BSBREL401: Networks Knowledge Test

This document presents a practical assignment for the BSBREL401: Establish Networks unit. It includes a knowledge test covering strategies for establishing and maintaining business relationships, network mapping, negotiation techniques, and obtaining feedback on promotional activities. A case study involving two employees needing to resolve a conflict over attending networking events with a limited budget is also included. The assignment assesses the student's understanding of these concepts and their ability to apply them to real-world scenarios. The document also details submission guidelines, plagiarism policies, and an appeal process. The provided solution demonstrates a student's attempt at answering the knowledge test questions and the case study, showcasing their understanding of the course material.

Lecture Assessment 1
Knowledge Test and Case Study
Unit: BSBREL401 Establish networks
Qualification: BSB42615 Certificate IV in New Small Business
BSB42618 Certificate IV in New Small Business
Training
Package BSB Business Services
Due date Week 4
Assessment Type:
Knowledge Test and Case
Study
Student Name: Student
No:
By submitting this Assessment I acknowledge my understanding of plagiarism
Plagiarism
All work must be done individually. Copied work will not be accepted and could
lead to an “academic non-performance” rating. Plagiarism by a student will
result in an automatic ‘NYS’, and as well as being recorded, may result in
further disciplinary action such as a student’s exclusion from a course.
Plagiarism is presenting and using someone else’s work, writings or ideas as
your own with or without their consent.
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RTO 90982
CRICOS 02599C

Assessment submission rules and conditions
I have read and agree to the assessment guidelines conditions below.
1. The purpose of this activity is to assess your knowledge and skills of the unit.
2. If you have any considerations that may affect your performance in the
assessment please inform your assessor immediately. Your assessor will
provide you with a suitable alternative to complete this assessment.
3. To gain competency for this assessment, demonstrate competency in activity
tasks by the due date.
4. Student downloads the assessment through Moodle.
5. Student completes the assessment cover page ensuring they have written
their name and student number. Online submission opens one week prior to
the due week and cut off date is set on Saturday at 11:55pm in the week of
due date.
6. In case of late submission, the student is only able to submit the assessment
with permission. The Student is first required to see student services and
make late submission fee payment before submitting the assessment after
due date. The student service officer issues the receipt and student is
required to see their Trainer to submit the assessment. The trainer will grant
an extension on Moodle for the student to re-submit their assessment.
7. The student will receive results within 2 weeks from the due week, resulting in
a determination of Satisfactory (S) or Not Yet Satisfactory (NYS) for the task
and this result will be displayed on Moodle.
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8. In case of ‘NYS’ (not yet satisfactory) result of the assessment, the student is
given an opportunity to re-attempt and submit the assessment by an agreed
date with their assessor or as soon as possible within the duration of the unit.
The trainer will grant extension on Moodle for the student to re-submit their
assessment, cut off date of re-submission is Saturday at 11:55pm in week 8.
Re-attempted assessments submitted during the term will not incur penalty.
9. The re-attempted work must address the specific performance tasks beyond
doubt for the assessor to issue a satisfactory (S) result. The system allows the
student to re-attempt online twice within the duration of the unit. The
Student is required to meet their assessor before submitting the third re-
attempt. The assessor will grant extension manually only by request. A repeat
NYS outcome could lead to an administration fee.
10.Any re-submission or late submission occurring during week 8, the student is
required to see their trainer before submitting the late or re-assessment. The
trainer will grant an extension on Moodle by request only and the submission
will be closed on Saturday at 11:55pm in week 8.
11.Any re-submission or late submission occurring during week 9, the student is
required to see their trainer before submitting the late or re-assessment. The
trainer will grant extension on Moodle by request only for 15 minutes.
Therefore students should be ready to submit their assessment before going
to see the trainer.
12.All work must be done individually. Copied work will not be accepted and
could lead to an academic "non-performance” rating. See below about
Plagiarism.
Plagiarism
Plagiarism by a student will result in an automatic ‘NYS’, and as well as being
recorded, may result in further disciplinary action such as a student’s
exclusion from a course. Plagiarism is presenting and using someone else’s
work, writings or ideas as your own with or without their consent.
Some examples of plagiarism as follows
 Presenting work by another individual as one’s own unintentionally
 Handing in assessments markedly similar to or copied from another
student
 Handing in assessments without the sufficient acknowledgement of
sources used, including assessments taken totally or in part from the
Internet
13.Appeal process - If you feel the decision made by your assessor was incorrect
please refer to your Student Handbook for information on assessment appeals
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for the required steps to appeal this decision. Download the assessment you
want to appeal and complete the appeal box in Feedback Evaluation Sheet by
signing as to whether you wish to appeal. You are required to hand the hard
copy in to student services.
Submission requirements
If an assessment is not submitted in accordance with the submission
requirements then it will be deemed as being non-compliant. Non-compliant
submissions result in pending on being marked and /or recorded NYS.
 All submissions must be done by PDF file. The Student is required to
convert word file assessments, PowerPoint presentation and other
attachments to PDF before submitting unless the evidence is required to
submit its original format (eg. word or excel).
 The first page in the file must be cover page. Both the cover page must
contain student name and student number.
 The Student is allowed by default to upload up to five documents on each
submission. You must upload each file separately. You must not upload zip
file.
 Submissions from overseas are not allowed as students are required to be
in Australia to attend their regular classes.
Late submission
Late submission arises in two cases.
1. Student does not submit the assessment in time because of their own
fault. In this case, the student is required to make late submission fee of
$50 before submitting the assessment after the due date.
2. Student has approved leave. In this case, the student is exempted from
the late submission fee payment. The student is required to show their
deferment approval letter from the college to their trainer. The trainer will
re-open the submission on Moodle for the student.
I have read and agree to the assessment guideline conditions above.
The purpose of this assessment is to assess your knowledge in
accordance with, and as a part of the requirements involved in
Establishing Networks.
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You are required to answer all knowledge test questions and case
study.
Knowledge Test
1. List and describe strategies for establishing and maintaining business
relationships.
There are various strategies that allows the business to establish and
manage their business relationships. These strategies is important as it
allows the businesses to generate positive relationships with its partners
and customers. The strategies that can be used to manage such
relationships are:
Trust and goodwill- this is the most important factor that needs to be
developed to promote a positive relationship with the customers and
suppliers and also with the partners. By building trust and respect the
business I able to identify the opportunities they have by managing
regular contacts with the customers and other partners.
Alignment- this is yet another strategies that allows the business to align
the values and ethics of the business with the employees and with
business partners. This helps the business to develop a positive reputation
in front of the business partners and the stakeholders. Thus, it is important
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to enter into a relationship with a set of values in the business (Blut et al.,
2016).
Commitment- this strategy helps in establishing and managing a long term
relationship with the business partners rather than just managing one-off
transaction.
Communication- clear and frequent communication with the business
partners and stakeholders also plays an important role in understanding
the position of the partners and thus helps in developing a successful and
close relationship (Lussier, Grégoire & Vachon, 2017).
2. Briefly describe the process of network mapping and identify network
opportunities.
Network mapping is a process that is used by the business to discover
physical and virtual network connectivity with the help of network map such
as flow charts. Network diagrams and others. Network mapping system use
active probing method that helps in gathering network data that helps in
turning the return information to the mapping system along with an IP
address (McFaul, 2016).
There are various network opportunities such as casual contact networks,
strong contact networks. Community service clubs, professional associations
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and social media networks. The network opportunities is also seen through
friends and families that helps in establishing a strong business
relationships. These are known as personal contacts and social event
networks.
In addition to this, there are other network opportunities such as business
contacts, networking groups. Industry associations and conference and
events (Olsson et al., 2016).. Among these online networking sites are the most
useful tools that the business uses to create networks.
3. a) Should networkers pursue as many contacts as possible? Explain you
answer.
Yes, the networkers should try and purse as many contacts as they want to
form a string networks. This is because it will give them a chance to measure
and understand a wide prospect of their business. However, it is not possible
to find ways to network with everyone in the list. Thus, it is important that
the networkers filter through the contacts and see the most worthy contacts
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to form networking with. This will help in contacting only with the most
useful ones that will benefit the business. Thus, the networkers can pursue
as many contacts as possible, however, there must be some analysis of
those contacts and streamline them to avoid contacting with contacts that
will not prove to be beneficial for the business (McFaul, 2016). However,
contacting with multiple people creates an opportunity to form better
business networks that can help in future strategies and procedures.
b) Which type of contact is more valuable and why? Advocates or
contacts.
Among the two the most valuable contact are advocates because they offer
a chance to the organization to gain wide-range of knowledge, experience
and also useful contacts. Advocates usually have close links with different
business and networks that acts as a useful contact. They provide wide
range of benefits and are of great value to the business. Their values in the
business can be measured in several different ways such as revenues of the
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companies. This is because the advocates are seen to deliver powerful public
endorsements and has the capability to influence others. Thus, they act as a
first source of information to the customers as well about the products and
services and help business address various business challenges. Through
advocates businesses are able to contact the consumers in a better manner.
The endorsements offered can be in various forms such as product reviews,
referrals, content syndicators and others that help offer information about
customers, products and others. Advocates is the most valuable because
they spend more time on studying the products and the customers.
4. a) List the steps that need to be considered in preparing for a
successful negotiation.
There ae various steps that helps in preparing for a successful
negotiation because winning in a negotiation requires a clear
understanding of the situation and the opposition. The steps that needs
to be considered are as follows:
Check the negotiation situation in which the process is going to be
taken.
Clarify with the aims and objectives of the negotiation.
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Gather information about the situation and use it for future advantage
in a negotiation process.
Conduct a self-negotiation to analyze the situation that can rise and the
resources required.
Analyze and prepare the best alternative to a negotiated agreement in
order to be successful in it.
Prepare and be mentally ready and alert with a business like mentality
and understand the importance of the situation for the business (Sims &
Carter, 2016).
These are some of the steps that help in preparing a person in a
business to negotiate effectively in any situation by being ready for any
situation that comes up.
b) Describe principles and techniques needed to negotiate positive
outcomes.
Principles that are needed for positive outcomes in a negotiation are:
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Know the aims that one is trying to accomplish so that the negotiation
move towards a specific path and there is no confusion.
Develop a clear plan for the negotiation to avoid losing track in between
the negotiation process.
Analyse and understand the counterpart so that effective arguments
and points can be placed in the process.
Work towards win-win process so that a strong and trustful relationship
is formed between both the parties involved.
React strongly towards an untrustworthy party to avoid making loss in the
business.
Gain interest of the opposition party in the negotiation process because
negotiation always takes place between two parties and not with one own
self (Barthelmess et al., 2018).
Some of the techniques that helps in positive outcome of a negotiation are:
Analysing the problem effectively so that there is no confusion regarding
the actual issue and to determine the interest of both the parties.
Preparation is another technique that allows the parties to be clear about
the goals, area of trade and other alternative goals.
Active listening and communicating is a technique that allows the
negotiators to understand the points kept by opposition party and they take
decision accordingly.
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Emotional control and business outlook is a technique that helps the
negotiator to take decision that is most effective from business point of view
(Tito et al., 2017).
c) Provide examples of negotiating ploys.
Some examples of negotiation ploys or tactics are:
Good boy and bad boy tactic in which one is a good person and the other
is aggressive. The aggressive one tend to leave the situation temporarily
leaving the nice person say that if the opposition party agrees to this, this
and this then they can get the person that left.
Higher authority is yet another play used in which a party states that they
cannot make decision on the spot and need to consult with their seniors.
This lead to further convincing for something from the opposition party
(Barthelmess et al., 2018).
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Time out and breaks are tactics that allow the parties to think about the
offer of from the other party and a chance to talk to others about the
matter before taking a final decision or agreeing to the other side.
5. a) When feedback for a promotional activity is requested by the
organisation, which areas is it suggested to focus on?
There are various crucial areas that the organization should focus on
while takin feedback on promotional activities:
The type of promotional channels that has been mostly useful for the
customers from all the promotional strategies
The level at which the customers are able to understand the
information given through the promotional channels
Suggestion on the ways they want the organization to promote their
product
The extent of accessibility to the promotional activities conducted
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Satisfaction level received by the customers from the promotional
activities
These are some of the areas that needs to be focused by the business,
while taking feedback on promotional activities.
b) Which methods would you use for obtaining feedback?
Feedback can be received from the customers in many ways that helps
in judging the quality of promotional activities that the business is
taking and the areas that require change. Some of the methods that
can be used for taking feedback are:
Surveys
Feedback boxes
Reach out directly
User activity analysis
Usability test
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Among all these methods the most effective and easy method to take
feedback is survey because it is the easiest method to set up and also
easy to analyze. Customers too find survey interesting and less time
consuming compared to other methods. However, the time depends on
the length of the survey and the type of questions asked (Fabijan, Olsson &
Bosch, 2015). Reach out directly is the most difficult feedback method, as
it is difficult to convince the customers for their time in such type of
feedback.
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Case Study
Read the case study and answer the questions below.
Ali and Amanda are working for the same medium size coffee roasters
company located in Sydney. Ali works in the accounting department and
Amanda in purchasing department. Recently they both discovered that in the
near future there are some networking opportunities they would like to
pursue.
Ali is a member of CPA Australian and she found out that in two weeks time
there is a big three day long CAP Congress. She heard about this yearly
Congress before and she knows that it is a great opportunity to learn new
things and gain some knowledge as there are always some good and
valuable workshops scheduled and interesting papers and findings presented
by high-profile speakers. She also knows that many people always attend this
Congress and there are always some social activities planned and this is the
best occasion to meet experience people from well - known international
accounting firms that can help her in her future career as an Accountant.
Amanda also found out that there is an International Coffee Expo. This is the
most dynamic coffee event for the coffee business in Australia. The event is
in Melbourne, it lasts for three days and gathers most influential voices form
around the world to discuss the growth and development of the international
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coffee industry. The event showcases 150 so Amanda is hoping to establish
and develop some profitable contacts that will be beneficial to the company.
Both Ali and Amanda really want to attend these events, however the
networking budget is only $2500 and it is not enough to fully attend both of
them. The girls are very upset and they argue which one of them should be
allowed to attend. Because both of them are so angry and they stop talking
to each other, they do not know that there are possible things they could do
to find a mutually acceptable solution that would benefit not only them but
also the company as a whole.
Firstly both of those conferences are three days long but there is a possibility
to attend only one or two days or just selected workshops, and thus lower the
cost of the tickets. In addition to that, Amanda has some members of her
family in Melbourne and if she could stay with them over night that would
help her lower the costs of accommodation and travelling.
Eventually their supervisor steps in and asks them to resolve the conflict and
find a solution.
1. Why do you think there is a problem between Ali and Amanda?
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Ali and Amanda are facing a problem because they are unable to reach to
a negotiation appropriately. Both of them failed to use any negotiation
technique such as active listening, planning and others. This was seen
from the fact that they stopped talking to each other. Thus, both of them
were not able to reach a win-win situation about going to the events along
with the limited budget. Negotiation was the only solution they had by
talking to each other about the issues they are facing and the importance
it holds for them. By doing this, they would have reached a situation
through which both would have gained from it. However, they did not do
so and choose to argue with each other and avoid talking. Thus, the
biggest mistake that Ali and Amanda did was not to realize the importance
of negotiation.
2. If you were Ali and Amanda what negotiation techniques/ problem-
solving techniques would you use to resolve the issue?
There are broadly two types of negotiation techniques that can be used
in a process such as distributive and integrative. In distributive
negotiation there are hard negotiation and often ends in one person
walking away. Integrative is a softer negotiation creating a win-win
situation. If I were in place of Ali and Amanda then I would have used
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an integrative negotiation techniques. Through this technique both of
them would have used interest based negotiation in which they try to
benefit both of them. Thus, with the help of this technique both the
parties would have reached a win-win situation in which they could
have attended the event in turns and by managing the costs through
alternative methods. Integrative negotiation also helps in active
listening of both the parties so that they can understand each other’s
situation and get into a mutual decision.
3. What are the negotiation skills that could encourage positive
outcomes?
The negotiation skills that has the power to encourage positive outcomes
between both the parties. Some of these skills that are required are for a
positive negotiation are:
Problem analysis technique so that the actual issue is known
Preparation habit before the negotiation takes place
Active listener so that the issue from both the side is understood
Control over emotion that can help in taking logical decision without being
driven in emotion
Teamwork skills so that collaboration and mutual work can be conducted.
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References
Barthelmess, P. Y., Enzmann, P., Settelen, M., & Schärmeli, N. (2018). Navigating
Ambiguity: Distributive and Integrative Negotiation Tactics in China. Central
European Business Review, 7(2), 21.
Blut, M., Evanschitzky, H., Backhaus, C., Rudd, J., & Marck, M. (2016). Securing business-
to-business relationships: the impact of switching costs. Industrial Marketing
Management, 52, 82-90.
Fabijan, A., Olsson, H. H., & Bosch, J. (2015, June). Customer feedback and data collection
techniques in software R&D: a literature review. In International Conference of
Software Business (pp. 139-153). Springer, Cham.
Lussier, B., Grégoire, Y., & Vachon, M. A. (2017). The role of humor usage on creativity,
trust and performance in business relationships: An analysis of the salesperson-
customer dyad. Industrial Marketing Management, 65, 168-181.
McFaul, S. (2016). International students’ social network: Network mapping to gage
friendship formation and student engagement on campus. Journal of International
Students, 6(1), 1-13.
Olsson, A., Jugai, R., Jonsson, A., Mikhaylov, S., & Francis, C. (2016). U.S. Patent No.
9,395,883. Washington, DC: U.S. Patent and Trademark Office.
Sims, N., & Carter, S. J. (2016). Trust no agent: Building Strong Negotiation Skills.
Tito, L., Estebanez, A., Magdaleno, A. M., de Oliveira, D., & Kalinowski, M. (2017). A
Systematic Mapping of Software Requirements Negotiation Techniques. In ICEIS
(2) (pp. 518-525).
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