Course Title: Participate in negotiations

Part A: Course Overview

Program: C4210

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 2009,
Term1 2010,
Term2 2009

Course Contact: Arie Herrnstadt

Course Contact Phone: +61 3 9925 5897

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.

If you are undertaking this course in Melbourne from semester 2, 2012 onwards your teacher will advise you if you require access to a computer for the course. It is recommended that you have access to a mobile computing device to allow greater flexibility in terms of where you can work on campus outside class times.

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:

FNSICGEN402B Participate in negotiations


1. Plan the negotiation

2. Conduct the negotiation

3. Finalise the negotiation

Learning Outcomes

Overview of Assessment

Assessment 1 – Questionnaire/case study
Assessment 2 – Negotiation planning report
Assessment 3 – Negotiation simulation conducted in pairs
Assessment 4 – Documented agreement and evaluation
Assessment 5 – Final graded test/exam

Students are advised that they are likely to be asked to personally demonstrate their assessment work to their teacher to ensure that the relevant competency standards are being met. Students will be provided with feedback throughout the course to check their progress.