1. Establish business networks
BSBREL401A
COLLEGE FOR LAW
AND JUSTICE ADMINISTRATION PTY LTD
Establish business networks

2. UNIT DESCRIPTIONS BSBREL401A Establish networks
This unit covers the skills and knowledge required to develop and maintain effective workplace relationships and networks.
College for Law and Justice Administration
v1/Aug 07

3. ASSESSMENT TASKS Assessment Task 1: Personal Network
Assessment Task 2: Networking Plan
Assessment Task 3: Promotional Plan
Assessment Task 4: Theory Quiz
College for Law and Justice Administration
v1/Aug 07

4. LESSON OVERVIEW Topic One: Develop and maintain business networks
Networking types
Networking strategies
Networking opportunities
Topic Two: Develop and maintain business relationships
Developing trust and confidence
Negotiation skills
Topic Three: Promote the relationship
Strategies for promotion
Presentation skills for communicating goals and objectives
College for Law and Justice Administration
v1/Aug 07

5. TOPIC ONE: CRIMINAL LAW AND PROCEDURE
TOPIC ONE: DEVELOP AND MAINTAIN BUSINESS NETWORKS
College for Law and Justice Administration
v1/Aug 07

6. TOPIC ONE: DEVELOP AND MAINTAIN BUSINESS NETWORKS
What is networking?
Network: formal or informal web of relationships inside and outside your organisation.
Networking: a way of developing your skills and knowledge, expanding your sphere of influence and increasing your sources of information through the people you associate with.
College for Law and Justice Administration
v1/Aug 07

7. TOPIC ONE: DEVELOP AND MAINTAIN BUSINESS NETWORKS
Why network?
To increase offender arrests
To find new police resources and
expertise
To find new ideas
To pursue a offenders interstate and overseas
To learn and develop yourself
To gain new perspectives on investigative techniques
To find a new position or promotion
To create new projects or initiatives
College for Law and Justice Administration
v1/Aug 07

8. TOPIC ONE: DEVELOP AND MAINTAIN BUSINESS NETWORKS
Networking types
The loner
Believes the job is better done themselves
The socialiser
Wide circle of friends, but knows little about each one
The user
Focused on selling, taking, bargaining, and keeping score
The relationship builder or networker
Thinks about what they can give rather than what they can get
ACTIVITY  Your networking type
College for Law and Justice Administration
V2/Aug 10

9. TOPIC ONE: DEVELOP AND MAINTAIN BUSINESS NETWORKS
Networking strategies
Distributing materials
Business cards are one of the most valuable tools you can use for networking.
They should be easy to read and include a minimum of name, address, and daytime phone numbers.
FACE BOOK, TWITTER AND YOU TUBE – all used by NSW Police
College for Law and Justice Administration
v1/Aug 07

10. TOPIC ONE: DEVELOP AND MAINTAIN BUSINESS NETWORKS
Networking strategies cont.
Information sharing
Learn the art of asking well structured questions in return for quality responses, and know how to answer questions in order to effectively give information away.
Maintain contact
Set aside at least 15 to 30 minutes a day to maintain your contacts.
keep the method of communication personal (no group s).
Show a genuine interest in people.
College for Law and Justice Administration
v1/Aug 07

11. TOPIC ONE: DEVELOP AND MAINTAIN BUSINESS NETWORKS
Networking opportunities
Networking opportunities can arise literally anywhere.
For business networking, common opportunities arise in:
Conferences
Seminars
Meetings
Social events
Building networks
Go for quality rather than quantity
College for Law and Justice Administration
v1/Aug 07

12. TOPIC ONE: DEVELOP AND MAINTAIN BUSINESS NETWORKS
Communication of network information
Police managers use an extensive network of contacts throughout the organisation to disseminate information and knowledge more effectively.
An alternative approach: establish a formal feedback conference system where information on key aspects of an organisation’s business can be gathered and shared.
Maintenance of professional networks
Professional networks are beneficial for areas in an organisation that lack expertise, but are needed for decision making, problem solving, support, or just the acquisition of knowledge.
College for Law and Justice Administration
v1/Aug 07

13. TOPIC ONE: DEVELOP AND MAINTAIN BUSINESS NETWORKS
Characteristics of effective networks
Size
More potential for support.
Strength
Increase the likelihood that people will support each other.
Diversity
Supply a wide range of information and ideas, and offers a larger area of support.
Quality
Make sure the people you network with are skilled, smart, and influential.
College for Law and Justice Administration
v1/Aug 07

14. TOPIC TWO: DEVELOP AND MAINTAIN BUSINESS RELATIONSHIPS
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v1/Aug 07
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15. TOPIC TWO: DEVELOP AND MAINTAIN BUSINESS RELATIONSHIPS
Developing business relationships
Gives you the opportunity for sharing of information and resources
Gaining trust and confidence
Trust is an essential element in a quality relationship
Five components to trust:
Integrity
Competence
Consistency
Loyalty
Openness
College for Law and Justice Administration
v1/Aug 07

16. TOPIC TWO: DEVELOP AND MAINTAIN BUSINESS RELATIONSHIPS
Gaining trust and confidence cont.
Trust develops in three stages:
Deterrence-based trust – people do things because of fear of punishment.
Knowledge-based trust – people know each other well enough to predict each other’s behaviour.
Identification-based trust – people identify with each other and build trust on empathy and shared values.
College for Law and Justice Administration
v1/Aug 07

17. TOPIC TWO: DEVELOP AND MAINTAIN BUSINESS RELATIONSHIPS
Negotiation skills
The aim of negotiation is to reach a solution
that benefits both parties.
Negotiation types:
Avoiding
Accommodating
Competing
Collaborating
A s s e r t i v e
COMPETING
Win-Lose
COLLABORATING
Win-Win
COMPROMISE
AVOIDING
Lose-Lose
ACCOMMODATING
Lose-Win
Co-operative
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v1/Aug 07

18. TOPIC TWO: DEVELOP AND MAINTAIN BUSINESS RELATIONSHIPS
Negotiation skills cont.
Negotiation phases:
Preparation
Opening
Discussion
Closing
Assertiveness is an indispensable quality in negotiation.
ACTIVITY -  What does assertiveness mean to a police officer?
Is it the same as using force?
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v1/Aug 07

19. TOPIC TWO: DEVELOP AND MAINTAIN BUSINESS RELATIONSHIPS
Negotiation skills cont.
Observe the other person’s non-verbal cues, but also observe your own to ensure you are sending the right message.
Problem solving
Can become a large part of the negotiation process.
Problem solving techniques need to be used in order to achieve the best outcomes, with the least amount conflict.
S.A.R.A – Scan, Analyse, Respond, Assessment
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v1/Aug 07

20. TOPIC THREE: PROMOTE THE RELATIONSHIP
More info
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v1/Aug 07

21. TOPIC THREE: PROMOTE THE ORGANISATION
Strategies for promotion
Evolution of promoting a product:
Advertising – website – media releases
Services
Interactivity – public relations - media
Branding – uniforms etc
Word-of-mouth
Sponsorship
Attention
Interest
Desire
Action
College for Law and Justice Administration
v1/Aug 07

22. TOPIC THREE: PROMOTE THE RELATIONSHIP
Presentation skills for communication goals
Speaking skills
Keep your message brief but clear
Bridging technique used to change the topic of a conversation/interview
Brief response to the question
A bridging statement
A new track
College for Law and Justice Administration
v1/Aug 07

23. TOPIC THREE: PROMOTE THE ORGANISATION
Feedback to improve relationship activities
Focus on:
The accuracy and sufficiency of information
Benefits to the organisation
Impact of message
Use of media
Liaison with networks
Appropriateness of audience
Participation of minority groups
College for Law and Justice Administration
v1/Aug 07

24. END OF LESSON
College for Law and Justice Administration
v1/Aug 07