Course Title: Participate in negotiations

Part A: Course Overview

Program: C4170

Course Title: Participate in negotiations

Portfolio: BUS

Nominal Hours: 20.0

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.

Course Code




Learning Mode

Teaching Period(s)


City Campus


650T TAFE Business


Term1 2007,
Term1 2008

Course Contact: Seymour Jacobson

Course Contact Phone: +61 3 9925 1563

Course Contact Email:

Course Description

Participate in negotiations covers the skills and knowledge required to take part in negotiations either as an individual or as a member of a team. It includes effective negotiating techniques, planning and preparing for the negotiation and finalising the agreement.

Pre-requisite Courses and Assumed Knowledge and Capabilities

This unit is co-delivered and assessed with:
BAFI5127C Resolve disputes

National Competency Codes and Titles

National Element Code & Title:

FNSICGEN402A Participate in negotiations


1 Plan the negotiation 

2 Conduct the negotiation

3 Finalise the negotiation

Learning Outcomes

Refer to performance elements and performance criteria.

Overview of Assessment

Assessment may incorporate a variety of methods including a group simulation of a workplace negotiation based activity, a group simulation of conflict / dispute resolution, exploring dispute handling procedures in a financial services setting, a verbal presentation, a written formal business report and tests.

You will receive ongoing feedback on your progress in the course. Feedback on assessment will be given in a timely manner. You will be informed about how to improve your performance in the competency/course and what you need to do to be deemed competent or to gain a pass in the assessment.