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 Italicized terms are elaborated in KNOWLEDGE ELEMENT the Range of Variables 1. Plan Information on preparing Knowledge on Communication negotiations for negotiation is identified Codes of skills (verbal and and included in the plan practice and listening) Information on creating guidelines for the Active listening nonverbal environments organization Setting conflict for positive negotiating is Knowledge of Preparing conflict identified and included in organizations resolution the plan policy and Problem solving Information on active procedures for strategies on how listening is identified and negotiations to deal with included in the plan Decision making unexpected Information on different and conflict questions and questioning techniques is resolution attitudes during identified and included in strategies negotiation the plan procedures Interpersonal Information is checked to Concept of skills to develop ensure it is correct and negotiation rapport with date parties 2. Participate in Criteria for successful Outcome of Negotiating skill negotiations outcome are agreed upon negotiation Communication by all parties Knowledge on skills (verbal and Desired outcome of all Language listening) parties are considered Different Observation skills Appropriate language is Questioning Interpersonal used throughout the techniques skills to develop negotiation Problem solving rapport with other A variety of questioning strategies on parties techniques are used how to deal with Applying effective The issues and processes unexpected questioning are documented and agreed questions and techniques upon by all parties attitudes during Setting conflict Possible solutions are negotiation discussed and their viability assessed Areas for agreement are confirmed and recorded Follow-up action is agreed upon by all parties
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 Range of Variables REQUIRED KNOWLEDGE REQUIRED SKILLS 1. Plan negotiations Information on preparing for negotiation is identified and included in the plan Information on creating nonverbal environments for positive negotiating is identified and included in the plan Information on active listening is identified and included in the plan Information on different questioning techniques is identified and included in the plan Information is checked to ensure it is correct and date Knowledge on Codes of practice and guidelines for the organization Knowledge of organizations policy and procedures for negotiations Decision making and conflict resolution strategies procedures Concept of negotiation Communication skills (verbal and listening) Active listening Setting conflict Preparing conflict resolution Problem solving strategies on how to deal with unexpected questions and attitudes during negotiation Interpersonal skills to develop rapport with 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 Outcome of negotiation Knowledge on Language Different Questioning techniques Problem solving strategies on how to deal with unexpected questions and attitudes during negotiation Negotiating skill Communication skills (verbal and listening) Observation skills Interpersonal skills to develop rapport with other parties Applying effective questioning techniques Setting conflict
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