Course Title: Participate in negotiations

Part B: Course Detail

Teaching Period: Term2 2011

Course Code: SOSK5119C

Course Title: Participate in negotiations

School: 345T Media and Communication

Campus: City Campus

Program: C4197 - Certificate IV in Creative Industries

Course Contact : Program Administration - Adam Lovell

Course Contact Phone: 03 9925 4976

Course Contact Email:adam.lovell@rmit.edu.au


Name and Contact Details of All Other Relevant Staff

Teacher: Widad Pitrus
Phone: 03 9925 4206
Email: widad.pitrus@rmit.edu.au

Nominal Hours: 35

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

None

Course Description

This unit describes 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, and planning and preparation for the negotiation.


National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

CUSGEN04A Participate in negotiations

Element:

1.  Plan the negotiation

Performance Criteria:

1.1 Clarify the purpose of the negotiation, including content and desired outcomes
1.2 Determine the approach to be taken based on analysis of strength and weakness of position and the most appropriate negotiating style
1.3 Identify the consequences of not reaching agreement and determine other alternatives
1.4 Collect all information relevant to negotiation, analyse and organise it to support the selected approach

Element:

2.  Conduct the negotiation 

Performance Criteria:

2.1 Use effective presentation, speaking, listening and questioning techniques to persuade and convince the other party of the strength of the argument put
2.2 Conduct the negotiation in a professional manner, including showing respect for those with whom negotiations are conducted
2.3 Use effective techniques for dealing with conflict and breaking deadlocks where required

Element:

3.  Finalise the outcome

Performance Criteria:

3.1 Confirm and accurately document the agreement, including timelines for agreements to be implemented, if appropriate
3.2 Evaluate the outcome of the negotiation and determine further action to be taken if required


Learning Outcomes


On successful completion of this unit, you will have studied theory textbook readings, discussions and class activities. These concepts will also be explored through the investigation of appropriate real world and simulated environments.


Details of Learning Activities

In class learning activities include, but are not limited to:
o Teacher directed group activities
o Practical exercises
o Independent project based work
o Class presentations
o Group discussion

Out of class learning activities include, but are not limited to:
o Online research
o Group work


Teaching Schedule

Please note: While your teacher will cover all the material in this schedule, the weekly order is subject to change depending on class needs and availability of speakers and resources.

• Identify the consequences of not reaching agreement and determine other alternatives.
• Collect all information relevant to negotiation, analyze and organize it to support the selected approach.

Week #Class contentOtherElements
Week 1Introduction to the course
Discussion of assessment tasks
Introduction to the course
Discussion of assessment tasks
1-3
Week 21. Plan the negotiation
• Clarify the purpose of the negotiation, including content and desired outcomes.
• Determine the approach to be taken based on analysis of strength and weakness of position and the most appropriate negotiating style.
Set text and class Handout: Practical exercises1
Week 3• Identify the consequences of not reaching agreement and determine other alternatives.
• Collect all information relevant to negotiation, analyze and organize it to support the selected approach.
Set text and class Handout: Practical exercises1
Week 4Participate in negotiations: Case study

Set text and class Handout:

Practical exercises

1-3
Week 5

2. Conduct the negotiation

Use effective presentation, speaking, listening and questioning techniques to persuade and convince the other party of the strength of the argument put.
• Conduct the negotiation in a professional manner, including showing respect for those with whom negotiations are conducted.

Set text and class Handout:

Practical exercises

2
Week 6• Use effective techniques for dealing with conflict and breaking deadlocks where required
Ensure that final position is agreed and understood by all parties
Set text and class Handout: Practical exercises2
Week 7Participate in negotiations: Case studySet text and class Handout: Practical exercises Assignments 1 and 2 are set1-3
Week 8 3.Finalise the outcome
• Confirm and accurately document the agreement, including timelines for agreements to be implemented, if appropriate
Evaluate the outcome of the negotiation and determine further action to be taken if required
Set text and class Handout: Practical exercises3
Week 9Teams work on Assignment oneSet text and class Handout: Practical exercises1-3
 Week 10  Assignment 1 Due: Case study-Participate in negotiations (in class) Group Presentation (20%) 1-3
 Week 11

 • Assignment Two Due: Evaluation of negotiations short report (class time is given to work on this assignment)

Wrap-up session and final comments

  1-3
    


Learning Resources

Prescribed Texts

Dwyer, J. (2009). The Business Communication Handbook (8th ed.). Pearson Education Australia.


References

You are advised to look at the course Blackboard site for ongoing updated information.

Other references include;

• Adler, R. & Rodman, G., (2000). Understanding Human Communication, (7th Ed) Harcourt College Pub. USA.
• Dwyer, J. (2002): Communication in Business: Strategies and Skills (2nd Ed) (Prentice-Hall Sydney)
• Hybels, S & Weaver II, R. L. (2001) Communicating Effectively (6th Ed) McGraw-Hill Co. Inc. USA.
• Windschuttle, K. and Elliott, E., (1999). Writing, Researching, Communicating: Communication Skills for the Information Age. (3rd Ed) McGraw Hill
• Cielens, M. & Aquino, M. (1999): The Business of Communicating (4th Ed) McGraw-Hill Sydney
• Eunson, B. (1994) Negotiation Skills John Wiley & Sons, Brisbane


Other Resources

Pen, paper


Overview of Assessment

Assessment is based on participating in negotiations with others and an evaluation of negotiations case study report as well as constructive participation in 8-10 class activities. Students should complete and pass each of the assessment tasks.


Assessment Tasks

To demonstrate competency in this course you will need to complete the following pieces of assessment to a satisfactory standard. You will receive feedback on all assessment.

1. Assessment task 1 Case study: Participate in negotiations with others
(60%) Due week 10
Role play, group task.

2. Assessment task 2 Evaluation of negotiations conducted by the student
(30%) Due week 11
Written plan, individual work.

3. Assessment task 3 Constructive participation in 8-10 classroom activities
(10%) To be conducted during all classes.
Assessments based on observation.

The details on these assessments and the grading criteria for this competency can be found on the course blackboard site.

Grades used in this unit are as follows:

80 – 100% HD High Distinction
70 – 79% DI Distinction
60 – 69% CR Credit
50 – 59% PA Pass
Under 50% NN Fail


Assessment Matrix

The assessment matrix demonstrated alignment of assessment tasks with the relevant Unit of Competency. These are available through the course contact in Program administration

Other Information


Special consideration Policy (Late Submission)
All assessment tasks are required to be completed to a satisfactory level. If you are unable to complete any piece of assessment by the due date, you will need to apply for an extension.
Please refer to the following URL for extensions and special consideration:
http://www.rmit.edu.au/browse;ID=qkssnx1c5r0y;STATUS=A;PAGE_AUTHOR=Andrea%20Syers;SECTION=1;

Course Overview: Access Course Overview