ELEMENTS 

PERFORMANCE CRITERIA 

Elements describe the essential outcomes

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Build business relationships.

1.1. Establish relationships in line with organisational requirements and protocols.

1.2. Use effective communication techniques to build business relationships.

1.3. Proactively identify and take up opportunities to maintain regular contact with customers and suppliers.

2. Conduct negotiations.

2.1. Use negotiation techniques in line with professional and organisational protocols to maximise benefits of relationship for all parties.

2.2. Incorporate feedback and input from colleagues into negotiation where appropriate.

2.3. Communicate results of negotiations to appropriate colleagues and stakeholders within appropriate timeframes.

3. Make formal business agreements.

3.1. Confirm agreements in writing according to organisational requirements, using formal contracts where appropriate.

3.2. Obtain approvals for all aspects of formal agreements according to organisational procedures.

3.3. Evaluate and act on the need for specialist advice as required.

4. Foster and maintain business relationships.

4.1. Proactively seek, review, and act upon information needed to maintain sound business relationships.

4.2. Honour agreements within scope of individual responsibility, complying with agreed terms.

4.3. Take account of agreed performance indicators.

4.4. Make adjustments to agreements in consultation with customer or supplier and share information with appropriate colleagues.

4.5. Nurture relationships through regular contact and use of effective interpersonal and communication styles.

Foundation skills essential to performance in this unit, but not explicit in the performance criteria are listed here, along with a brief context statement.

SKILLS 

DESCRIPTION 

Reading skills to:

• interpret potentially complex agreements, conditions and contracts.

Writing skills to:

• develop or participate in the development of formal commercial agreements.

Oral communication skills to:

• conduct at times complex negotiations of significant commercial value.

Numeracy skills to:

• evaluate commercial data and cost structures.

Problem-solving skills to:

• evaluate potentially complex internal and external issues that affect professional relationships and business negotiations and identify appropriate options to resolve them
• anticipate and respond to challenges in the negotiation process.

Initiative and enterprise skills to:

• proactively seek opportunities for building business relationships.