UNIT OF COMPETENCY: DEVELOP AND PRACTICE NEGOTIATION SKILLS UNIT CODE : 500311111 UNIT DESCRIPTOR : This unit covers the skills, knowledge and attitudes required to collect information in order to negotiate to a desired outcome and participate in the negotiation. PERFORMANCE CRITERIA REQUIRED REQUIRED SKILLS ELEMENT KNOWLEDGE Italicized terms are elaborated in the 1. Plan 1.1 Information on preparing 1.1 Knowledge on 1.1 Communication negotiations for negotiation is Codes of skills (verbal identified and included in practice and and listening) the plan guidelines for 1.2 Active listening 1.2 Information on creating the 1.3 Setting conflict nonverbal environments organization 1.4 Preparing for positive negotiating is 1.2 Knowledge of conflict identified and included in organizations resolution the plan policy and 1.5 Problem solving 1.3 Information on active procedures for strategies on listening is identified and negotiations how to deal with included in the plan 1.3 Decision unexpected 1.4 Information on different making and questions and questioning techniques conflict attitudes during is identified and included resolution negotiation in the plan strategies 1.6 Interpersonal 1.5 Information is checked to procedures skills to develop ensure it is correct and 1.4 Concept of rapport with date negotiation other parties 2. Participate in Criteria for successful 2.1 Outcome of 2.1 Negotiating skill negotiations outcome are agreed upon negotiation 2.2 Communication by all parties 2.2 Knowledge on skills (verbal Desired outcome of all Language and listening) parties are considered 2.3 Different 2.3 Observation Appropriate language is Questioning skills used throughout the techniques 2.4 Interpersonal negotiation 2.4 Problem skills to develop A variety of questioning solving rapport with techniques are used strategies on other parties The issues and processes how to deal with 2.5 Applying are documented and unexpected effective agreed upon by all parties questions and questioning Possible solutions are attitudes during techniques discussed and their negotiation 2.6 Setting conflict viability assessed Areas for agreement are confirmed and recorded Follow-up action is agreed upon by all parties
UNIT OF COMPETENCY: DEVELOP AND PRACTICE NEGOTIATION SKILLS UNIT CODE : 500311111 UNIT DESCRIPTOR : This unit covers the skills, knowledge and attitudes required to collect information in order to negotiate to a desired outcome and participate in the negotiation. ELEMENT PERFORMANCE CRITERIA Italicized terms are elaborated in the REQUIRED KNOWLEDGE REQUIRED SKILLS 1. Plan negotiations 1.1 Information on preparing for negotiation is identified and included in the plan 1.2 Information on creating nonverbal environments for positive negotiating is identified and included in the plan 1.3 Information on active listening is identified and included in the plan 1.4 Information on different questioning techniques is identified and included in the plan 1.5 Information is checked to ensure it is correct and date 1.1 Knowledge on Codes of practice and guidelines for the organization 1.2 Knowledge of organizations policy and procedures for negotiations 1.3 Decision making and conflict resolution strategies procedures 1.4 Concept of negotiation 1.1 Communication skills (verbal and listening) 1.2 Active listening 1.3 Setting conflict 1.4 Preparing conflict resolution 1.5 Problem solving strategies on how to deal with unexpected questions and attitudes during negotiation 1.6 Interpersonal skills to develop rapport with other parties 2. Participate in negotiations Criteria for successful outcome are agreed upon by all parties Desired outcome of all parties are considered Appropriate language is used throughout the negotiation A variety of questioning techniques are used The issues and processes are documented and agreed upon by all parties Possible solutions are discussed and their viability assessed Areas for agreement are confirmed and recorded Follow-up action is agreed upon by all parties 2.1 Outcome of negotiation 2.2 Knowledge on Language 2.3 Different Questioning techniques 2.4 Problem solving strategies on how to deal with unexpected questions and attitudes during negotiation 2.1 Negotiating skill 2.2 Communication skills (verbal and listening) 2.3 Observation skills 2.4 Interpersonal skills to develop rapport with other parties 2.5 Applying effective questioning techniques 2.6 Setting conflict