Negotiating dilapidations claims: What is really going on?

摘要

negotiation; negotiation styles; surveyors; tactics; value crea- tion; relationship negotiation; conflict modes%This paper considers in a discursive manner some of the theoretical issues which arise when surveyors and others are negotiating dilapidations claims. Working on the assumption that most readers will have negotiated such claims, and perhaps do it regularly, the objective of the paper (abridged from a talk given at the RICS Dilapidations Conference 2016 in Glasgow, Scotland) is to assist or remind negotiators to become expressly aware of some of the different levels at which negotiation occurs, as well as at least two different principles of negotiation.