Course Title: Participate in negotiations

Part B: Course Detail

Teaching Period: Term1 2007

Course Code: SOSK5140C

Course Title: Participate in negotiations

School: 650T TAFE Business

Campus: City Campus

Program: C4170 - Certificate IV in Financial Services

Course Contact : Seymour Jacobson

Course Contact Phone: +61 3 9925 1563

Course Contact

Name and Contact Details of All Other Relevant Staff

Nominal Hours: 20

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

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

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.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

FNSICGEN402A Participate in negotiations


Conduct the negotiation

Performance Criteria:

• Effective presentation skills, speaking, listening and questioning techniques are used to put forward a strong argument to other parties
• The negotiation is conducted in a professional manner, including showing respect for those with whom the negotiations are conducted
• Effective techniques are used for dealing with conflict and breaking deadlocks, where required
• The final position is confirmed, ensuring agreement and understanding by all parties


Finalise the negotiation

Performance Criteria:

• The agreement is accurately documented, including timelines for agreements to be implemented, if appropriate
• The outcome of the negotiation is evaluated and a decision made on whether further action is required.


Plan the negotiation

Performance Criteria:

• The purpose of the negotiation is clarified, including content and desired outcomes
• The approach to be taken is based on an analysis of the strength and weakness of the position and the most appropriate negotiating style
• The consequences of not reaching agreement are identified and other alternatives are determined
• All information relevant to the negotiation is collected, analysed and organised to support the selected approach

Learning Outcomes

Refer to performance elements and performance criteria.

Details of Learning Activities

In this course students will undertake a range of learning activities, which will include:
An initial introduction to topics and techniques via teacher directed learning, tutorial-based discussion groups, role-plays to explore individual reactions to particular situations, a group project (case-study, tutorial exercises in order to develop competency including underpinning skills and knowledge.

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

Elements of the two competencies are overlapping, will be co-delivered in class activities, assessment activities and grading.

Teaching Schedule

Week beginningTopicsAssessment
Week 1 – 12 FebConflict: definition and resolution methods 
Week 2 – 19 FebNegotiation: definition, purpose, stages 
Week 3 – 26 FebNegotiation: Preparation and tactics 
Week 4 – 5 MarNegotiation skills: listening, questioning and persuasive techniques 
Week 5 – 12 MarNegotiation skills: bargaining and finalising 
Week 6 – 19 Mar Simulation of a workplace negotiation
Week 7 – 26 MarEvaluate outcome of negotiation 
Week 8 – 2 April  
 Mid Semester Break (Student Vacation) – 5th to 11th April 
Week 8 – 9 April  
Week 9 – 16 AprilCauses of customer complaints and disputes 
Week 10 – 23 AprilDispute resolution methods and bodies 
Week 11 – 30 April Simulation of conflict / dispute resolution
Week 12 – 7 MayComplaints procedures / policies. 
Week 13 – 14 MayDisputes and resolution practices. 
Week 14 – 21 May Verbal presentation
Week 15 – 28 May Verbal presentation
Week 16 – 4 June Written formal Business Report/test
Week 17 – 11 June Written formal Business Report/test
Week 18 – 18 JuneFeedback on assignment & assessment 

Please note that the above schedule is a guide and may change. Students, even if absent, are expected to keep themselves keep themselves accurately informed of and follow up any changes.

Learning Resources

Prescribed Texts

Communicate for business, Access series, McGraw Hill
Rix P., 2006. Selling: Managing Customer Relationships 3ed, McGraw-Hill Australia, North Ryde NSW.

Please note: Communicate for business is the same text as for Communicate in the workplace. Rix’s book is the same text as for “Sell financial products and services” unit in the Certificate IV in Financial Services. Extensive course notes and materials will be available of the learning hub
from the commencement of the course.


Print-based resources
Students will be provided with a learner’s guide that will include tutorial discussion questions, short answer questions and problem sets, self-directed exercises, some solutions and core notes for each topic.

Recommended readings
Recommended readings for this course are to be advised.

Additional texts are available for general use from the Business library on level 5 of Building 108. A computer access laboratory is provided on level 3 and a library on level 5 of Building 108.

Other Resources

On-line resources
Students will be provided with on-line resources in the learning hub that include lectures and self-directed exercises, on-line feedback exercises and relevant URL’s.

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.

Assessment Tasks

The assessment will consist of:
• A group simulation of a workplace negotiation.
• A group simulation of conflict/dispute resolution, exploring dispute handling procedures in a financial services setting.
• A verbal presentation introducing, outlining or elaborating on some aspect of the written report prepared below, or on a dispute case study.
• A Written formal Business Report/test will take the form of a closed book test under exam conditions. It will assess the underpinning skills and knowledge of the course and the performance elements indicated in the assessment matrix above.

The final mark is based on all assessment components. Additionally, to receive a pass for this course a student must achieve 50% overall.

Assessment Matrix

 Simulation negotiationSimulation dispute resolutionVerbal presentationWritten Business Report/test
Plan the negotiation Y  Y
Conduct the negotiationY  Y
Finalise the negotiationY  Y
Establish that a dispute exists YYY
Investigate the dispute and determine the action to be taken  YYY
Resolve dispute YYY
Finalise dispute YYY

Assessment weighting for this course takes the following form:

Simulation of a workplace negotiation: 20% of assessment
Simulation of conflict/dispute resolution: 15%
Verbal presentation/case study: 15%
Written formal Business Report(s)/test: 50%

Course Overview: Access Course Overview