Reference no: EM132553046

SITXMGT002 Establish and conduct business relationships - Mastery Institute Australia

Activity 1A
Objective - To provide you with an opportunity to know how to establish relationships in line with organisational requirements and protocols.

What type of business relationships do you need to have for your business/work and how would you go about establishing these?

Activity 1B
Objective - To provide you with an opportunity to understand the use of effective communication skills and techniques to build business relationships.

Provide an example of when you have successfully used effective communication skills/techniques to establish a workplace relationship.

Activity 1C
Objective - To provide you with an opportunity to proactively identify and take up opportunities to maintain regular contact with customers and suppliers.

Provide five ways that you can proactively maintain regular contact with customers and suppliers.

Activity 2A
Objective - To provide you with an opportunity to use negotiation techniques in line with professional and organisational protocols to maximise benefits of relationship for all parties.

In the learning group (working in pairs), use a topic of your choice and prepare for a brief negotiation, taking opposing/different viewpoints.

Perform a negotiation to show your use of verbal communication and negotiation techniques. These should be appropriate to the situation and be in line with professional and organisational protocols.

Activity 2B
Objective - To provide you with an opportunity to incorporate feedback and input from colleagues into negotiation where appropriate.

1. How can you determine if feedback and input given from colleagues is of worth in negotiations?
2. How can feedback form colleagues help you in your negotiations?

Activity 2C
Objective - To provide you with an opportunity to understand how to communicate results of negotiations to appropriate colleagues and stakeholders within appropriate timeframes.

1. How can you communicate negotiation results to relevant persons?
2. How can you determine an appropriate timeframe for communicating your results?

Activity 3A
Objective - To provide you with an opportunity to know how to confirm agreements in writing according to organisational requirements, using formal contracts where appropriate.

Choose an agreement/contract type and produce a written draft template that can be used by your organisation/workplace. (Show this below or attach this as a separate page to your workbook.)

Activity 3B
Objective - To provide you with an opportunity to understand how to obtain approvals for all aspects of formal agreements according to organisational procedures; and evaluate and act on the need for specialist advice as required.

1. How would you seek approval at your workplace (or an example workplace) on formal agreements that have been drafted?
2. What elements within a formal contract/agreement should you get specialist advice on?

Activity 4A
Objective - To provide you with an opportunity to proactively seek, review, and act upon information needed to maintain sound business relationships.

Briefly research a potential business contact that may be useful for you/your organisation to work with, and perform the following:

» Review the information you find and assess how appropriate they are for you/your organisation
» Plan and write up the actions that you can take to initiate and maintain a business relationship.

Activity 4B
Objective - To provide you with an opportunity to honour agreements within the scope of your individual responsibility, complying with agreed terms; and take account of agreed performance indicators.

1. Provide an example of an agreement that you have followed at work, and explain your responsibilities in respect of this.
2. How can performance indicators help maintain business relationships?

Activity 4C
Objective - To provide you with an opportunity to understand how to make adjustments to agreements in consultation with customer or supplier and share information with appropriate colleagues.

1. Why may you need to make an adjustment to an existing agreement/contract?
2. How would consultations to adjust an agreement/contract at your workplace be conducted?

Activity 4D
Objective - To provide you with an opportunity to know how to nurture relationships through regular contact and use of effective interpersonal and communication styles.

1. What is essential for maintaining business relationships?
2. Why is it important to make regular contact with your business contacts?

Section A: Skills activity
Objective: To provide you with an opportunity to show you have the required skills for this unit.

This activity will enable you to demonstrate the following skills:
» Reading
» Writing
» Oral communication
» Numeracy
» Problem-solving
» Initiative and enterprise

Answer the activity in as much detail as possible, considering your organisational requirements.

1. As a workplace activity (or simulated workplace activity), prepare for, and engage in a workplace negotiation, this may be entirely conducted by you or you may be part of a team that is conducting the negotiation.

This includes demonstrating the following:

» Reading and interpreting information regarding negotiations, agreements (including potentially complex agreements), conditions and contracts
» Developing or participating in developing formal commercial contract agreements
» Verbal communications to participate in negotiations
» Evaluation of commercial data and cost structures in regards to the agreement/contract
» Evaluation of both sides of the negotiations and awareness of maintaining the relationships while resolving issues
» Building on the business relationship for maintaining relations and business.

Section B: Knowledge activity
Objective: To provide you with an opportunity to show you have the required knowledge for this unit.

The answers to the following questions will enable you to demonstrate your knowledge of:
» Commercial context for business relationships in the relevant industry sector and related sources and networks
» Opportunities to maintain regular contact with customers and suppliers
» Principles of negotiation, stages in the negotiating process, and different negotiation techniques
» Nature of agreements and contracts in the relevant industry sector and their key role, features and inclusions
» Key components of contract law at an overview level
» Other legal requirements that impact negotiations and agreements in the relevant industry

Answer each question in as much detail as possible, considering your organisational requirements for each one.

1. Why is it important to understand the commercial context for business relationships, including industry specific needs?

2. How can you maintain regular contact with customers and suppliers (provide 5 or more options)?

3. What are the principles of negotiation, the stages in the negotiation process and the techniques you can use in your negotiations?

4. What types of agreements and contracts may you need to deal with in your business industry and what are their key role, features and inclusions?

5. What are the key components of contract law that you may need to know?

6. What other legal requirements can impact on negotiations and agreements in your business industry?

Section C: Performance activity

Objective: To provide you with an opportunity to demonstrate the required performance elements for this unit.

This activity will enable you to demonstrate the followingperformanceevidence:
» Establish and maintain business relationships with at least two of the following:
o cooperative partner with organisation
o contractor
o customer
o networks
o supplier
» Conduct formal negotiations, or make and manage agreements and contracts in relation to the two relationships established above, relevant to the specific business context
» Demonstrate the use of high-level communication and relationship building skills when conducting formal negotiations and making commercially significant business-to-business agreements in the above business relationships

Answer the activity in as much detail as possible, considering your organisational requirements.

1. As a workplace activity (or simulated workplace activity), perform the following:

» Establish and maintain two business relationships for a period of time as designated by your trainer/assessor, these must qualify from the list in the first bullet point above
» In the course of business with your two contacts, conduct formal negotiations, or make and manage agreements and contracts as applicable to the situation
» In negotiations and your business-to-business agreements with your two contacts, use appropriate communication and relationship building skills to promote good working relations.

Attachment:- Establish and conduct business relationships.rar