Detailing the necessity of negotiation skills in business, outlining the steps involved in the negotiation process, applying these steps to a real-world situation, and elucidating on strategies applicable to negotiations are key components in understanding and effectively utilising negotiation skills for successful business interactions.
This unit standard is intended as part of a qualification for managers of small businesses and junior managers of business units in larger organisations. The term business unit in this unit standard implies a small business, cost centre, section or department. The unit standard could be useful for any employee involved in situations where negotiation skills are required. Junior managers include, but are not limited to, team leaders, supervisors, first-line managers and section heads. The positioner term describes the first level of management in an organisation at which an employee has other employees reporting to him/her. The qualifying learner can explain the need for business negotiation skills. Explaining the steps in the negotiation process. Applying the steps in the negotiation process to an authentic situation. Explaining strategies that could be used in negotiation.
Course Content
- Reasons why managers need negotiation skills are indicated with reference to the changing nature of the workplace and democratisation
- The kind of decisions that lower level managers are required to negotiate is identified with reference to the management structure of organisation and labour legislation
- The steps used in negotiation are named and explained in terms of what is entailed at each step
- Reasons why negotiations fail are listed and an indication of what negotiators can do to facilitate mutually satisfactory solutions
- The abilities needed by skilled negotiators are identified and an indication is given of how each ability can contribute to the success or failure of a negotiation and at what stage of the negotiation each skill may be require
- The concepts of “favoured outcome”, “settlement point” and “point beyond which you cannot go” are explained for a selected scenario
- The disadvantages to each party for each position are considered prior to meeting
- Possible points that the other party might raise are anticipated and a possible response to each identified point is considered for the selected scenario
- A proposal is presented and a clear indication is given of what is and what is not on the table for a selected scenario
- A point-by-point summary of the proposal is compiled to ensure that both parties have a common understanding of the nature and extent of the proposal
- Questions are asked to build common ground and establish the existence of any hidden agendas
- Shared interests, opportunities for cooperation and common principles are identified in order to facilitate negotiation
- A position is amended without sacrificing fundamental interests for a selected scenario
- Questions are asked for clarification and explanation
- Questions are asked to test understanding and to summarise understanding of a position
- Demands of the other party are analysed and a concession is proposed for a selected scenario
- The negotiation is closed for a selected scenario
- Tactics that can be used to delay a negotiation are described with examples
- Methods that can be used to break a deadlock are explained with examples
- Different types of closure are identified and an indication is given of when each is suitable
- Non-accredited: Short course only
- Duration: 1h 30m
- Delivery: Classroom/Online/Blended
- Access Period: 12 Months
