The focus of the assessment for this unit is on negotiation skills. However, it is expected that the underpinning teaching and learning will help develop learners’ understanding of
• situations in which negotiation skills can be usefully applied
• the balance between the need to achieve a good outcome for oneself and to reach a position which is acceptable to all
• strategies for reaching a compromise.
To help learners develop the ability to use negotiation skills as a means of reaching agreement in work or social situations.
Unit Learning Outcomes
Be able to communicate, justify and defend own position.
Express own views and desired outcomes clearly and persuasively.
Justify own position, anticipating possible objections from others.
Expand on own views through detailed answers to questions or challenges from others, demonstrating respect and acknowledging their right to a different viewpoint.
Be able to discuss the position of others.
Actively listen to opposing standpoints of other party or parties in relation to a specific situation.
Question and challenge the position of others in a constructive manner.
Identify and clarify main areas of agreement and disagreement.
Be able to conclude a negotiation process successfully.
Suggest areas of compromise for self and others.
Respond positively to others’ attempts to compromise.
Come up with possible solutions which allow both/all parties to achieve core elements of their original proposals.