M04 - Communication and Negotiation Flashcards Preview

APC 2021 > M04 - Communication and Negotiation > Flashcards

Flashcards in M04 - Communication and Negotiation Deck (10)
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1
Q

What means of communication do you know/use?

A
  • I use face to face / telephone communication whenever possible;
  • I follow up conversations with email
  • General Correspondence during EDMS (Aconex software)
  • Formal Review Meetings (with minutes)
  • Formal reports – weekly / monthly
  • Logs & registers – defects log / change control register/ PMI, CE, EW Registers
  • Presentations
  • Dashboards
2
Q

How do you approach negotiation?

A
  • Preparation
  • Listening
  • Emotional control
  • Effective verbal communication
  • Ethics
3
Q

Explain the process of negotiation and give examples of one carried out?

A

[Insert your own example]

4
Q

How do you conduct yourself in a fair and professional manner? What does this entail?

A

I stay impartial and objective at all times, so that I am not favouring a particular side. I carry out my work ethically and to the required standards

5
Q

Can you tell me of a time when you had to change how you have communicated to benefit a Client?

A

[Insert your own example]

6
Q

Can you talk me through a time when you negotiated a cost with a Contractor?

A

[Insert your own example]

7
Q

What different styles can you adopt when negotiating?

A
  • Competitive (win / lose)
  • Collaborative (win / win)
  • Accommodating (lose to win)
  • Avoidance
8
Q

What is your style?

A

It depends on my standing going into the negotiations because if there is a strong case for the client then I would aim to get the best deal for the client however, with most negotiations I have been collaborative where possible.

9
Q

How would you prepare for and act in a negotiation?

A
  • Consider the type of negotiation: importance of relationship vs importance of outcome
  • Information Gathering: review records and evidence to ensure I have understood the situation as much as I can
  • Deal Position: determine what can be given up as a compromise, estimate what the other party wants from it and use that to inform position
  • Organise my compelling arguments: logical reasoning (facts), sensitive language
  • Rehearse my opening in order to mould the negotiation to my terms
  • Control the negotiation by asking the opening question, listening to what is said and summarise
  • Convey and communicate confidence – match body language and words, good eye contact
  • Manage expectations and trade low value items
  • Be respectful but persistent, assess offers on the spot and be courteous
10
Q

How would you define a successful negotiation?

A

If the relationship is important: both parties come away happy with the outcome (win/win). If the outcome is important: as a minimum my ‘deal’ position was obtained (win/lose)