National Occupational Standards in
Archaeological Practice

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AJ13 Devise and implement methods to resource an archaeological organisation

AJ13.3 Negotiate and secure funding for the organisation

Performance Required

This will involve:

1. Approaching contributors in an appropriate and professional manner
2. Establishing clearly the requirements of the organisation and agree them with the relevant people
3. Conducting negotiations within clearly defined parameters in line with the fund-raising strategy
4. Evaluating offers against the agreed parameters
5. Presenting proposals and rejections to potential contributors in a clear and precise manner
6. Ensuring the details of the agreement are accurate, complete and confirmed by all parties
7. Completing any formal transfers of title or other appropriate rights according to agreement with the contributor
8. Investigating any problems or liabilities connected to the contribution
9. Maintaining the confidentiality of negotiations in line with the requirements of the contributor
10. Recording negotiations and securing written agreements for all funding assurances

Occupational Context

1. Requirements of the organisation
   • expansion and growth
   • acquisition and investment
2. Contributions
   • donations
   • sponsorships
   • special events
   • grants

Knowledge Requirements

You need to know and understand how to:

• Assess offers and rejections
• Maintain goodwill during negotiations
• Record the process and results of the negotiation

You need to know about:

Negotiation

• The parameters for the negotiation
• What constitutes an appropriate time and location for the negotiation
• Why negotiation skills are important

Value

• The ideal outcomes of the negotiation for the organisation and the contributor

Formal procedures

• The main types of contractual arrangements that are applicable

Required Skills

You should demonstrate:

• Negotiation skills

Evidence Required

You should provide evidence that you can negotiate and secure funding for the organisation

The candidate should be questioned, based upon the documentation provided, to explore how they:

• negotiate and secure funding for the organisation.

Evidence Rules

The candidate should have been involved in devising and implementing methods to resource of a cultural heritage organisation

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Today's date: 21/11/2008
This page last updated: 6/8/2007 10:58