Communication & Negotiation

Question 1.       Different types of Negotiation strategies –

Winning – Losing, Accommodating, Avoiding, Compromising, Collaborating (Win – Win)

Question 2.       What is meant by new E = MC2 in business –

E – Efficiency, M – Motivation, C2 – Two way empathic communication

Question 3.       What are the main elements of successful interviewing – (5 “P” ) Purpose, Preparation, Planning, Practice, Performance

Question 4.       Negotiation - Discussions to reach a compromise or agreement - communication for persuasion A number of stages for negotiation process:

              •     Establish the agenda
              •     Finalise the position to be taken
              •     Setting the objectives
              •     Compiling supporting evidence
              •     exploring differences
              •     find out non negotiable areas
              •     Find our areas of compromise
              •     Assessing other sides position.
              •     narrowing differences
              •     broad agreement

              •     detailed agreement

Can either be positional or co-operative positional is just bartering over the outcome. Negotiators should know what is at issue, have authority to deal, and be above the causes of the dispute

Question 5.       Difference between effective and efficient communication

Effective means that your communication made its point, no matter how long it took you to explain. But efficient means that your communication was quick and simple, that doesn't mean it wasn't also "effective"

When a person uses effective communication, he or she succeeds in reaching his or her goal for communicating. (The person will really understand what / why it is) But when a person is efficient in communicating, he or she gets out the message in the shortest amount of time and with the least amount of energy. (quick action / response without understanding the basics)

Efficient communication is just responding quickly and effective communication is more considered and actually reaches a satisfactory conclusion.

Efficient  communication  is  to  talk  to  people  so  they  can  understand  your  meaning.  Effective communication is to talk to people and help them learn and objectively hear what you are telling them

Question 6.       What type of communication and negotiation technique you use in your work

•     Oral  -  Phone  calls,  Reporting  at  meetings,  bid  presentations,  staff  meetings,  meeting  with consultants / contractors, listening skills etc.

•     Written - Letters, memos, e-mails, report writings, tender reports etc.

•     Negotiation – Setting objectives, Compiling supporting documents, establishing non – negotiable areas, identifying areas of compromise, assessing other side’s position.

Question 7.       What is difference between co-ordination and managing – Co-ordination is to arrange in a proper order. (Eg. Contractor to coordinate with other contractors at site. But no control over them ) Manage – is to extend control over them.

Question 8.       If you chair a meeting, how do you make it effective – Set an agenda, do prepare for it, communicate with all, be punctual for the meeting, take minutes of meeting, give chance to every one to speak, understand body language, voice control.

Question 9.       Difference between effective & efficient communication – Effective means people will understand the basics (If the superior try to convince a subordinate the importance of being punctual in an office – the subordinate will be punctual next day onwards). But efficient is time saving and will get quick response (If a superior issue a warning letter to subordinate, next day onwards he will be punctual)

Source: J Thomas (July 2010)