![Nonverbal communication, which is one of the most significant sources of information available to
negotiators, good negotiators tend to concentrate on what is being verbally communicated and also
should focus on nonverbal information. (Craver,2007).
At this stage, contractors showed subtle smile and bowed head, shows some sign of relief at other
ends, however they did not look completely satisfactory. Which means offers is near their settlement
range. I also noticed Consulting Engineer looking at Watch showing signs of Boredom as it seems
like it is time consuming, so involving him was essentialso I asked him if there is any future
modifications in drawings which he as happy to say no.
2.3 Conclusion ofMeeting
After seeing progress and mode change on other side, I made my final offer of 20,000 and two weeks
extension, Sub-contractors was seen leaning back with hand behind head a sign of confidence and
pleasure on developments, I also seen decreased movement in Contractor showing release of stress as
it also shows satisfaction on negotiations.
Contractor and Subcontractor asked me they are willing to accept offer,If I increase the final amount
to 30000 however since My budget did not allow it, I offered them final price of 20000 plus two
weeks extension to complete work in time. After some pause, they both agreed and signed the
contract.
2.4 Weakness and Strength
I have found we should have focused more on these issue in past meeting to avoid such present day
conflict and should have drafted a contract which could have carried risk to contractor including any
possible modifications of design. And our strength in this meeting was our preparations, time control
and negotiation skills which resulted in resolution of issue and work will continue as planned.
References
14, T. M. 29 (2014) Improving negotiation skills: Rules for master
negotiators [Online]. Available: http://corporate.findlaw.com/litigation-
disputes/improving-negotiation-skills-rules-for-master-negotiators.html [Accessed 2
Apr 2016].
Craver, C. B. (2007) ‘Nonverbal signals and negotiating Interactions’ by Charles B.
Craver [Online]. Available: http://www.negotiatormagazine.com/article368_1.html
[Accessed 15 Apr 2016].
‘Improving your negotiating skills: Tips learned in the trenches’ by David Wachtel.
(2005) [Online]. Available: http://www.negotiatormagazine.com/article262_9.html
[Accessed 3 Apr 2016].
Lombardo, J. (2003) What is negotiation? - the Five steps of the negotiation process
- video & lesson transcript. [Online]. Available:
http://study.com/academy/lesson/what-is-negotiation-the-five-steps-of-the-
negotiation-process.html [Accessed 9 Apr 2016].
Marsh, L. and Belsey, P. (1999) The experience of managing: A skills guide
(Macmillan business). United Kingdom: Palgrave Macmillan.
Miller, O. (2014) The negotiation style: A comparative study between the stated and
in- practice negotiation style. Procedia - Social and Behavioral Sciences. [Online]](https://image.slidesharecdn.com/a4b86d6f-9f5f-4ce8-8130-4b23a1ac7d79-160705200825/85/Negotitations-Meeting-3-320.jpg)
![Vol.124, pp.200–209. Available:
http://www.sciencedirect.com/science/article/pii/S1877042814020266 [Accessed 13
Apr 2016].
Miller, O. (2014) The negotiation style: A comparative study between the stated and
in- practice negotiation style. Procedia - Social and Behavioral Sciences. [Online]
Vol.124, pp.200–209. Available: http://ac.els-cdn.com/S1877042814020266/1-s2.0-
S1877042814020266-main.pdf?_tid=fde92b54-0132-11e6-a36d-
00000aacb35e&acdnat=1460523100_8df5a1651000b00a03454bbb4183f73a
[Accessed 13 Apr 2016].
Planning and structuring effective meetings. (2011) [Online]. Available:
http://www.skillsyouneed.com/ips/meetings.html [Accessed 2 Apr 2016].
Richards-Gustafson, F. (2016) How to plan a negotiation meeting.Small Business
Chron. [Online]. Available: http://smallbusiness.chron.com/plan-negotiation-meeting-
25531.html [Accessed 13 Apr 2016].
Six steps for negotiation preparation. (2004) [Online]. Available:
http://www.naturalproductsinsider.com/articles/2004/10/six-steps-for-negotiation-
preparation.aspx [Accessed 13 Apr 2016].
Wachtel, D. (2005) ‘Improving your negotiating skills: Tips learned in the trenches’ by
David Wachtel [Online]. Available:
http://www.negotiatormagazine.com/article262_1.html [Accessed 2 Apr 2016].
Zohar, I. (2015) ‘The art of Negotiation’ leadership skills required for negotiation in
time of crisis. Procedia - Social and Behavioral Sciences. [Online] Vol.209, pp.540–
548. Available: http://www.sciencedirect.com/science/article/pii/S1877042815056323
[Accessed 13 Apr 2016].](https://image.slidesharecdn.com/a4b86d6f-9f5f-4ce8-8130-4b23a1ac7d79-160705200825/85/Negotitations-Meeting-4-320.jpg)
Negotitations Meeting
- 1. I am acting as Client Representative in this exercise,produced for Class assignment 1.0 Negotiation “Negotiation is an open processfor two parties to find an acceptable solution to a complicated conflict” (Lombardo 2003). According to Fisher and Ury define negotiating as “Back and forth communication where some interests are shared and some are opposed” (Watchel, 2005). 1.1 Preparation Stage and objective setting Using PREPBAR (Oliver, 2010) strategy for planning meeting. It is vital to have pre meeting preparation and set written goals. According to Richards-Gustafson, F. (2016) poor planning can result in more concessions than initially planned. Conducting research was first step to ascertain required goals. So initial summary sheet of knows information was developed to make points for meeting. Information with other contractor,sub-contractor and Consulting engineer should be sent at this stage about meeting timings and agenda. Strategy to achieve goals were devised prior to meeting. Including setting Alternatives and developing of idea about other parties potential priorities. (Planning and structuring effective meetings, 2011). Brainstorming all the issues to be discussed in meeting. (Marsh,Belsey, 1999) Type of Project Construction of Warehouse building and small office Location Glasgow Industrial Area Area of construction 600 m2 Type of construction Pad Foundations, Reinforced Concrete Frame and Precast Flooring Units and Flat roof Timeframe of Project 44 Weeks Figure 1 Pre Meeting Details and Summary of Project including dispute Parties involved Client, Contractor, Subcontractor and Consulting Engineer Dispute Time Restraint, contractors are running two weeks behind the schedule Advance Stage change in design, resulting effecting Time and Profit of Contractors and sub- contractors. Resulting 10 percent of work was directly affected. Client is reluctant to pay more than 20,000 for damagesor loss of profit due to change in design. 2.0 Objectives ofMeeting To address the concerns of all parties. To agree all parties on available budget To agree on finishing project including new added alterations recently added in design.
- 2. 2.1 Initial stages ofmeeting I assumed to be taking role of Client Representative. It is clearly a form of Direct Negotiation whereby continuous personal and direct contact between the involved parties exists. So both parties also observe each other behaviour. (Zohar, 2015). Negotiations have a set sequence and during different stages could be adopted according to situation accordingly. In the beginning as agenda was distributed all positions and roles of all parties were well established. So starting with generaldiscussion, question was posed about subcontractor, consultant and Contractor general views about project in friendly manner. I wanted win- win initially before reading about dispute however I would opt for Comprise Strategy option as I have some concessions 20,000 available (Oliver, 2011). This was time of listening and observation. As most powerful skill in negotiating is listening. Consulting engineer explained his design changes and was concerned about agreement. Contractors were found concerned about changed design and subcontractor was concerned about potential loss due to recent change in design and its effect on its supply chain. At this stage, I was calm, kept emotions under control and some hint of offer of money was discussed. However a very rigid policy about the completion of project was adopted. The developing of reactions is critical to art of persuasion in negotiating (Zohar, 2015) therefore presentation of work progression PowerPoint file was played which included all the facts. 2.2 Development of Meeting (Bargaining Phase) As meeting progressed time management could have been issue had it not been properly planned. As more the time pass, it could be added pressure on me to present solution. At this stage I adopted role of Dominant (wachtel, 2005) as I have to assert my position as client representative and show limitations in terms of time and budget, asfor me the results are more important than any other priority. Consulting Engineer as this stage brief about drawing and to my observation negotiated with conscientious Style (Wachtel, 2005) as very focused on delivery of services, Subcontractor was more concerned about losing time and profit and Contractor was concerned about supply chain and timely completion of project. At this time, I ask them questions with their consent,to know more about their thought, potential output as they want? As this increases trust and keeps tension low. At this point when I was clear of their viewpoint, Using BATNA (Wachtel,2005) as I was previously briefed all parties about budget and time limitations, I showed flexibility, as I argued we can compensate to some extent loss occurred due to change in design. At the same time I offered the benefits of accepting this proposal, as out of nowhere they are now offered cash and extension of up to two weeks. This would help them to complete their project and can bid for any other projects as it will remove uncertainty. Starting from only 10,000 pounds plus one week extension, I asked them if sub-contractors and contractors are willing to discuss and give their feedback, "To negotiate well, you do not need to be tricky. But it helps to be alert and prudent. The best negotiators play it straight, ask a lot of questions, listen carefully, and concentrate on what they and the other party are trying to accomplish at the bargaining table (14,2014).
- 3. Nonverbal communication, which is one of the most significant sources of information available to negotiators, good negotiators tend to concentrate on what is being verbally communicated and also should focus on nonverbal information. (Craver,2007). At this stage, contractors showed subtle smile and bowed head, shows some sign of relief at other ends, however they did not look completely satisfactory. Which means offers is near their settlement range. I also noticed Consulting Engineer looking at Watch showing signs of Boredom as it seems like it is time consuming, so involving him was essentialso I asked him if there is any future modifications in drawings which he as happy to say no. 2.3 Conclusion ofMeeting After seeing progress and mode change on other side, I made my final offer of 20,000 and two weeks extension, Sub-contractors was seen leaning back with hand behind head a sign of confidence and pleasure on developments, I also seen decreased movement in Contractor showing release of stress as it also shows satisfaction on negotiations. Contractor and Subcontractor asked me they are willing to accept offer,If I increase the final amount to 30000 however since My budget did not allow it, I offered them final price of 20000 plus two weeks extension to complete work in time. After some pause, they both agreed and signed the contract. 2.4 Weakness and Strength I have found we should have focused more on these issue in past meeting to avoid such present day conflict and should have drafted a contract which could have carried risk to contractor including any possible modifications of design. And our strength in this meeting was our preparations, time control and negotiation skills which resulted in resolution of issue and work will continue as planned. References 14, T. M. 29 (2014) Improving negotiation skills: Rules for master negotiators [Online]. Available: http://corporate.findlaw.com/litigation- disputes/improving-negotiation-skills-rules-for-master-negotiators.html [Accessed 2 Apr 2016]. Craver, C. B. (2007) ‘Nonverbal signals and negotiating Interactions’ by Charles B. Craver [Online]. Available: http://www.negotiatormagazine.com/article368_1.html [Accessed 15 Apr 2016]. ‘Improving your negotiating skills: Tips learned in the trenches’ by David Wachtel. (2005) [Online]. Available: http://www.negotiatormagazine.com/article262_9.html [Accessed 3 Apr 2016]. Lombardo, J. (2003) What is negotiation? - the Five steps of the negotiation process - video & lesson transcript. [Online]. Available: http://study.com/academy/lesson/what-is-negotiation-the-five-steps-of-the- negotiation-process.html [Accessed 9 Apr 2016]. Marsh, L. and Belsey, P. (1999) The experience of managing: A skills guide (Macmillan business). United Kingdom: Palgrave Macmillan. Miller, O. (2014) The negotiation style: A comparative study between the stated and in- practice negotiation style. Procedia - Social and Behavioral Sciences. [Online]
- 4. Vol.124, pp.200–209. Available: http://www.sciencedirect.com/science/article/pii/S1877042814020266 [Accessed 13 Apr 2016]. Miller, O. (2014) The negotiation style: A comparative study between the stated and in- practice negotiation style. Procedia - Social and Behavioral Sciences. [Online] Vol.124, pp.200–209. Available: http://ac.els-cdn.com/S1877042814020266/1-s2.0- S1877042814020266-main.pdf?_tid=fde92b54-0132-11e6-a36d- 00000aacb35e&acdnat=1460523100_8df5a1651000b00a03454bbb4183f73a [Accessed 13 Apr 2016]. Planning and structuring effective meetings. (2011) [Online]. Available: http://www.skillsyouneed.com/ips/meetings.html [Accessed 2 Apr 2016]. Richards-Gustafson, F. (2016) How to plan a negotiation meeting.Small Business Chron. [Online]. Available: http://smallbusiness.chron.com/plan-negotiation-meeting- 25531.html [Accessed 13 Apr 2016]. Six steps for negotiation preparation. (2004) [Online]. Available: http://www.naturalproductsinsider.com/articles/2004/10/six-steps-for-negotiation- preparation.aspx [Accessed 13 Apr 2016]. Wachtel, D. (2005) ‘Improving your negotiating skills: Tips learned in the trenches’ by David Wachtel [Online]. Available: http://www.negotiatormagazine.com/article262_1.html [Accessed 2 Apr 2016]. Zohar, I. (2015) ‘The art of Negotiation’ leadership skills required for negotiation in time of crisis. Procedia - Social and Behavioral Sciences. [Online] Vol.209, pp.540– 548. Available: http://www.sciencedirect.com/science/article/pii/S1877042815056323 [Accessed 13 Apr 2016].