COMMUNICATION & NEGOTIATION

FOR RICS APC CANDIDATES

BY
PRIYANKA NUWAN KARUNARATNA
BSc MSc APAEWE MRICS

25 AUGUST 2017
 COMMUNICATION & NEGOTIATION
Introduction (15 minutes)

What is Communication? ( 10 minutes)

Features of Successful Communication (20 minutes)

Effective Communication V Efficient Communication (10 minutes)

Common Modes of Communication (5 minutes)

What is Negotiation? ( 5 minutes)

Basic Negotiation Styles (20 minutes)

Advance Negotiation Skills (30 minutes)

Q & A (5 minutes)
What does RICS expect from you ?
What does RICS expect from you?

Level 1
Knowledge/ understanding on Effective oral, written skills, graphic and presentation skills
Knowledge/ understanding on the methods and techniques that are appropriate to specific
situations

Level 2
Practical application of oral, written, graphic and presentation skills in diverse situations
Practical application of communication skills where negotiation is involved.
What does RICS expect from you?
What does RICS expect from you?

• Methods of communication
• What types of communication to use in different circumstances
• Communication skills
• Oral and written communication
• Links between negotiation and conflict avoidance
• Examples of using negotiation skills
WHAT IS COMMUNICATION?

Communication is a two-way process of reaching

mutual understanding, in which participants not only
exchange (encode-decode) information, news, ideas
and feelings but also create and share meaning.
FEATURES OF SUCCESSFUL COMMUNICATION?

Seven C’s of communication

1. Completeness (should include all information)
2. Conciseness (to the point)
3. Consideration (value recipient’s needs)
4. Concreteness (supported by facts & figures)
5. Courtesy (respectful for recipient’s culture, values & beliefs)
6. Clearness (relevant terminology, specific)
7. Correctness (grammar and syntax which is orderly
arrangement of words)
FEATURES OF SUCCESSFUL COMMUNICATION IN
PRACTICE
https://etendering.tenderboard.gov.om/product/publicDash

Complete
Concise
Consider
Concrete
Courtesy
Clear
Correct
FEATURES OF SUCCESSFUL COMMUNICATION IN
PRACTICE

Complete
Concise
Consider
Concrete
Courtesy
Clear
Correct
FEATURES OF SUCCESSFUL COMMUNICATION IN
PRACTICE

Complete
Concise
Consider
Concrete
Courtesy
Clear
Correct
FEATURES OF SUCCESSFUL COMMUNICATION IN
PRACTICE

Complete
Concise
Consider
Concrete
Courtesy
Clear
Correct

FIDIC 1999- Red Book

EFFECTIVE V EFFICIENT COMMUNICATION

Effective communication means that the intended message has been

passed completely irrespective of the time taken to pass the message.
(E.g.: a workshop to reach a conclusion)

Efficient communication is that the intended message has been passed

within the shortest possible time, the message may not carry all the
intentions of the sending party so that every minute detail may not be
passed onto the receiving end.
(E.g.: a warning letter)
COMMON MODES OF COMMUNICATION
These days there are so many different types of communication
medium that it is becoming ever more important to ensure the
method you use is appropriate. Methods include:
- letters;
- emails;
- reports;
- telephone;
- meetings;
- telephone conferences;
- web conferences;
- video conferences;
- online social networking;
- blogs;
- text messages;
- web messaging;
- E Tendering (A new Era)
WHAT IS NEGOTIATION ?

“Negotiation is the process of joint decision making

through back and forth communication to resolve
opposing interests and reach agreement.”

It is the first step of conflict avoidance.

What do you achieve through negotiation, Relationship or Self-

Interest?
BASIC NEGOTIATING STYLES (CCCAA)

Resolute- Admirably
purposeful and
determined
Substantive- having a firm
basis on reality and
therefore important,
meaningful or
considerable
BASIC NEGOTIATION STYLES EXPLAINED
ADVANCE NEGOTIATION SKILLS

1. Structuring your approach

- List of opposition’s arguments
- List of opposition’s likely objection on your position

2. Fact finding
- Who has dealt with them before
- What their opinions are
- How they behaved during previous negotiations
- How they resolved and implemented previous negotiations
ADVANCE NEGOTIATION SKILLS

3. Information and Misinformation

Do not rely solely on opinions given by others.
Gather facts and opinions and then form your own judgement both before and during negotiations.
Use what you have learned to put your own observations and perceptions into context.
Make some allowance for others’ biases.
Prevent misinterpretation and inaccuracy by ensuring that evidence is available on which you can
form opinions.
Do not jump to conclusions.
ADVANCE NEGOTIATION SKILLS

4. Establishing priorities and objectives

Identifying major issues to be discussed
Identifying those issues on which full or partial agreement is to be sought
Assessing those issues on which discussion will throw light on subsequent issues or reveal valuable
data
Assessing those issues on which debate will give you a psychological or other advantage
Classifying the respective size of those advantages
Ascertaining those issues on which debate is likely to put you at a disadvantage
Classifying the respective size of those disadvantages
 Thank You and Take Home the Below Message

The most important thing in communication is hearing what isn’t

said
- Peter Ducker

Let us never negotiate out of fear. But let us never fear to

negotiate
- John F Kennedy