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College for Law and Justice Administration v1/Aug 07 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
PROCEDURETOPIC 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 V2/Aug 10 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 v1/Aug 07 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 e-mails). 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 NETWORKSCommunication 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
Click here to open more information
College for Law and Justice Administration v1/Aug 07 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
COMPETINGWin-Lose
AVOIDINGLose-Lose
COLLABORATINGWin-Win
ACCOMMODATINGLose-Win
Assertive
Co-operative
COMPROMISE
College for Law and Justice Administration 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?
College for Law and Justice Administration 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
College for Law and Justice Administration v1/Aug 07 20
TOPIC THREE:PROMOTE THE RELATIONSHIP
More info
College for Law and Justice Administration v1/Aug 07 21
TOPIC THREE: PROMOTE THE ORGANISATIONStrategies 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