About this Course

Negotiation is a process whereby two persons or groups strive to reach agreement on issues or courses of action where there is some degree of difference in interest, goals, values, or beliefs. The job of the negotiator is to build credibility with the “other side”, find some common ground (shared interests), learn the opposing position, and share information that will persuade the “other side” to agree to an outcome.

Essential Negotiation Skills (BM-BN-401E-1) is a national competency unit from the Business Management (BM) Workforce Skills Qualifications (WSQ) and is designed to provide both the knowledge and skills required by any Level 4 professionals, with respect to the application of knowledge of interpersonal relationships that can facilitate the negotiation process and develop analytical skills, to put negotiation situations in context and evaluate outcomes.

Learning Outcomes:

Upon completion, participants will gain the knowledge and skills to participate effectively in negotiations. Competency elements covered in this unit includes:

• Plan and prepare alternatives and outcomes for both parties in negotiations to support negotiation objectives
  
• Apply communication and conflict resolution techniques to achieve desired negotiation outcomes
  
• Finalise negotiation and take necessary follow-up actions to close negotiation
  
• Monitor and evaluate negotiation outcomes against objectives in accordance with organisational procedures
  

Course Outline:

Introduction and Overview

• Course objectives and components
  
• Assessment requirements
  

Plan and prepare alternatives and outcomes for both parties in negotiations to support negotiation objectives

• The negotiation process
  
• Identifying negotiation objectives
  
• Understand negotiation plans
  
• Negotiation outcomes and benefits
  

Apply communication and conflict resolution techniques to achieve desired negotiation outcomes

• Verbal communications
  
• Non verbal communications
  
• Listening
  
• Rules for effective communication
  
• Conflict resolution
  
• Negotiating strategies
  
• Pre negotiation checklist
  

Finalise negotiation and take necessary follow-up actions to close negotiation

• Closing negotiations
  
• Timing the closing
  

Monitor and evaluate negotiation outcomes against objectives in accordance with organisational procedures

• Monitoring and evaluating negotiation outcomes
  
• Review follow-up actions, timelines and deliverables
  
• Evaluate negotiation processes and techniques in accordance with organisational procedures
  

Review, Evaluation and Close

Who Can Benefit?

Any Level 4 professionals who require the knowledge and skills, with respect to the application of knowledge of interpersonal relationships that can facilitate the negotiation process and develop analytical skills, to put negotiation situations in context and evaluate outcomes.

Methodology

Participants will be assessed after they have been taught a particular competency through written assessment, group discussion, presentation, case studies and role plays. A Competent or Not Yet Competent assessment will be given at the end of each competency unit to confirm if participants have acquired the skills and knowledge of the subject.

Certification

Upon successful completion, participant will receive a Statement of Attainment (SOA) in BM WSQ Essential Negotiation Skills awarded by WDA.

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