Course Title: Participate in negotiations

Part B: Course Detail

Teaching Period: Term2 2012

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: Viv Weir
Phone: 9925-8012
Email: viv.weir@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 course focuses on the skills required to develop the strategies to successfully negotiate as an individual or within a team.


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 be able to use appropriate communication strategies and techniques to plan and prepare for a workplace negotiation.


Details of Learning Activities


Learning activities will consist of:-
In-class activities
• practical exercises
• group discussions
• class presentations
• online research
• independent project based work
• teacher directed group activities

Out-of-class activities
• independent reading
• research.


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
7

Teamwork in negotiation. Cultural diversity

 

 CUECOR02B
1.1
8

1.0 Plan the negotiation
Clarify the purpose of the negotiation,
including content and desired outcomes.  Dealing with conflict

 

CUECOR02B
1.1 
9Determine the approach to be taken based on analysis of strength and weakness of position and the most appropriate negotiating style.CUECOR02B
1.1
10  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.
  CUECOR02B
1.1
11

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.

 CUECOR02B
1.1
12Conduct the negotiation in a professional manner, including showing respect for those with whom negotiations are conductedCase StudyCUECOR02B
1.1
133. Finalise the outcome
Confirm and accurately document the agreement, including timelines for agreements to be implemented, if appropriate
 CUECOR02B
1.1
14Evaluate the outcome of the negotiation and determine further action to be taken if required
Role plays
Negotiation Role PlayCUECOR02B
1.1
15Role playsNegotiation Role Play AssessmentCUECOR02B
1.1
16Wrap-up session and final comments  


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 tasks will involves practical exercises, knowledge assessment tasks and practical individual and team projects.


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
(40%) Due week 12
Role play, group task.

2. Assessment task 2 Negotiation (40%) Role play - Week 14

3. Assessment task 2 Evaluation of negotiations conducted by the student
(20%) Due week 915
Written plan, individual work.

 

4. Negotiation role play Due weeks 14/15

3. Assessment task 5 Constructive participation in 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