Elements and Performance Criteria
- Prepare for negotiations
- Encourage members to raise issues and matters of concern
- Analyse the presenting issue and obtain additional information from members and others, if required
- Identify the purpose and objectives of the negotiation and verify the claim, including top- and bottom-line positions, in consultation with members
- Identify and establish priorities for the negotiation
- Undertake research to develop a position which is assessed for strengths and weaknesses, takes account of member views and is assessed against relevant policies
- Identify main arguments, predict opponent's arguments and consider consequences of not reaching agreement
- Select a negotiation style and make decisions on how to present the position
- Participate in negotiations
- Assign roles for negotiators, fully brief all participants and gain support from all relevant parties for an agreed approach to the negotiations
- Clearly state relevant facts to the issue presented in the negotiation and explain the strength of the agreed position
- Identify relevant precedents and supporting arguments
- Identify all negotiating positions and alternative offers
- Utilise effective communication techniques and techniques for dealing with conflict and deadlocks
- Monitor discussions, take notes and fully explore options consistent with objectives/policies
- Seek adjournments where appropriate and take time to consult with others where required
- Confirm agreed position or outcome in writing
- Finalise and monitor outcomes of negotiations
- Confirm agreement with the relevant authority, document the agreement and file appropriately
- Report to members on outcomes of the negotiations
- Put mechanisms in place to ensure agreement is implemented and implementation is monitored
- Debrief negotiating participants and take follow-up action if required
- Evaluate effectiveness of negotiation against objectives and relevant policies