Negotiating in a continuing airworthiness environment

This standard identifies the competences you need to undertake negotiations in a continuing airworthiness certification environment in accordance with approved policies and procedures. You will be required to prepare and plan for the negotiation activity ensuring you have sufficient, valid and auditable data and information and will know your negotiating position including any areas of possible compromise. You will undertake and conclude negotiations within agreed parameters and timescales and keep accurate records of the outcome of the negotiations in the correct format.

Your responsibilities will require you to comply with organisational policy and procedures when undertaking negotiations, and to report any issues with these activities that you cannot personally resolve, or that are outside your permitted authority, to the relevant people. You will be expected to work with a minimum of supervision, taking personal responsibility for your own actions and for the quality and accuracy of the input you provide.

Your underpinning knowledge will provide a good understanding of your work, and will provide an informed approach to the principles, stages, methods and techniques in order to carry out negotiations successfully in a continuous airworthiness certification environment. You will understand the regulatory requirements for providing continuing airworthiness certification activities including the processes, procedures and terminology used and their applications, and will know about them in adequate depth to provide a sound basis in order to make an informed contribution to the negotiation process.

You will be required to demonstrate safe working practices throughout, and will understand the responsibility you owe to yourself and others in the work area.

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1. work safely at all times, complying with health and safety legislation, regulations, directives and other relevant guidelines
2. confirm and agree the scope and parameters of the continuing airworthiness activities where negotiation required
3. prepare for the negotiation by identifying and gathering relevant data and information
4. ensure that all data and information to be used is valid, reliable, authentic, sufficient and auditable
5. obtain confirmation that you have interpreted the requirements correctly and accurately
6. establish who needs to be involved in the negotiation
7. establish your negotiating position including any areas of possible compromise
8. identify any potential problems and issues that may arise and consider potential solutions
9. establish the timelines required in order to conclude the negotiation activity
10. undertake negotiations within the limits of your responsibility and authorisation and refer any areas outside of this to relevant colleagues
11. comply with all relevant company policies, procedures and agreed commercial protocols when negotiating 
12. adapt your negotiating position as required in order to achieve a successful outcome
13. deal proactively with any issues and concerns as they arise by recommending potential solutions   
14. conclude negotiations to the satisfaction of all parties (where possible)
15. withdraw from negotiations where agreement cannot be reached (where applicable) 
16. create and maintain clear, accurate and auditable records of the outcome of the negotiation
17. disseminate the outcome of the negotiation to the required personnel   using the correct format in the agreed timescales

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1. the specific safety precautions to be taken in the work areas where negotiations are to be undertaken
2. the specific continuing airworthiness regulations, directives and guidelines that are relevant to the area of activity where negotiation is required
3. the requirements and importance of understanding and applying human factors as defined by the regulatory requirements and the potential impact if these are not adhered to
4. how to obtain up to date information on continuing airworthiness regulations, standards, directives and guidelines that will be required in the negotiation
5. the importance of ensuring that information gathered is up to date, accurate, authentic and auditable and what can happen if this were not to be the case
6. how to judge if you have sufficient, accurate and authentic information to undertake the negotiation effectively
7. the key stages of effective negotiating (such as preparation, exchanging information, discussion, bargaining, agreement and commitment)
8. the key principles of effective negotiation (such as building relationships, focusing on the issue/problem, finding the interest/common ground, finding the best solution)
9. why it is important to plan for the negotiation including what success looks like, the minimum level of acceptance and areas for compromise
10. what you need to know about the people and/or organisation you are negotiating with
11. the importance and impact body language can have when negotiating 
12. the different questioning techniques that can be used when negotiating, when they should be applied and the advantages and disadvantages of the different methods
13. the different styles of negotiating (such as forcing/adversarial, accommodating, collaborating and compromising) and the advantages and disadvantages of the different styles
14. the different types of negotiation (such as everyday/casual, informal, formal and facilitated)
15. how to deal with difficult situations and/or conflict when negotiating
16. the importance of involving all relevant people in the negotiating process
17. why it is important to listen and take into account everyone's views, contributions and opinions
18. who needs to be informed of the outcome of the negotiation
19. how the outcome of the negotiation is communicated and recorded
20. the scope of your authority when negotiating and where you need to refer to someone else 
21. the importance of maintaining, individual, customer or company confidentiality

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1. Undertake negotiations with all of the following groups:

   1. immediate supervision/line management and/or managers/supervisors from other departments
   2. colleagues in same working group and/or outside work group
   3. external organisations (such as customers, suppliers, consultants, regulatory bodies or manufactures) 

2. Undertake negotiations as part of the continuing airworthiness activities for one of the following types of aircraft as defined by International Civil Aviation Organisation (ICAO) current listing:

   1. commercial/military passenger ( over 5700kg)
   2. commercial/military passenger ( under 5700kg)
   3. commercial/military freight ( over 5700kg)
   4. commercial/military freight ( under 5700kg)
   5. rotary craft
   6. private large aircraft
   7. private small aircraft

3. Take into account all of the following when making undertaking negotiations relating to the implementation of continuous airworthiness activities:

   1. European Aviation Safety Agency (EASA) Civil Aviation Authority (CAA)/ regulations, guidelines or directives 
   2. organisational guidelines and codes of practice    
   3. customer standards and requirements
   4. aircraft/component manufacturer's operating specification/range including warranty considerations
   5. service bulletins/modifications
   6. airworthiness directives
   7. service information leaflets
   8. foreign (third country) airworthiness directives and service bulletins
   9. bi-weekly reports

4. Contribute to the negotiation process relating to six the following:

   1. accountabilities
   2. continuing airworthiness 
   3. maintenance standards  
   4. components
   5. maintenance organisation
   6. continuing airworthiness management
   7. certificate of release to service
   8. airworthiness review certificate
   9. quality assurance and compliance auditing
   10. development and/or revision of standard operating procedures
   11. data and documentation requirements
   12. information systems
   13. training and development

5. Undertake negotiations resulting from three of the following:

   1. reported problems found during operating conditions/activities
   2. consequences from the embodiment of modifications (such as airworthiness directives and service bulletin)
   3. recorded deviations from agreed plans and schedules
   4. customer requests or complaints
   5. outcome from audit or inspection
   6. annual utilisation

6. Provide a record of the negotiation by the following method:

   1. specific company documentation

Plus by two other methods from the following:
2. verbally supported by specific and auditable documentation
3. electronic mail                                                           
4. computer-based presentation
5. computer generated report                                                
6. verbal report supported by specific and auditable documentation
7. other appropriate media

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You will be able to apply the appropriate behaviours required in the workplace to meet the job profile and overall company objectives, such as:

• strong work ethic
• positive attitude
• team player
• dependability
• responsibility
• honesty
• integrity
• motivation
• commitment

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2

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2024

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Current

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Original

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Enginuity

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SEMAE3356

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Engineer, Engineering, Engineering and Manufacturing Technologies, Engineering Technicians

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5234

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engineering; continuing; airworthiness; aircraft; information; negotiations; data; customer; providing; outcome; process

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