Course Title: Negotiate a contract

Part B: Course Detail

Teaching Period: Term2 2017

Course Code: BUSM8741C

Course Title: Negotiate a contract

School: 650T Vocational Business Education

Campus: City Campus

Program: C5372 - Diploma of International Business

Course Contact: Suzanne Maugeri

Course Contact Phone: +61 3 9925 1466

Course Contact Email:

Name and Contact Details of All Other Relevant Staff

Justin Briggs

Nominal Hours: 40

Regardless of the mode of delivery, represent a guide to the relative teaching time and student effort required to successfully achieve a particular competency/module. This may include not only scheduled classes or workplace visits but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.

Pre-requisites and Co-requisites


Course Description

This unit involves the skills and knowledge required to contract transport and distribution services in accordance with relevant regulatory requirements and workplace procedures. This includes negotiating the contract with a contractor, finalising the contract negotiations, and completing all enterprise contract requirements.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

TLIR4003 Negotiate a contract


1 Negotiate contract specifics with contractor

Performance Criteria:

1.1 Requirements of the contract are clearly documented and understood by the relevant parties
1.2 Areas of ambiguity or concern are clarified and resolved
1.3 Negotiations are undertaken with selected contractor for the contracting of required goods/services on a 'without prejudice' basis
1.4 Conditions for service and/or supply of goods/services are agreed between the enterprise and the contractor including the determination of key performance indicators
1.5 Alternative contractors are negotiated with if agreement is unable to be reached with preferred contractor
1.6 Contract negotiations conform to established workplace requirements and relevant legislation


2 Complete contract negotiations

Performance Criteria:

2.1 Contract documentation is drafted in accordance with relevant legislation, workplace procedures and negotiated conditions of service and supply
2.2 Technical support in the drafting of contracts is accessed where required
2.3 Contract documentation is signed and exchanged between the relevant parties


3 Complete enterprise contract requirements

Performance Criteria:

3.1 Documentation systems are established to ensure traceability of orders and financial transactions
3.2 Workplace systems that require interaction with contractors are identified and actioned
3.3 Quality assurance procedures for supplied goods/services are initiated
3.4 Contract and ancillary documentation is completed and stored in accordance with workplace procedures and, where applicable, regulatory requirements

Learning Outcomes

This course is structured to provide students with the optimum learning experience in order to demonstrate the skills and knowledge required to contract transport and distribution services in accordance with relevant regulatory requirements and workplace procedures.

Details of Learning Activities

 A range of learning activities are planned for this course including self-paced and collaborative classroom based activities. 

The self-paced activities will be delivered through various technology platforms and include your contribution to tutorial activities and interactive sessions. The collaborative classroom based activities will include group discussion, group problem solving activities and opportunities to practice your skills in a simulated/real workplace environment. We expect you to participate and contribute in all scheduled learning activities.

Teaching Schedule

 The Teaching Schedule for this course is as follows but please note that it is subject to change. 


Week commencing




3rd Jul

Teacher, student introductions Rules Explain cluster and schedule Assessments and Feedback Deadlines and resubmissions. Results: competency and grades.  

Assessment Guide Handout & Discussion


10th Jul

Introduction To Contracts



17th Jul

Introduction to Contract Law when Negotiating Business Deals



24th Jul

Introduction To Contract Law when Negotiating Business Deals



1st Aug

Introduction To Assessing the Supply Market



 7th Aug

Introduction to Developing the Sourcing Strategy



14th Aug

Introduction to Developing the Sourcing Strategy



21th Aug

Introduction to Implementation and Integration of the Contractual Agreement


28th Aug - 3rd Sep Inclusive Mid Semester Break


4th Sep

Introduction to Implementation and Integration of the Contractual Agreement

Assessment Task 1 – Contract Negotiation - Case Study


11th Sep

 Introduction to Purchasing Negotiation



18th Sep

Introduction to Implementation and Integration of the Contractual Agreement



25th Sep

Introduction to Supplier Performance Measurement and Improvement



2nd Oct

Introduction to Supplier Performance Measurement and Improvement



9th Oct

Introduction to Maintenance of Records and Relationships

Assessment Task 2 – Goods & Service Evaluation Report


16th Oct

Assessment 3 Presentations

Assessment Task 3 –   Presentation 


23rd Oct

Re-submission & Review


The nominal hours associated with this are a guide only and represent the total teaching time and student effort required to successfully complete the course. This may include not only scheduled classes bit also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities. 

Learning Resources

Prescribed Texts


Other Resources

Overview of Assessment

Assessment Methods

Assessment methods have been designed to measure achievement of the requirements in a flexible manner over a range of assessment tasks, for example:

  • direct questioning combined with review of portfolios of evidence and third party workplace reports of on-the-job performance by the candidate
  • review of final printed documents
  • demonstration of techniques
  • observation of presentations
  • oral or written questioning to assess knowledge of software applications

You are advised that you are likely to be asked to personally demonstrate your assessment work to your teacher to ensure that the relevant competency standards are being met.

Performance Evidence

You will be required to provide evidence of the ability to:

  • Communicate effectively with others when negotiating a contract
  • Read and interpret instructions, procedures, information and regulatory requirements relevant to the negotiation of a contract
  • Prioritise work and coordinate self and others in relation to workplace activities
  • Complete documentation related to the negotiation of a contract
  • Operate electronic communication equipment to required protocol
  • Provide leadership and work collaboratively with others when negotiating a contract
  • Adapt appropriately to cultural differences in the workplace, including modes of behaviour and interactions with others
  • Promptly report and/or rectify any identified problems that may arise when negotiating a contract in accordance with regulatory requirements and workplace procedures
  • Apply precautions and required action to minimise, control or eliminate risks that may exist when negotiating a contract
  • Plan and organise work activities
  • Monitor work activities in terms of planned schedule
  • Modify activities to cater for variations in workplace contexts and environment
  • Work systematically with required attention to detail without injury to self or others, or damage to goods or equipment
  • Select and apply appropriate technology and information systems
  • Adapt to differences in equipment in accordance with standard operating procedures

Performance Knowledge

You must provide evidence of the following knowledge:

  • Regulations, codes of practice and legal requirements relevant to contractual arrangements
  • Relevant OH&S and environmental protection procedures and regulations
  • Workplace procedures for the negotiation of a contract
  • Problems that may occur during the negotiation of a contract and action that can be taken to report or resolve the problems
  • Risks that may exist when negotiating a contract and ways of controlling the risks involved
  • Focus of operation supply arrangements, resources, management and workplace operating systems
  • Applicable aspects of contract law
  • Processes for contract formulation and negotiation
  • Workplace business policies and plans including procedures for maintenance of confidentiality
  • Equipment applications, capacities, and configurations
  • Resource availability including the competencies of individuals in the team/group
  • Relevant contract documentation requirements


Feedback will be provided throughout the semester in class and/or online discussions. You are encouraged to ask and answer questions during class time and online sessions so that you can obtain feedback on your understanding of the concepts and issues being discussed. Finally, you can email or arrange an appointment with your teacher to gain more feedback on your progress.

You should take note of all feedback received and use this information to improve your learning outcomes and final performance in the course.

Assessment Tasks

Assessment Task 1 – Contract Negotiation - Case Study
Date handed out:  Week 1
Date and time due:  Week 9 Friday the 8th of Sept by 5.00pm

Group or Individual: Groups of no more than 2 students 
This assignment will allow you to develop "Contract Negotiations ” skills and include the ability to Communicate and Negotiate effectively with others when sourcing goods and services and evaluating contractors.  It requires you to develop innovative strategies and tactics to work collaboratively with others when sourcing goods and services and evaluating contractors

You are required to complete the “Contract Management Plan Template” (based on your allocated stand point of a Buyer or a Seller) The template is supplied in the Assessment folder via Blackboard, you must ensure that all sections of the template are completed and that you include summaries of the following topics in the template,

Assessment Task 2 – Portfolio of Evidence 
Date handed out:  Week 1     
Date and time due: Week 14 Friday 13th of Oct 2017 5.00pm
Group or Individual: Groups of no more than 2 students ( Max 3000 Words ) 
This assessment allows you to demonstrate your knowledge and ability to Evaluate, Review, and Calculate the most appropriate modes of transport used for international trade

For this unit you will need to create a portfolio of tools that can assist you in effectively managing suppliers contracts . Completion of this task has been broken down into 3 sections so that you build your portfolio of documents as you progress through the unit.

 Assessment Task 3 –  Presentation –
Date handed out:  Week 1
Date and time due:  Week 15
Group or Individual: Groups of no more than 2 students – Note: This assignment follows on from Assignment 1 –
This research assignment and presentation will allow you to research and present on critical aspects of Contract Negotiation in the management of Evaluating Contractors.
In groups of not more than 2 students ( your groups for Assessment Task 1 & 2 ) you will be required to present a 15 minute presentation which addresses the topic of ‘How you Evaluated, Negotiated and Conducted the purchase of the assigned product from both a Seller & Buyers prospective and how these Negotiations were in line with company policy?





Assessment Matrix

Submission Requirements
You should:
• Ensure that you submit assessments on or before the due date.
• Always retain a copy of your assessment tasks. (Hard copy and soft copy)
• When you submit work for assessment at RMIT University you need to use a cover sheet that includes a declaration and statement of authorship. You must complete, sign and submit a cover sheet with all work you submit for assessment, whether individual or group work. On the cover sheet you declare that the work you are presenting for assessment is your own work. An assignment cover sheet for submission of each assessment task is available on blackboard.
• Each page of your assessment should include footer with your name, student number, the title of the assessment, unit code and title and page numbers. For example, Julie Macpherson, s34567, Task 2 – Safety Induction Assessment, OHTH5872C Ensure a Safe Workplace, Page 1.


Late Submission Procedures
You are required to submit assessment items and/or ensure performance based assessment is completed by the due dates.

If you are prevented from submitting an assessment item on time, by circumstances outside your control, you may apply in advance to your teacher for an extension to the due date of up to seven calendar days.


More Information:

 Form to use:

Where an extension of greater than seven days is needed, you must apply for special consideration.
Applications for special consideration must be submitted no later than two working days after the assessment task deadline or scheduled examination.

More Information:;ID=g43abm17hc9w (unresolved)

Form to use:


Re-submissions (VE Programs): 

If you are found to be unsuccessful in a particular Course Assessment Task (or you do not submit/attend) you will be allowed one re-submission.  Your teacher will provide feedback regarding what you need to do to improve and will set a new deadline for the re-submission. 

If you are still not meeting the assessment requirements you must apply to your Program Manager in writing outlining the steps you will take to demonstrate competence in your course. Your submission will be considered by the Program Team and you will be advised of the outcome as soon as possible.

Grading & re-submissions

Re-submissions are not graded and do not contribute to your overall grade for the course.

Adjustments to Assessment

In certain circumstances students may be eligible for an assessment adjustment. For more information about the circumstances under which the assessment arrangements might be granted please access the following website:
More Information:;ID=7usdbki1fjf31


Marking Guide (Competency):
You must demonstrate that you have all the required skills/knowledge/elements in the unit of competency you are studying.

You will receive feedback on each assessment task that will inform you about your progress and how well you are performing.


Marking Guide (Grading)
After achieving competency we then grade your performance in the unit and you will achieve one of the following grades:


Final Grades table:
CHD Competent with High Distinction
CDI Competent with Distinction
CC Competent with Credit
CAG Competency Achieved – Graded
NYC Not Yet Competent
DNS Did Not Submit for assessment

Further information regarding the application of the grading criteria will be provided by your teacher.


Other Information

Academic Integrity

Plagiarism is a form of cheating in assessment and may occur in oral, written or visual presentations. It is the presentation of the work, idea or creation of another person, without appropriate referencing, as though it is your own.

The penalties for cheating in assessment are severe, whether the cheating involves plagiarism, fabrication, falsification of data, copyright infringement or some other method. Penalties can include charges of academic misconduct, cancellation of results and exclusion from your course. It is also a disciplinary offence for you to allow your work to be plagiarised by another student.


RMIT Business produce their own referencing guidelines entitled written reports and essays: guidelines for referencing and presentation in RMIT Business which all Business students should use.

RMIT Business referencing guidelines (RTF, 1,286 KB, 52 pages); A supporting Referencing website has been developed for the RMIT Business guidelines.You can find out more about Academic Integrity at RMIT’s Academic Integrity webpage.


Group Assessment
A number of your assessments will rely upon group work. This is a critical part of your program as in the workplace you will be regularly required to work in a team environment. Teamwork is also one of the key employability skills for this qualification.


The key to being successful in group work is getting to know your classmates and finding out what they want to achieve. You should seek to find a team which shares your key interests and drivers.

If you are facing issues with your group, the key is to resolve them quickly well before assessments are due. If you need to you can seek support from your teacher.


Course Overview: Access Course Overview