Chapter Name: Explain the steps in the negotiation process

Description:Breaks down stages such as preparation, discussion, proposal, and closing.

Purpuse:To provide a framework for structured and strategic negotiations.

Rational:Understanding the process increases confidence and clarity during negotiations.

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Chapter Assessment

Expected Supporting Evidence:

Portfolio of Evidence 1: The steps used in negotiation are named and explained in terms of what is entailed at each step. - Clearly outlines steps such as preparation, discussion, proposal, bargaining, and agreement, with explanation of what happens at each stage.

Portfolio of Evidence 2: Reasons why negotiations fail are listed and an indication is given of what negotiators can do to facilitate a mutually satisfactory solution. - Provides common pitfalls (e.g., poor communication, lack of preparation) and suggests strategies (e.g., active listening, flexibility) for resolution.

Portfolio of Evidence 3: The abilities needed by skilled negotiators are identified and an indication is given of how each ability can contribute to the success or failure of a negotiation and at what stage of the negotiation each skill may be required. - Lists and contextualises key abilities (e.g., empathy, assertiveness, persuasion), explaining their application at specific negotiation stages.

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Workplace Activities

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