The positive indicators are intended for use as a guide only and are not exhaustive. Not all indicators will be applicable to all roles within a grade and in some cases may be appropriate to a greater or lesser degree.
Level A
Develops sophisticated strategies for influencing the most senior members of the University using logic, reason and persuasive arguments. Effectively reconciles divergent interests.
Positive indicators
- Identifies legitimate interests and key players before commencing negotiation.
- Involves and engages internal and external contacts to enhance the effectiveness of proposals and to build support.
- Anticipates the reactions of key stakeholders and develops negotiation strategies for responding to these effectively.
- Focuses on important elements of complicated issues to promote the benefits of a proposal to others.
- Demonstrates awareness of the working relationships between individuals, groups and institutions and how these change over time.
- Balances conflicting priorities and agendas by achieving acceptable solutions, without damage to long-term relationships.
Level B
Negotiates and influences at senior management level using persuasive arguments. Identifies clear aims in negotiations and achieves satisfactory outcomes.
Positive indicators
- Successfully persuades and influences at senior management level through building support amongst colleagues and considers the reactions of stakeholders.
- Negotiates satisfactory solutions on broad or complicated issues with stakeholders.
- Gains support before presenting proposals.
- Involves people who have positive attitudes to help secure the commitment of others.
- Prepares ideal, realistic and fallback positions.
- Anticipates possible issues, objections and consequences.
Level C
Persuades and influences peers and managers through consideration of their interests, involvement and consultation.
Positive indicators
- Canvasses opinion and builds support amongst colleagues.
- Promotes the benefits of a decision or situation to others.
- Identifies clear aims in negotiations and achieves satisfactory outcomes.
- Handles objections by acknowledging issues and suggesting alternatives.
- Ensures that everyone involved is satisfied with agreements that have been reached.
- Shows willingness to compromise where appropriate to achieve an acceptable solution.
Level D
Persuades and influences colleagues through involvement and consultation.
Positive indicators
- Seeks, considers and understands alternative opinions.
- Shows willingness to accommodate the needs of others.
- Thinks through possible issues and raises these as appropriate.
- Clearly explains the reasons behind actions.