ELEMENT

PERFORMANCE CRITERIA

1. Establish and confirm the worksite's business objectives

1.1. Access, interpret and apply compliance documentation relevant to the work activity

1.2. Identify and target business opportunities available to the operations

1.3. Facilitate discussions with stakeholders to provide strategies and ideas to meet outcome(s)

1.4. Analyse information to allow for assessment of the short-term and long-term position of the business

1.5. Ensure agreed decisions and recommendations fall within the operations business objectives, relevant legislative requirements and are appropriate to desired outcomes

2. Conduct business negotiations

2.1. Consult and/or lobby key stakeholders who can assist in achieving the outcome(s)

2.2. Ensure preparation for the meeting is sufficient to enable effective business negotiation and to achieve desired outcome(s)

2.3. Ensure contributions to the negotiations are clear, concise and relevant which help to achieve business objective(s)

2.4. Document/record appropriate and accurate records and key outcomes of negotiations

3. Evaluate negotiation outcomes

3.1. Evaluate outcomes of negotiations

3.2. Refer outcomes of negotiations to stakeholders who assisted in preparation of strategies

3.3. Review outcomes of negotiations for improvement

3.4. Follow up, and circulate as necessary, outcomes and decisions

Required skills

Specific skills are required to achieve the performance criteria of this unit, particularly for its application in the various circumstances in which this unit may be used. This includes the ability to carry out the following as required to conduct business negotiations:

apply legislative, organisation and site requirements and procedures for conducting business negotiations

initiate decision making actions

establish the rules of procedure

adopt communications styles appropriate to listeners and situations, including selecting an appropriate time and place

identify the information needs of participants

modify communications in response to feedback from participants

actively encourage the free exchange of information

encourage decisions which are realistic for the situation

produce own ideas from experience and practice

Required knowledge

Specific knowledge is required to achieve the Performance Criteria of this unit, particularly for its application in the various circumstances in which this unit may be used. This includes knowledge of the following as required to conduct business negotiations:

advanced written and oral communication methods

organisational goals and objectives

subject/product knowledge

statutory and site rules, policies, procedures and regulations

worksite operating procedures

risk management processes and techniques

risk control and management systems

reporting and recording procedures

access, evaluate and apply data from organisational systems

action planning method

The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.

Overview of assessment

Critical aspects for assessment and evidence required to demonstrate competency in this unit

The evidence required to demonstrate competency in this unit must be relevant to worksite operations and satisfy all of the requirements of the performance criteria, required skills and knowledge and the range statement of this unit and include evidence of the following:

knowledge of the requirements, procedures and instructions for conducting business negotiations

implementation of procedures and techniques for the safe, effective and efficient conduct of business negotiations

the identification of the relevant information and scope of the work required to meet the required outcomes

the identification of viable options and the selection of business negotiations methods that best meet the required outcomes

working with others to undertake and complete the conduct of business negotiations

consistent successful conduct of business negotiations

Context of and specific resources for assessment

This unit must be assessed in the context of the work environment. Where personal safety or environmental damage are limiting factors, assessment may occur in a simulated environment provided it is realistic and sufficiently rigorous to cover all aspects of workplace performance, including task skills, task management skills, contingency management skills and job role environment skills.

Assessment of this competency requires typical resources normally used in a resources and infrastructure sector environment. Selection and use of resources for particular worksites may differ due to the site circumstances.

The assessment environment should not disadvantage the participant. For example, language, literacy and numeracy demands of assessment should not be greater than those required on the job.

Customisation of assessment and delivery environment should sensitively accommodate cultural diversity.

Aboriginal people and other people from a non English speaking background may have second language issues.

Where applicable, physical resources should include equipment modified for people with disabilities. Access must be provided to appropriate learning and/or assessment support when required.

Method of assessment

This unit may be assessed in a holistic way with other units of competency. The assessment strategy for this unit must verify required knowledge and skill and practical application using more than one of the following assessment methods:

written and/or oral assessment of the candidate's required knowledge in undertaking the conduct of business negotiations

observed, documented and/or first hand testimonial evidence of the candidate's:

implementation of appropriate requirements, procedures and techniques for the safe, effective and efficient achievement of required outcomes

identification of the relevant information and scope of the work required to meet the required outcomes

identification of viable options and the selection of business negotiations methods that best meet the required outcomes

consistent achievement of required outcomes

first hand testimonial evidence of the candidate's:

working with others to undertake and complete business negotiations

provision of clear and timely required support and advice on conducting business negotiations

Guidance information for assessment

Consult the SkillsDMC User Guide for further information on assessment including access and equity issues.

The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.

Compliance documentation may include:

legislative, organisation and site requirements and procedures

manufacturer's guidelines and specifications

Australian standards

Employment and workplace relations legislation

Equal Employment Opportunity and Disability Discrimination legislation

Stakeholders may include:

relevant regulatory authorities

tenders

project managers

contractors

employees

community

customers

suppliers

Legislative requirements may include:

common law

dangerous goods

industrial relations

industry licensing

local government

mines Acts

navigation

planning and assessment

trade practices

waterways

weights and measures

workers compensation

WorkCover

maintenance of records according to statutory/legal standards and procedures

provision of information and training

relevant regulations and code of practice relating to statutory/legal compliance

site representatives and committees

issue resolution

Consulting may include:

seeking views other than your own

varying issues and contexts

committees

consultation with statutory/legal authorities

consultation with industrial representatives

consultation with agencies/site representatives

issue resolution procedures

participative/consultative procedures conducted by supervisory staff

Negotiations may include:

internal or external parties

formal or informal meetings

short term or ongoing

multi-lingual and cross-cultural