1.1 Describe the requirements of a negotiation strategy

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1.1 Describe the requirements of a negotiation strategy

Unit 12: Negotiate in a business environment H/506/1912

Learning Outcome - The learner will:
Assessment Criteria - The learner can:

1. Understand the principles underpinning negotiation

1.1
Describe the requirements of a negotiation strategy
1.2
Explain the use of different negotiation techniques
1.3
Explain how research on the other party can be used in negotiations
1.4
Explain how cultural differences might affect negotiations

2. Be able to prepare for business negotiations

2.1
Identify the purpose, scope and objectives of the negotiation
2.2
Explain the scope of their own authority for negotiating
2.3
Prepare a negotiating strategy
2.4
Prepare fall-back stances and compromises that align with the negotiating strategy and priorities
2.5
Assess the likely objectives and negotiation stances of the other party
2.6
Research the strengths and weaknesses of the other party

3. Be able to carry out business negotiations

3.1
Carry out negotiations within responsibility limits in a way that optimises opportunities
3.2
Adapt the conduct of the negotiation in accordance with changing circumstances
3.3
Maintain accurate records of negotiations, outcomes and agreements made
3.4
Adhere to organisational policies and procedures, and legal and ethical requirements when carrying out business negotiations