Definition

The competence of negotiation and persuasion is key to entrepreneurship because it refers to the capacity of fairly convincing others of own point of view, plan, or products (Kyndt & Baert, 2015).

This competence can be assessed according to the following three students’ mastery levels:

Introductory level

Utilises facts to support claims. Helps to find solutions that contribute to positive outcomes. Contributes to resolving differences with other staff or parties. Responds to conflict without worsening the situation and refers to a supervisor where appropriate. Knows when to withdraw from a conflict situation.

Intermediate level

Negotiates from an informed and credible position. Leads and facilitates productive discussions with staff and stakeholders. Encourages others to talk, shares and debates ideas to achieve a consensus. Recognises and explains the need for compromise. Influences others with a fair and considered approach and sound arguments. Shows sensitivity and understanding in resolving conflicts and differences. Manages challenging relations with internal and external stakeholders. Pre-empts and minimises conflict.

Advanced level

Engages in a range of approaches to generate solutions, seeking expert inputs and advice to inform negotiating strategy. Uses sound arguments, strong evidence, and expert opinion to influence outcomes. Determines and communicates the organisation’s position and bargaining strategy. Represents the organisation in critical negotiations, including those that are cross jurisdictional, achieving effective solutions in challenging relationships, ambiguous and conflicting positions. Pre-empts and avoids conflict across organisations and with senior internal and external stakeholders. Identifies contentious issues, directs discussion and debate, and steers parties towards an effective resolution.


Tools for Assessment

On the right you will find the assessment tools that can be used to measure this competence.

Click on the tool name to access the tool.