Unit of competency details

Unit descriptor 

This unit describes the performance outcomes, skills and knowledge required to develop and maintain effective work relationships and networks. It covers the relationship building and negotiation skills required by workers within an organisation as well as freelance or contract workers.

No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.

Application of the unit 

This unit applies to individuals with a broad knowledge of networking and negotiation who contribute well developed skills in creating solutions to unpredictable problems through analysis and evaluation of information from a variety of sources. They may have responsibility to provide guidance or to delegate aspects of tasks to others.

Prerequisite units 

Employability skills 

This unit contains employability skills.

Elements describe the essential outcomes of a unit of competency.

Performance criteria describe the performance needed to demonstrate achievement of the element. Where bold italicised text is used, further information is detailed in the required skills and knowledge section and the range statement. Assessment of performance is to be consistent with the evidence guide.

ELEMENT 

PERFORMANCE CRITERIA 

1. Develop and maintain business networks

1.1. Use appropriate network strategies  to establish and maintain relationships that promote the development of business opportunities

1.2. Identify and pursue network opportunities to maximise a range of contacts

1.3. Communicate information regarding new networks to inform individuals, colleagues and clients of potential benefits

1.4. Participate in professional networks and associations  to obtain and maintain personal knowledge and skills

2. Establish and maintain business relationships

2.1. Develop and maintain relationships to promote benefits consistent with organisational /client requirements 

2.2. Gain and maintain trust and confidence of contacts through demonstration of high standards of business practices

2.3. Use a high level of negotiation skills  to encourage positive outcomes

2.4. Identify difficult situations and negotiate solutions using collaborative problem-solving techniques

2.5. Seek specialist advice in the development of contacts where appropriate

3. Promote the relationship

3.1. Develop strategies to represent and promote the interests and requirements of the relationship

3.2. Use appropriate presentation skills to communicate the goals and objectives of the relationship

3.3. Effectively communicate issues, policies and practices of the relationship to a range of audiences, in writing and verbally

3.4. Obtain feedback  to identify and develop ways to improve promotional activities within available opportunities

REQUIRED SKILLS AND KNOWLEDGE 

This section describes the skills and knowledge required for this unit.

Required skills 

• communication skills to receive and report on feedback, to maintain effective relationships and to manage conflict
• culturally appropriate communication skills to relate to people from diverse backgrounds and people with diverse abilities
• leadership skills to gain trust and confidence of clients and colleagues
• negotiation skills to achieve mutually acceptable outcomes
• technology skills to support effective communication and presentation.

Required knowledge 

• client or organisational policies, plans and procedures
• related organisations, agencies and networks
• trends and forecasts for relevant industries, services and products.

EVIDENCE GUIDE 

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 

Evidence of the following is essential:

• establishing contacts and participating in networks
• identifying opportunities for networking
• knowledge of related organisations, agencies and networks
• maintaining records of relevant contacts.

Context of and specific resources for assessment 

Assessment must ensure:

• access to an actual workplace or simulated environment
• access to office equipment and resources
• access to examples of networking strategies and documentation.

Method of assessment 

A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:

• direct questioning combined with review of portfolios of evidence and third party workplace reports of on-the-job performance by the candidate
• review of documentation communicating issues, policies and practices of the relationship to a range of audiences
• evaluation of promotional strategies
• observation of negotiation of solutions between groups and individuals
• observation of promotional presentations.

Guidance information for assessment 

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example:

• interpersonal communication units
• other relationship management units.

RANGE STATEMENT 

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.

Network strategies  may include:

• association memberships
• conference participation
• distributing materials
• individual marketing
• maintaining regular contact
• seminar attendance

Professional networks and associations  may include:

• advisory committees
• colleagues
• committees
• government agencies
• internal/external customers
• lobby groups
• local inter-agency groups
• other organisations
• professional/occupational associations
• project specific ad hoc consultative/reference groups
• specific interest or support groups
• suppliers
• work team

Organisational /client requirements  may be included in:

• access and equity principles and practices
• defined resource parameters
• ethical standards
• goals, objectives, plans, systems and processes
• legal and organisational policies, guidelines and requirements
• marketing plan
• occupational health and safety policies, procedures and programs
• quality and continuous improvement processes and standards
• quality assurance and/or procedures manuals

Negotiation skills  may include:

• assertiveness
• bargaining
• collaboration
• confidence building
• conflict reduction
• empathising
• offers and counter offers
• solution designing
• stress management

Feedback  may include:

• accuracy and sufficiency of information
• appropriateness of audience
• benefits to organisation
• impact of message
• liaison with networks
• participation of competitors
• use of media

Unit sector 

Competency field 

Stakeholder Relations - Relationship Management

Co-requisite units