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 |
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 |
Element: |
3. Finalise the outcome |
Performance Criteria: |
3.1 Confirm and accurately document the agreement, including timelines for agreements to be implemented, if appropriate |
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 content | Other | Elements |
| Week 1 | Introduction to the course Discussion of assessment tasks |
Introduction to the course Discussion of assessment tasks |
1-3 |
| Week 2 | 1. 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 exercises | 1 |
| 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 exercises | 1 |
| Week 4 | Participate 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. |
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 exercises | 2 |
| Week 7 | Participate in negotiations: Case study | Set text and class Handout: Practical exercises Assignments 1 and 2 are set | 1-3 |
| 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 exercises | 3 |
| Week 9 | Teams work on Assignment one | Set text and class Handout: Practical exercises | 1-3 |
| 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 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