Course Title: Participate in negotiations

Part B: Course Detail

Teaching Period: Term1 2009

Course Code: SOSK5183C

Course Title: Participate in negotiations

School: 650T TAFE Business

Campus: City Campus

Program: C4210 - Certificate IV in Financial Services

Course Contact : Arie Herrnstadt

Course Contact Phone: +61 3 9925 5897

Course Contact

Name and Contact Details of All Other Relevant Staff

Vivien Wong

Tel: 9925 5494

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.

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.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

FNSICGEN402B Participate in negotiations


Element: 1 Plan the negotiation

Element: 2 Conduct the negotiation

Element: 3 Finalise the negotiation

Performance Criteria:

1.1 The purpose of the negotiation is clarified, including content and desired outcomes

1.2 The approach to be taken is based on an analysis of the strength and weakness of the position and the most appropriate negotiating style

1.3 The consequences of not reaching agreement are identified and other alternatives are determined

1.4 All information relevant to the negotiation is collected, analysed and organised to support the selected approach
2.1 Effective presentation skills, speaking, listening and questioning techniques are used to put forward a strong argument to other parties

2.2 The negotiation is conducted in a professional manner, including showing respect for those with whom the negotiations are conducted

2.3 Effective techniques are used for dealing with conflict and breaking deadlocks, where required

2.4 The final position is confirmed, ensuring agreement and understanding by all parties

3. Finalise the negotiation 3.1 The agreement is accurately documented, including timelines for agreements to be implemented, if appropriate

3.2 The outcome of the negotiation is evaluated and a decision made on whether further action is required

Learning Outcomes

Details of Learning Activities

In this course students will undertake a range of activities including introduction to the topics and techniques with teacher-directed learning, tutorial-based discussion groups, role-plays, group-work, case studies, and exercises to develop competencies including underpinning skills and knowledge

Teaching Schedule

Week BeginningTopicsCompetencies
Week 1 - 9 February Conflict: definition and resolution methods FNSICGEN402A/01
Week 2 - 16 February  Negotiation: definition, purpose, stages



Week 3 - 23 February Negotiation: preparartion and tacticsFNSICGEN402A/02
Week 4 - 2 March Negotiation skills: listening, questioning, persuasive techniquesFNSICGEN402A/01
Week 5 - 9 March Negotiation skills: bargaining and finalisingFNSICGEN402A/02
Week 6 - 16 March Evaluate outcome of negotiationFNSICGEN402A/03
Week 7 - 23 March Simulation of workplace negotiationFNSICGEN402A/01
Week 8 - 30 March On-line research 
Week 9 - 6 April

 Overview of personality types and conflict/dispute. Causes of customer complaints and disputes


9-15 April Mid-semester Break --------------------------------- -------------------

Week 9 - 13 April

 Dispute resolution methods and bodiesFNSICGEN404A/01
Week 10 - 20 April Complaints procedures and policiesFNSICGEN404A/01

Week 11 - 27 April

 Simulation of conflict/dispute resolutionFNSICGEN404A/01
Week 12 - 4 May Group research for  Case Scenario Presentations 
Week 13 - 11 May Case Scenario PresentationsFNSICGEN402A/01

Week 14 - 18 May Final testFNSICGEN402A/01

Week 15 - 25 May Feedback 
This teaching schedule is subject to change according to circumstances and progress of students

Learning Resources

Prescribed Texts

There is currently no prescribed text for this course. Students will be advised if a text is selected


Reference materials will be advised

Other Resources

Materials will be provided as appropriate

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.

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

Assessment weighting for this course takes the following form:

Simulation of a workplace negotiation:                   20%
Simulation of conflict/dispute resolution:                15%
Presentation/case scenario:                                      15%
Written formal business report(s)/test:                   50%

Assessment Matrix






Dispute- resolution

Plan the negotiation              X                        X    X
Conduct the negotiation             X            X    X
Finalise the negotiation             X            X    X
Establish that a dispute exists                    X            X    X
Investigate the dispute and determine the action to be taken                    X            X    X
Resolve dispute                    X            X    X
Finalise dispute                   X            X    X

Other Information

Teacher Contact
Out of class communication to all students will occur using the RMIT student email. It is essential that you check your student email prior to attending each class.
Consultation times will be made available to you in the first week of classes. Consultations may also be arranged via email.

Self Managed Learning
The student will be required to undertake research and assessment practice outside of regular class times. Exercises are provided to the student to facilitate their learning in a self-paced manner and form part of the overall achievement of the competencies in this course. Students are reminded that they are expected to spend an equal amount of time outside of class, furthering their understanding of the concepts being taught, as they do in class, to be deemed competent in this course

Academic Administration Procedures
Students who require general assistance should, in the first instance, approach their class teacher. After that, students may contact the Course Coordinator and finally, yo Program Coordinator

Plagiarism is the presentation of the work, idea or creation of another person as though it is your own. It is a form of cheating and is a very serious academic offence that may lead to expulsion from the University. Plagiarised material can be drawn from, and presented in, written, graphic and visual form, including electronic data and oral presentation. Plagiarism occurs when the origin of the material used is not appropriately cited. it also occurs through enabling plagiarism, which is the act of assisting or allowing another person to plagiarise or to copy your own work. Please make sure you consider this carefully in completing all your work and assessments in this course and if you are unsure about whether you might have plagiarised, seek help from your teacher.

Examples of plagiarism include:
• Copying sentences or paragraphs word-for-word from one or more sources, whether published or unpublished, which could include but is not limited to books, journals, reports, theses, websites, conference papers, course notes, etc. without proper citation;
• Piecing together text from one or more sources and adding only linking sentences;
• Copying or submitting whole or parts of computer files without acknowledging their source;
• Copying a whole or any part of another student’s work; and
• Submitting work as your own that someone else has done for you.

For further information including “Plagiarism (and how to avoid it): Resources for Students” please refer to the Plagiarism section of the RMIT Policies, available at in the Teaching and Learning Policy section.

For information relating to the penalties for plagiarism and cheating, please refer to Regulation 6.1.1 Student Discipline available at
Penalties include official reprimand, recording of a failure result or expulsion from the University.

The originality verification software Turnitin (see, may be used on assessments in this course.

Note: you must complete a hardcopy of the RMIT coversheet with your assessment submissions:

To support you with issues associated with the honesty and full referencing of external work presented in assignments, please visit the University website for Academic Integrity: 

Support resources for yourself as a student to ensure that your submitted assessment accurately represents your work are provided at:

Submission of written work/assessment
All of your written work must conform with RMIT’s guidelines “Written Reports And Essays: Guidelines For Referencing And Presentation In RMIT Business” which can be found at:

All of your written assessments must be lodged by the due date in the format specified for the particular assessment task. Written assessments must have a footer containing: student number, student name, course code, title of assessment and teacher’s name.

Staple your assignment. Please do not place in plastic binders or plastic pockets.

Attach a signed Assignment Cover Sheet to each submission of written work or assessment. Cover Sheets are available near the lifts on Level 13 or from

You must keep a copy of your assignment/written work, which can be produced if the original is lost or damaged

Supervised Assessment
Unless otherwise instructed by your class teacher, course coordinator or invigilator, the following conditions apply to your supervised assessments:
• All answers are written in blue or black pen only. Answers written in other colours or pencil will not be marked, excluding diagrams.
• The only materials which may be brought into the assessment room are blue or black pens, pencil, eraser and correction fluid. Items such as electronic dictionaries, mobile phones, electronic devices, written material and paper are not to be brought into the assessment room. It is a breach of assessment conditions to have any unauthorized materials or equipment in the assessment room.
• Assessment papers, questions and other material provided by the University are not to be removed from the assessment room.
• There is no communication of any kind with any person either inside or outside the assessment venue, apart from the assessment supervisor/invigilator or course teachers.

Special Consideration
Special Consideration is a process that enables the University to take account of unexpected circumstances such as illness, injury or bereavement that affect a student’s performance in assessment. Special Consideration can be applied for to obtain a classroom-based deferred assessment, eg: test or a role play.

You may apply for special consideration up to and no later than 48 hours (2 working days) after the date of the classroom based assessment. Forms are available from BTS Reception on Level 13 or from

Grounds for special consideration may include illness, accident, bereavement, hardship/trauma. All supporting documentation must be included with your application. Completed forms must be addressed submitted to the Hub on Level 4 Building 108. Further information can be accessed from 

Non and Late Submission of Work
Applications for special consideration for late submission or non-submission of assignments or work  must go to the Special Consideration Committee. The criteria for this special consideration are no different to those for classroom-based applications. These applications are to be submitted on an Application for Extension of Submittable Work form. 

If you do not attempt an assessment or meet an assessment deadline and have not been granted Special Consideration, you will not receive a mark for the assessment and be deemed NYC (Not Yet Competent).

Appealing Assessment
You are entitled to appeal assessment results. Any appeal should be submitted to the Course Co-ordinator Student Liaison, Seymour Jacobson not more than 10 days after receiving notice of the result for the assessment. Please refer to RMIT Policy – Appeal Against Assessment Result available at in the Teaching and Learning Policy area



Course Overview: Access Course Overview