This competency unit specifies the skills and knowledge to understand interpersonal relationships in facilitating negotiations, to gather and collate necessary data, to put situations in context and interact with negotiation participants.

This unit is within the competency category of Business Development and consists of the following elements:
Identify negotiation outcomes in commercial situations to establish organisation’s desired position in the negotiation
Identify roles and responsibilities needed to support negotiation objectives
Prepare relevant background information to understand other parties’ position
Use negotiation processes and techniques to assist in achieving desired negotiation outcomes
Record negotiations for evaluation and documentation purposes