Course Title: Negotiate to achieve goals and manage disputes

Part B: Course Detail

Teaching Period: Term1 2020

Course Code: GEDU6066C

Course Title: Negotiate to achieve goals and manage disputes

School: 650T Vocational Business Education

Campus: City Campus

Program: C6164 - Advanced Diploma of Conveyancing

Course Contact: Callie Harvey

Course Contact Phone: +61 3 9925 5772

Course Contact Email:

Name and Contact Details of All Other Relevant Staff

Trish Barcatta

Nominal Hours: 50

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


Course Description

This unit describes the skills and knowledge required to establish and gain agreement to organisational goals, and identify, document and effectively manage disputes with stakeholders to achieve the best outcome.

It applies to individuals who use well-developed judgement skills and a range of negotiation techniques to manage others to reach agreement.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

FNSORG601 Negotiate to achieve goals and manage disputes


1. Establish needs of parties

Performance Criteria:

1.1 Identify desires, needs, requirements and outcomes of all parties using open and professional communication strategies

1.2 Identify and document potential issues and problems, and successful outcomes for organisation and client

1.3 Identify, analyse and discuss strategies and options for achieving outcomes with relevant parties

1.4 Identify and evaluate risks and contingency strategies

1.5 Establish information, facts and issues relevant to situation, and obtain expert advice from third parties or other professionals where required prior to negotiations


2. Negotiate to achieve agreed outcome

Performance Criteria:

2.1 Obtain agreement on strategies and options to achieve goals and complete processes, and communicate it professionally to relevant parties

2.2 Review strategies and options for compliance with contractual, legislative, regulatory and professional requirements, in accordance with organisational policy and procedures

2.3 Obtain, confirm and correctly document agreement by all parties 


3. Identify and document causes of disputes

Performance Criteria:

3.1 Identify and analyse issues or disputes promptly and establish position of relevant parties

3.2 Use professional communication techniques that demonstrate respect and empathy for other viewpoints and positions to establish confidence of relevant parties

3.3 Document disputes and issues promptly and accurately, and verify with all relevant parties 


4. Implement and manage strategies to resolve disputes

Performance Criteria:

4.1 Identify, evaluate and implement strategies and options which are most likely to achieve favourable outcomes for all relevant parties

4.2 Implement proceedings promptly to settle dispute in accordance with legislative, regulatory, professional and organisational requirements

4.3 Manage dispute to optimise likelihood of favourable outcome for all parties in line with organisational policy and goals

4.4 Ensure procedures to resolve dispute are in accordance with organisational policy and procedures, and legislative, regulatory and professional requirements

4.5 Document accurate, thorough and accessible records of all aspects of dispute for follow up and future reference

4.6 Contact relevant parties to identify any follow up action required to ensure client satisfaction

Learning Outcomes

Details of Learning Activities

A range of learning activities are planned for this course including self-paced and collaborative classroom based activities.

The self-paced activities will be delivered thought various technology platforms and may include your contribution to wikis and discussion threads, reflective journals, quizzes and interactive sessions.

The collaborative classroom based activities will include group discussion, group problem solving activities and opportunities to practice your skills in a simulated/real workplace environment.

We expect you to participate and contribute in all scheduled learning activities.

Teaching Schedule

The following courses are are delivered together under the unit title Negotiate and Finalise Transactions:

  • BSBCNV505/BUSM7920C Finalise Conveyancing Transaction
  • FNSORG601/GEDU6066C Negotiate Goals and Manage Disputes

(Please note that this schedule is subject to change)

Course Schedule: Negotiate and Finalise Transactions, Semester 1, 2020




Week 1

February 10

Introduction to conveyancing settlements

General discussion of assessments

Week 2

February 17

Negotiation part 1: Introduction and preparation


Week 3

February 24

Negotiation part 2: Tactics, making offers


Week 4

March 2

Negotiation part 3: Documenting the settlement & post settlement management

Assessment 1 to be available on Canvas

Week 5

March 9

Types of Dispute Resolution


Week 6

March 16

Advising clients about dispute resolution


Week 7

March 23

In class, practice dispute resolution


Week 8

March 30

Theory of Adjustments of outgoings


Week 9 

April 6

Adjustments practice - basics includes PEXA demonstration on date to be confirmed


Mid-Semester Break

Week 10

April 20

Adjustments practice

Assessment 1 due for submission on canvas 

Week 11

April 27

Adjustments practice


Week 12

May 4

Adjustments practice - extra

Release of documents for Assessment 2

Week 13

May 11


Feedback on assessment 1 due.

Week 14

May 18



Week 15

May 25

In class test on adjustment of outgoings

Assessment 2, in class test, adjustment statement and letter of advice.

Week 16

June 1



Week 17

June 8

Grade Entry


The nominal hours associated with this are a guide only and represent the total teaching time and student effort required to successfully complete the course. This may include not only scheduled classes but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities including the self - paced activities in the workbooks.  

Learning Resources

Prescribed Texts


Other Resources

Online learning materials can be accessed by going into the RMIT's Learning Management System, Canvas. 

The online learning materials listed may include: 

  • Course outlines
  • Power point Presentations
  • Supporting Reading material
  • Industry relevant articles
  • Activities

Overview of Assessment

In order to achieve competency in this unit, you must provide:

Performance Evidence
Evidence of the ability to:

  • apply high level communication, interpersonal and negotiation skills to achieve rapport and empathy with others
  • manage relationships to achieve goals and results
  • use sound conflict resolution skills and contingency strategies
  • comply with relevant legislation, regulations and professional codes of practice.

Knowledge Evidence
To complete the unit requirements safely and effectively, you must:

  • explain dispute resolution and conflict theory and strategies
  • describe negotiating processes and strategies
  • explain the organisational policy and procedures that relate to negotiation and dispute management
  • explain the application of risk assessment and evaluation strategies to dispute management
  • explain the application of contract law to dispute management
  • outline current legislative, regulatory and industry practices, procedures and services that relate to negotiation and dispute management
  • outline relevant business principles and practices
  • describe relevant consumer protection requirements.

 Assessment Conditions
Assessment must be conducted in a safe environment where evidence gathered demonstrates consistent performance of typical activities experienced in the organisational skills field of work and include access to:

  • common office equipment, technology, software and consumables
  • organisational policy and procedures documentation.           

You are advised that you are likely to be asked to personally demonstrate your assessment work to your teacher to ensure that the relevant competency standards are being met.

Feedback will be provided throughout the semester in class and/or online discussions. You are encouraged to ask and answer questions during class time and online sessions so that you can obtain feedback on your understanding of the concepts and issues being discussed.

You should take note of all feedback received and use this information to improve your learning outcomes and final performance in the course. Finally, you can email or arrange an appointment with your teacher to gain more feedback on your progress.

Assessment Tasks

There are two assessment tasks that you need to complete satisfactorily in order to be deemed competent in the co-delivered courses BUSM7920C Finalise Conveyancing Transaction and GEDU6066C Negotiate Goals and Manage Disputes.

Assessment 1: Memorandum of Advice

Due: Tuesday, 21 April 2020

Summary and Purpose: The purpose of this assessment is to demonstrate that you are working to industry standards in providing advice on a conveyancing contract of sale of land and how to negotiate to achieve a resolution of a dispute which develops between the parties.

Assessment Instructions: This assessment task involves writing a memorandum of advice to your clients in accordance with the instructions outline on Canvas. 

Assessment 2: In-Class Test

Due: Tuesday, 26 May 2020

Summary and Purpose: The purpose of this assessment is to demonstrate that you are working to industry standards in providing the Statement of Adjustments and Settlement Statement to your clients and explaining the adjustments in a manner your clients can understand.

Assessment Instructions: This assessment task involves preparing a Statement of Adjustments and Settlement Statement in a supervised In Class test using your laptop computer, but with no access to the internet and any online programs (e.g. the one you may use at work). In effect, we want you to work out the adjustments manually to show how you understand the apportionment of outgoings. 

You are permitted to use a numeric calculator.  You will be provided with a Vendor’s Section 32 Statement with the statutory and Owners Corporation certificates and you can take the amounts in the Certificates as being correct and current. 

In addition, you will be asked to do a letter of advice to your purchaser clients explaining in plain English the adjustments of council, water, Land Tax (if any), Owners Corporation fees and titles office fees.  Also, you will outline to your purchaser clients the electronic settlement procedure

Assessment Matrix

The assessment matrix that maps all the assessment is available on Canvas.


Other Information

Submission Requirements

  • Ensure that you submit assessments on or before the due date.
  • Always retain a copy of your assessment tasks. (hard copy and soft copy)
  • When you submit work for assessment at RMIT University you need to use the Assessment task document that includes a declaration and statement of authorship.
  • Each page of your assessment should include a footer with your name, student number, the title of the assessment, unit code and title and page numbers.


Resubmissions (VET Programs)

If you are found to be unsuccessful (Not satisfactory/Unsatisfactory) in a Course Assessment Task you will be allowed one resubmission.  Your teacher will provide feedback regarding what you need to do to improve and will set a new deadline for the resubmission.

If you are still not meeting the assessment requirements you must apply to your Program Manager in writing outlining the steps you will take to demonstrate competence in your course. Your submission will be considered by the Program Team and you will be advised of the outcome as soon as possible.


Penalties for Late Submission 

Late submissions of assignments without special consideration or extension will automatically be considered a re-submission (see above).


Extensions, Special Consideration and Adjustment to Assessments



Extensions are available for unforeseen circumstances of a short-term nature.

An application form must be submitted to the school at least one working day before the due date of the assessment.

Extensions can be approved for a maximum of one week (seven calendar days) past the due date for an assessment. (Where students need an extension exceeding one week they must instead apply for special consideration.)


Special consideration:

Special consideration is available for unexpected circumstances outside students’ control. These include but are not limited to: unexpected short-term ill health, and unavoidable family, work, cultural or religious commitments.

An application for special consideration is made in advance of an assessment wherever possible but will normally be accepted within five working days after the assessment date

For more information, see the Special Consideration page of the RMIT website.


Adjustments to Assessment:

RMIT provides several adjustments to assessment for students experiencing ongoing or long-term circumstances. Find the right one for your circumstances here.


Changes to the Assessment Scheme

Where a change to assessment approved by the dean/head of school changes an assessment due date, students will be given at least five working days’ notice of the new due date.



You can expect to receive marks and feedback on in-course assessment work in time to improve your performance in related assessment tasks later in the course.


Academic Integrity and Misconduct

Students demonstrate academic integrity in their assessment practices by:

  • engaging with assessment activities in an honest way;
  • providing accountability for the authorship and originality of work submitted;
  • acknowledging the work of others and the re-use of original work.

Academic misconduct is addressed in accordance with the Student conduct policy

Assessment involving research with human participants, their information or their tissue, or animal subjects is carried out in accordance with the Staff ethics and integrity policy.

For further information see the Academic Integrity website.


Review and Appeal

A student may request a review of an assessment result or appeal a final course grade in accordance with the Conduct of assessment and appeals section of the Assessment Processes.


Grade Criteria

You must demonstrate that you have all the required skills/knowledge/elements in the unit of competency you are studying.

The following grades are available for this course.

Vocational education grades:

CA - Competency Achieved

NYC - Not Yet Competent

DNS - Did Not Submit for assessment


Course Overview: Access Course Overview