficient communication?
Effective:
- Ensures message is understood
- Message clearly expresses intended objective
- Builds trust but may not be brief
Efficient:
- Concise and to the point
- Gets message across swiftly
- Works best where there is a pre-established mutual understanding but can leave questions unanswered
If you chair a meeting, how do you ensure meeting is effective
- Set agenda and keep meeting on track
- Prepare in advance; have docs, info and visual ready
- Punctual
- Take minutes
- Give everyone opportunity to speak and contribute
- Use body language
What is negotiation
Discussions to reach a compromise or agreement.
Please define what communication is
Imparting or exchanging of info by speaking, writing, or using some other medium
What outcomes could indicate a successful final account negotiation
Both parties happy, costs are agreed upon and project is within clients budget
What key things do you need to think about before entering negotiation
- Level am I authorised to negotiate
- Clients red lines
- Do I have sufficient facts and information
- Character of the person I’m negotiating with
- What I want the outcome to be
- Areas I’m willing to compromise
- Structure of negotiation
What is your negotiating style
Depends on situation
- If there is a strong case for my client, I may be assertive to get best deal. However I aim to be collaborative and endeavour to find a resolution acceptable to all parties
When faced with a challenging negotiation, how do you conduct yourself in a fair and professional manner
- Stay objective
- Have mindset of finding a resolution
- Respectful
- Understand their position
- Listen to concerns and objections, and counter with answers that prevent doubt
What are the main barriers to a successful negotiation
- Lack of trust
- Missing or inaccurate info
- Cultural differences
- Lack of emotional intelligence
- Communication problems
Example of when you completed a successful negotiation
- Successfully negotiated on DWP final account
- Assessed my position and issued comments to the contractor
- Formed basis of discussion
- Both parties presented commercial positions
- Agreed a figure that satisfied both parties
