1. Unit 4 Project Design, Implementation and Evaluation
HND in Computing and Systems Development
Unit 50 Work placement

2. Negotiation
Learners will have the opportunity… to negotiate …activities which will allow them to fulfil the assessment criteria for this unit.

3. What is negotiation? a method by which people settle differences
a dialogue between two or more people or parties intended to reach a mutually beneficial outcome…
mutual discussion and arrangement of the terms of a transaction or agreement
a discussion between two or more disputants who are trying to work out a solution to their problem
Compromise or agreement without argument or dispute

4. Skilled negotiators union negotiators leverage buyout negotiators
peace negotiators
hostage negotiators
Diplomats
legislators 
brokers

5. principles Fairness Mutual benefit Maintaining a relationship
Reach agreements without causing future barriers to communications

6. stages Preparation Discussion Clarification of goals
Negotiate towards a Win-Win outcome
Agreement
Implementation of a course of action
SkillsYouNeed

7. preparation When and where? How long will the meeting last?
Who is attending?
Clarify your position
What do you want?
What are all the background facts?
Company rules
Who generally receives help?
What do they receive help for?
When is help not given?
Why not?
What policies does your organisation have?
Knowledge
Understand as much about the issues as possible

8. skills Questioning Listening Clarifying Note taking? (evidence)
Easy to ‘say too much, listen too little’
Clarifying
Goals
Interests
Final agreement
Note taking? (evidence)
Establish common ground
Keeping an open mind
Work towards a ‘win-win’
Consider compromises
Interpersonnel skills (see next slide)

9. Interpersonnel skills
Attitudes
Beware of resentment, defensiveness
Effective verbal communication
Listening
Reducing misunderstanding
Rapport building
Problem solving
Decision making
Assertiveness
Dealing with difficult situations
See more:
SkillsYouNeed

10. Areas for negotiation These need to be included in your negotiation:
Nature of duties
Supervisors
Expectations of learning
Business constraints
Can you think of any others?

11. Nature of Duties Routine duties and tasks, Project work,
Development of new procedures/protocol

12. Supervisors
Roles
Responsibilities
Academic mentor
Industrial mentor

13. Expectations of learning
Aims, e.g.:
proficiency in new tasks and procedures
time management
problem-solving skills
Reflection
Teamwork
discuss progress with others

14. Business constraints Consideration of possible limitations, e.g.:
need to be fully trained
adherence to quality systems
health and safety considerations
supervision time
workload,
customer satisfaction
limited staffing
cost of materials

15. Task One Prepare your negotiation position. What is it you want to do?
What help do you want?
Other people’s involvement
Resources
Use of facilities? etc
How much will it cost?
Time
Money
What are the time scales?
Start
Finish
What are the benefits?
To you?
To the organisation?
Nature of duties
Supervisors
Expectations of learning
Business constraints
Others?

16. Mini assignment
Identify 3 suitable organisations (or business functions) that could provide industry experience.
Record the objectives of each organisation/business function
Compare and contrast the use of IT within each of the potential ‘hosts’
Identify which organisation will provide the best experience for you, justify this source.
Submit by 25/10/15