Communication & Negotiation

Question 1

What is vitally important for communication?

Answer 1

You should always adapt accordingly for communication and negotiation and know exactly what your client / landowner will want.

Question 2

Why is it important to communicate effectively when interacting and negotiating with landowners, agents, consultants and other interested parties?

Answer 2

• Make sure no misunderstanding
• Everyone understands each other
• Know what people want
• Making sure no conflicts.

Question 3

What different methods of communication are there?

Answer 3

• Written
• Oral
• Visual presentation

Question 4

Why would you use certain types of communication?

Answer 4

Different people like different forms - the situation will always lead which form I will use

Question 5

What should you do if you are face to face communication / telephone?

Answer 5

• Make sure to keep diary log of everything discussed and date / times etc – who was present.
• This then helps prevent a conflict arising
• Provides good material to reference and have typed up.

Question 6

What are good/excellent communication skills?

Answer 6

• Clear and Concise
• Well spoke
• Polite
• Not to be harmful and disrespectful
• Communicating in a way that the landowner / agent / client wants.

Question 7

What are good negotiation skills?

Answer 7

• Detailed research and preparation and undertaking SWOT analysis hand.
• Agreeing clients objectives and strategies before the start of negotiation.
• Deciding what points you can and can’t accept – link to HOTs/ promotion. For example your win-win and fallback positions and areas of common ground?
• What points are you can give up on / non-neopigtable
• Knowing when to walk away
• Always create a partnership/collaborative approach.

Question 8

What is a SWOT analysis and when have you used one?

Answer 8

For a site review the other day -
Strengths - good location, good quantum of units
Weaknesses: Planning angle was risky
Opportunities: opportunity to create a presence in a target area and better pipeline
Threats: unstable planning conditions and HA market.

Question 9

What are HOTS?

Answer 9

Heads of terms are an agreement in principle between two parties, but which are subject to a formal contract.

Question 10

Why is it important to communicate effectively when interacting and negotiating with landowners, agents, consultants and other interested parties?

Answer 10

• Make sure no misunderstanding
• Everyone understands each other
• Know what people want
• Making sure no conflicts.

Question 11

What are included within HOTS?

Answer 11

• Property – size / red plan
• Agreement Type
• Landowner details / address
• Landowner Agent / address
• Solicitors details
• Promoter / developer / buyer details / address
• Term / Period