Course Title: Participate in negotiations
Part B: Course Detail
Teaching Period: Term1 2008
Course Code: SOSK5140C
Course Title: Participate in negotiations
School: 650T TAFE Business
Campus: City Campus
Program: C4170 - Certificate IV in Financial Services
Course Contact : Seymour Jacobson
Course Contact Phone: +61 3 9925 1563
Course Contact Email:seymour.jacobson@rmit.edu.au
Name and Contact Details of All Other Relevant Staff
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.
National Codes, Titles, Elements and Performance Criteria
National Element Code & Title: |
FNSICGEN402A Participate in negotiations |
Element: |
Conduct the negotiation |
Performance Criteria: |
1 Effective presentation skills, speaking, listening and questioning techniques are used to put forward a strong argument to other parties |
Element: |
Finalise the negotiation |
Performance Criteria: |
1 The agreement is accurately documented, including timelines for agreements to be implemented, if appropriate |
Element: |
Plan the negotiation |
Performance Criteria: |
1 The purpose of the negotiation is clarified, including content and desired outcomes |
Learning Outcomes
Refer to performance elements and performance criteria.
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 group project, case-study and tutorial exercises in order to develop competency including underpinning skills and knowledge.
This unit is co-delivered and assessed with:
BAFI5127C Resolve disputes
Elements of the two competencies are overlapping and will be co-delivered in class activities, assessment activities and grading.
Teaching Schedule
Week Beginning | Topics | Assessment |
Week 1: 11 Feb | Conflict: definition and resolution methods | |
Week 2: 18 Feb | Negotiation: definition, purpose, stages | |
Week 3: 25 Feb | Negotiation: preparation and tactics | |
Week 4: 3 Mar | Negotiation skills: listening, questioning and persuasive techniques | |
Week 5: 10 Mar | Negotiation skills: bargaining and finalising | |
Week 6: 17 Mar | Simulation of a workplace negotiation | |
Mid Semester Break (Student Vacation) From Thursday 20th to return to class on Thursday 27th March |
||
Week 6: 24 Mar | Simulation of a workplace negotiation | |
Week 7: 31 Mar | Evaluate outcome of negotiation | |
Week 8: 7 April | On-line research | |
Week 9: 14 April | Causes of customer complaints and disputes | |
Week 10: 21 April | Dispute resolution methods and bodies | |
Week 11: 28 April | Simulation of conflict / dispute resolution | |
Week 12: 5 May | Complaints procedures / policies. | |
Week 13: 12 May | Disputes and resolution practices. | |
Week 14: 19 May | Verbal presentation | |
Week 15: 26 May | Verbal presentation | |
Week 16: 2 June | Written formal business report/test | |
Week 17: 9 June | Written formal business report/test | |
Week 18 – 18 June | Feedback on assignment & assessment |
Learning Resources
Prescribed Texts
Communicate for Business, Access series, McGraw Hill |
References
Print-based resources |
Other 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.
Overview of Assessment
Assessment may incorporate a variety of methods including a group simulation of a workplace negotiation based activity, a group simulation of conflict / dispute resolution, exploring dispute handling procedures in a financial services setting, a verbal presentation, a written formal business report and tests.
You will receive ongoing feedback on your progress in the course. Feedback on assessment will be given in a timely manner. You will be informed about how to improve your performance in the competency/course and what you need to do to be deemed competent or to gain a pass in the assessment.
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%
Verbal presentation/case study: 15%
Written formal business report(s)/test: 50%
The final mark is based on all assessment components. To receive a pass for this course a student must achieve a pass in each competency element.
Assessment Matrix
Simulation negotiation | Simulation dispute resolution | Simulation dispute resolution | Written business report/test | |
Plan the negotiation | X | X | ||
Conduct the negotiation | X | X | ||
Finalise the negotiation | 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 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
Students will be required to undertake research and assessment practice outside of regular class times. Exercises are provided to the 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.
Course Evaluation & Feedback
Feedback on the course itself is welcome at any time to the class teacher, course coordinator or program coordinator. Periodic course evaluation surveys are also conducted.
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.
Submission of written work/assessment
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.
You must keep a copy of your assignment/written work, which can be produced if the original is lost or damaged.
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, you will not receive a mark for the assessment.
Please note: If you fail an assessment you will be given more that one chance to pass that assessment.
Academic Administration Procedures
Please refer to your student diary or the RMIT web site for all academic procedures.
Course Overview: Access Course Overview