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Follow the links below to find material targeted to the unit's elements, performance criteria, required skills and knowledge

Elements and Performance Criteria

1. Build business relationships.
   • Establish relationships in line with organisational requirements and protocols.
   • Use effective communication skills and techniques to build business relationships.
   • Proactively identify and take up opportunities to maintain regular contact with customers and suppliers.
2. Conduct negotiations.
   • Use negotiation techniques in line with professional and organisational protocols to maximise benefits of relationship for all parties.
   • Incorporate feedback and input from colleagues into negotiation where appropriate.
   • Communicate results of negotiations to appropriate colleagues and stakeholders within appropriate timeframes.
3. Make formal business agreements.
   • Confirm agreements in writing according to organisational requirements, using formal contracts where appropriate.
   • Obtain approvals for all aspects of formal agreements according to organisational procedures.
   • Evaluate and act on the need for specialist advice as required.
4. Foster and maintain business relationships.
   • Proactively seek, review, and act upon information needed to maintain sound business relationships.
   • Honour agreements within scope of individual responsibility, complying with agreed terms.
   • Take account of agreed performance indicators.
   • Make adjustments to agreements in consultation with customer or supplier and share information with appropriate colleagues.
   • Nurture relationships through regular contact and use of effective interpersonal and communication styles.

Performance Evidence

Evidence of the ability to complete tasks outlined in elements and performance criteria of this unit in the context of the job role, and:

establish and maintain business relationships with at least two of the following:

cooperative partner with organisation

contractor

customer

networks

supplier

conduct formal negotiations, or make and manage agreements and contracts in relation to the two relationships established above, relevant to the specific business context

demonstrate the use of high-level communication and relationship building skills when conducting formal negotiations and making commercially significant business-to-business agreements in the above business relationships.

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Knowledge Evidence

Demonstrated knowledge required to complete the tasks outlined in elements and performance criteria of this unit:

commercial context for business relationships in the relevant industry sector and related:

industry structure and interrelationships

sources of supply

distribution and marketing networks

professional networks

opportunities to maintain regular contact with customers and suppliers:

association membership

cooperative promotions

industry functions

informal social occasions

program of regular telephone contact

social media

principles of negotiation, stages in the negotiating process, and different negotiation techniques that can be applied

nature of agreements and contracts in the relevant industry sector and their key role, features and inclusions

key components of contract law at an overview level:

terms and obligations of contract

methods of contractual agreement

exclusion clauses

dispute resolution clause

termination of contracts

other legal requirements that impact negotiations and agreements in the relevant industry.

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