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Follow the links below to find material targeted to the unit's elements, performance criteria, required skills and knowledge

Elements and Performance Criteria

1. Establish and confirm the organisation’s objectives
   • Obtain, interpret and confirm work requirements
   • Access, interpret and apply documentation required to conduct business negotiations
   • Identify and target available business opportunities
   • Facilitate discussions with stakeholders to develop strategies and ideas to meet objectives
   • Analyse information to allow for assessment of the short-term and long-term position of the business
   • Ensure agreed decisions and recommendations fall within the operations business objectives and legislative requirements
2. Conduct business negotiations
   • Consult and/or lobby key stakeholders who can assist in achieving the objectives
   • Ensure preparation for the meeting is sufficient to enable effective business negotiations and to achieve desired objectives
   • Ensure contributions to the negotiations are clear, concise and relevant to achieving business objectives
   • Document/record in writing key outcomes of negotiations according to workplace procedures
3. Evaluate negotiation outcomes
   • Evaluate outcomes of negotiations according to workplace procedures
   • Refer outcomes of negotiations to key stakeholders
   • Review outcomes of negotiations for improvement
   • Follow up, and circulate as necessary, outcomes and decisions

Performance Evidence

The candidate must demonstrate the ability to complete the tasks outlined in the elements, performance criteria and foundation skills of this unit, including evidence of the ability to:

conduct business negotiations on at least two occasions, including:

analysing information to determine long term and short term position of the business

identifying viable options and selecting business negotiations methods that best meet the required outcomes

conducting business negotiations

evaluating negotiation outcomes

initiating decision making actions

establishing the rules of procedure

identifying the information needs of participants

actively encouraging the free exchange of information

encouraging decisions which are realistic for the situation

adopting communications styles appropriate to listeners and situations, including selecting an appropriate time and place

modifying communications in response to feedback from participants

communicating business decision outcomes to the relevant people.

During the above, the candidate must:

locate and apply relevant documentation, policies and procedures and confirm that the work activity is compliant

implement the requirements, procedures and techniques for conducting business negotiations

work effectively with others to conduct business negotiations in a way that meets all required outcomes

communicate clearly and concisely with others to receive and clarify work instructions.

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Knowledge Evidence

The candidate must be able to demonstrate knowledge to complete the tasks outlined in the elements, performance criteria and foundation skills of this unit, including knowledge of:

key policies, procedures and documentation required to conduct business negotiations

advanced written and oral communication methods

organisational goals and objectives

subject/product knowledge

statutory and site rules, policies, procedures and regulations

worksite operating procedures

risk management processes and techniques

risk control and management systems

reporting and recording procedures

principles and techniques for accessing, evaluating and applying data from organisational systems

action planning methods

principles and techniques for identifying relevant hazards and emergencies

techniques for coordinating and communicating job activities with others.

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