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 |
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 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 content | Other | Elements |
| 7 |
Teamwork in negotiation. Cultural diversity
|
CUECOR02B 1.1 |
|
| 8 |
1.0 Plan the negotiation
|
CUECOR02B 1.1 |
|
| 9 | Determine 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 |
CUECOR02B 1.1 |
|
| 12 | Conduct the negotiation in a professional manner, including showing respect for those with whom negotiations are conducted | Case Study | CUECOR02B 1.1 |
| 13 | 3. Finalise the outcome Confirm and accurately document the agreement, including timelines for agreements to be implemented, if appropriate |
CUECOR02B 1.1 |
|
| 14 | Evaluate the outcome of the negotiation and determine further action to be taken if required Role plays |
Negotiation Role Play | CUECOR02B 1.1 |
| 15 | Role plays | Negotiation Role Play Assessment | CUECOR02B 1.1 |
| 16 | Wrap-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 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