This unit covers identifying negotiation outcomes and roles and responsibilities, preparing the necessary information for a negotiation, using basic negotiation processes and techniques, as well as documenting negotiations.

This course covers identifying negotiation
outcomes and roles and responsibilities,
preparing the necessary information for a
negotiation, using basic negotiation
processes and techniques, as well as
documenting negotiations.
Course Objectives/Outline
1. Identify negotiation outcomes in
commercial situations to establish
organisation’s desired position in the
negotiation
2. Identify roles and responsibilities
needed to support negotiation
objectives
3. Prepare relevant background
information to understand other
parties’ position
4. Use negotiation processes and
techniques to assist in achieving
desired negotiation outcomes
5. Record negotiations for evaluation
and documentation purposes