Course Title: Participate in negotiations

Part B: Course Detail

Teaching Period: Term1 2010

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

Sylwia Greda-Bogusz

ph: 9925 5441



Vivien Wong

ph: 99255494


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:

• The purpose of the negotiation is clarified, including content and desired outcomes
• The approach to be taken is based on an analysis of the strength and weakness of the position and the most appropriate negotiating style
• The consequences of not reaching agreement are identified and other alternatives are determined
• All information relevant to the negotiation is collected, analysed and organised to support the selected approach
• Effective presentation skills, speaking, listening and questioning techniques are used to put forward a strong argument to other parties
• The negotiation is conducted in a professional manner, including showing respect for those with whom the negotiations are conducted
• Effective techniques are used for dealing with conflict and breaking deadlocks, where required
• The final position is confirmed, ensuring agreement and understanding by all parties
• The agreement is accurately documented, including timelines for agreements to be implemented, if appropriate
• 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 learning activities, which will include:
an initial introduction to topics and techniques via teacher directed learning, tutorial-based discussion groups, role-plays to explore individual reactions to particular situations, a case-study, tutorial exercises and presentation, in order to develop competency including underpinning skills and knowledge, as well as written exam.

This unit is co-delivered and co-assessed holistically with:
BAFI5127C Resolve disputes

Elements of the two competencies are overlapping, will be co-delivered in class activities, assessment activities and grading.

Teaching Schedule

Week beginningTopicsElements/Assessment/ Resources
Week 1
8th February 2010
 Course introduction
Negotiation: definition, purpose, stages
Conflict: definition and resolution methods
Disputes: definition, resolution methods
 Week 2
15th February 2010
 Negotiation skills: listening, questioning and persuasive techniques.
Effective presentation skills: techniques used to put forward a strong argument to other parties
 Week 3
22nd February 2010
 Negotiation: Preparation and tactics, questioning skills Elements:
 Week 4
1st March 2010
 Negotiation skills: bargaining and finalising Elements:
 Week 5
8th March 2010
 Simulation of a workplace negotiation in class competency assessment Elements:

Competency Assessment 1 A (10%)
Attendance compulsory
 Week 6
15th March 2010
 Evaluate outcome of negotiation Elements:


Competency Assessment 1 B (10%)
Due – 19th of March 2010Level 13 BOX by 4pm
Written report on simulation
 Week 7
22nd March 2010
 Feedback on Competency Assessment 1 A&B
Industrial relations skills:
Enhancing workplace collaboration
R.Alexander., J.Lewer.,- (2004) –Understanding Australian Industrial Relations - 6th ed. Thomson
Reading Chapter 8
 Week 8
29th March 2010
 Case Studies 
 Mid Semester Break (Student Vacation)  from Thursday 1st April and including 7th of April 2010

 Classes resume on Thursday 8th of April 2010
 Week 9
12th April 2010
 Conflict in the workplace Elements:
R.Alexander., J.Lewer.,- (2004) –Understanding Australian Industrial Relations - 6th ed. Thomson
Reading Chapter 7
 Week 10
19th April 2010
 Causes of customer complaints and disputes
Overview of personality types and conflict/dispute.

Week 11
26th April 2010



 Dispute resolution methods and organisations/bodies
Disputes and resolution practices.













Week 12
3rd              May 2010

Complaints procedures / policies.                       



Competency Assessment 2 (10%) Due – 7th of May 2010 by 4pm level 13 BOX Investigation Report (on Victorian government centres                             

Week 13
12th May 2010
Simulation of conflict/dispute resolution/practical activities in classElements:
Group work – Attendance compulsory
Week 14
17th May 2010
Feedback on Competency Assessment 2.
Simulation of conflict / dispute resolution/practical activities in class
Group work – Attendance Compulsory
Week 15
24th May 2010
Simulation of conflict / dispute resolution/student presentations/peer assessment Elements:
Competency Assessment 3 (10%) Verbal presentation/student presentation in class-case study
Attendance compulsory
Week 16
31st of May 2010
Feedback on Assessment 3


Week 17
7th June 2010          
Competency Final Assessment 4                                     Elements:

Competency Final Assessment 4 (60%)
Attendance compulsory                     
Week 18Feedback on assignments & competency Attendance Compulsory

Learning Resources

Prescribed Texts

Reference Text:
R. Alexander., J. Lewer - (2004) – Understanding Australian Industrial Relations - 6th ed. Thomson

Rix P - (2006) - Selling: Managing Customer Relationships 3 ed. McGraw-Hill Australia, North Ryde NSW. Communicate for business, Access series.


References and Further Readings
Print-based resources

On-line resources
Students will be provided with on-line resources in the learning hub that include lectures and self-directed exercises, on-line feedback exercises and relevant URL’s.

Recommended readings
Recommended readings for this course as per weekly schedule.

Additional texts are available for general use from the Business library on level 5 of Building 108. A computer access laboratory is provided on level 3 and a library on level 5 of Building 108.

Other Resources

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

Competency Assessment weighting for this course takes the following form:

Simulation of a workplace negotiation and Report: Assessment 1A (10%) 1B (10%) FNSICGEN402A/01

Complaints Procedure Investigation Report: Assessment 2 (10%)

Verbal presentation/case study: Assessment 3 (20%)

Written Competency Assessment: Assessment 4 (60%)

Assessment Matrix

Elements:Simulation negotiation
Competency Assessment 1A & 1B

Investigation Report on Complaints Procedures & Policies
Competency Assessment 2

Verbal presentation/
Case Study on Dispute Resolution
Competency Assessment 3
Final Competency Formal Assessment
Competency Assessment 4


Plan the negotiationx  x
Conduct the negotiationx  x
Finalise the negotiationx  x
Establish that a dispute exists xxx
Investigate the dispute and determine the action to be taken xxx
Resolve dispute xxx
Finalise dispute  xx

Other Information

Other Information

In adherence with RMIT’s commitment to sustainability, course teachers will seek to incorporate environmental concerns in the facilitation of this course. These include, but are not limited to:
• Conserving natural resources
• Using recycled materials wherever possible
• Minimising pollution
• Applying energy savings measures
• Reducing waste
Students are encouraged to identify and follow environmental and resource efficient ways of working whilst studying this course
Teacher Contact
Out of class communication to all students will occur using the RMIT student email and/or the Blackboard. It is essential that you check your email or the Blackboard 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
Students will be required to undertake research and assessment practice outside of regular class times. Exercises are provided to students 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. Secondly, students should contact the course coordinator and lastly, the 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 Plagiarism section.

For information relating to the penalties for plagiarism and cheating, please refer to Regulation 6.1.1 Student Discipline, available at;ID=1db54sd7vspz;STATUS=A;SECTION=2;PAGE_AUTHOR=Andrea%20Syers

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, if requested by your teacher, 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:

Specifically, 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 assessment must be lodged by the due date in the format specified for the particular assessment task. Written assessment 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
Special Consideration for extension of time for submittable tasks can be submitted to Program Coordinator, Seymour Jacobson, up to 7 days from the due date of the assessment. After 7 days, the application 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.
Non and Late Submission of Work
If you do not attempt an assessment or meet an assessment deadline and have not been granted Special Consideration or Extension of time for submittable tasks, 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

Course Overview: Access Course Overview