This unit describes the skills and knowledge required to conduct business negotiations in the resources and infrastructure industries.

It applies to those who work in management roles. They are generally responsible for the outcomes of others and contribute to the development of solutions to nonroutine problems.

Licensing, legislative and certification requirements may apply to this unit and can vary between states, territories and industry sectors. Users must check requirements with relevant body before applying the unit.

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.

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.

Mandatory conditions for assessment of this unit are stipulated below. The assessment must:

include access to:

personal protective equipment

equipment related to conducting business negotiations

relevant documentation

be conducted in a safe environment; and,

be assessed in the context of this sector's work environment; and,

be assessed in compliance with relevant legislation/regulation and using policies, procedures and processes directly related to the industry sector for which it is being assessed; and,

confirm consistent performance can be applied in a range of relevant workplace circumstances.

Where personal safety or environmental damage are limiting factors, assessment may occur in a simulated work environment* provided it is realistic and sufficiently rigorous to cover all aspects of this sector’s workplace performance, including environment, task skills, task management skills, contingency management skills and job role environment skills.

Assessor requirements

Assessors must be able to clearly demonstrate current and relevant industry knowledge and experience to satisfy the mandatory regulatory standards as set out in the Standards for Registered Training Organisations (RTOs) 2015/Australian Quality Training Framework mandatory requirements for assessors current at the time of assessment and any relevant licensing and certification requirements. This includes:

vocational competencies at least to the level being delivered and assessed

current industry skills directly relevant to the training and assessment being provided

current knowledge and skills in vocational training and learning that informs their training and assessment

formal relevant qualifications in training and assessment

having knowledge of and/or experience using the latest techniques and processes

possessing the required level of RII training product knowledge

having an understanding and knowledge of legislation and regulations relevant to the industry and to employment and workplaces

demonstrating the performance evidence, and knowledge evidence outlined in this unit of competency, and

the minimum years of current** work experience after competency has been obtained as specified below in an industry sector relevant to the outcomes of the unit.

It is also acceptable for the appropriately qualified assessor to work with an industry expert to conduct assessment together and for the industry expert to be involved in the assessment judgement. The industry expert must have current industry skills directly relevant to the training and assessment being provided. This means the industry subject matter expert must demonstrate skills and knowledge from the minimum years of current work experience after competency has been obtained as specified below, including time spent in roles related to the unit being assessed:

*Guidance on simulated environments has been stipulated in the Companion Volume Implementation Guide located on VETNet.

**Assessors can demonstrate current work experience through employment within industry in a role relevant to the outcomes of the unit; or, for external assessors this can be demonstrated through exposure to industry by conducting a minimum number of site assessments as determined by the relevant industry sector, across various locations.

*** While a unit of competency does not have an AQF level, where a unit is being delivered outside of a qualification the first numeric character in the unit code should be considered as the AQF indicator level for assessment purposes.

This section describes those language, literacy, numeracy and employment skills that are essential to performance but not explicit in the performance criteria.