Assessor Resource

FNSCUS401
Participate in negotiations

Assessment tool

Version 1.0
Issue Date: May 2024


This unit describes the skills and knowledge required to take part in negotiations as an individual or member of a team, plan and prepare, and apply effective negotiating techniques to finalise an agreement.

It applies to individuals who may use a range of specialised techniques in job roles across all sectors of the financial services industry.

No licensing, legislative or certification requirements apply to this unit at the time of publication.

You may want to include more information here about the target group and the purpose of the assessments (eg formative, summative, recognition)


Evidence Required

List the assessment methods to be used and the context and resources required for assessment. Copy and paste the relevant sections from the evidence guide below and then re-write these in plain English.

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Plan negotiation

1.1 Clarify purpose of negotiation, including content and desired outcomes

1.2 Select approach to take based on analysis of strength and weakness of position, and most appropriate negotiating style

1.3 Identify consequences of not reaching agreement and determine other alternatives

1.4 Collect, analyse and organise all information relevant to negotiation

2. Conduct negotiation

2.1 Use effective presentation skills, speaking, listening and questioning techniques to put forward a strong argument to other parties

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

2.3 Use effective techniques for dealing with conflict and breaking deadlocks, where required

2.4 Confirm final position, ensuring agreement and understanding by all parties

3. Finalise negotiation

3.1 Accurately document agreement including timelines for agreements to be implemented, if appropriate

3.2 Evaluate outcome of negotiation and decide if further action is required

Evidence of the ability to:

plan, conduct and finalise negotiations that result in mutually acceptable agreements for negotiating parties

work cooperatively and treat all parties professionally and with respect during all stages of the negotiation

document outcomes of negotiations following organisational procedures.

Note: If a specific volume or frequency is not stated, then evidence must be provided at least once.

To complete the unit requirements safely and effectively, the individual must:

identify and describe different negotiating styles

describe the role of presentation skills and questioning techniques in conducting negotiations

outline conflict resolution strategies and techniques that can be used to break deadlocks

describe key features of organisational policy and procedures relating to negotiating outcomes

identify and outline key requirements of relevant legislation and industry codes of conduct that apply to customer service negotiations in financial services work.

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

common office equipment, technology, software and consumables

relevant industry codes of conduct and legislation.

Assessors must satisfy NVR/AQTF assessor requirements.

Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assingnment, checklist) and due date here

Assessment task 1: [title]      Due date:

(add new lines for each of the assessment tasks)

Assessment Tasks

Copy and paste from the following data to produce each assessment task. Write these in plain English and spell out how, when and where the task is to be carried out, under what conditions, and what resources are needed. Include guidelines about how well the candidate has to perform a task for it to be judged satisfactory.

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Plan negotiation

1.1 Clarify purpose of negotiation, including content and desired outcomes

1.2 Select approach to take based on analysis of strength and weakness of position, and most appropriate negotiating style

1.3 Identify consequences of not reaching agreement and determine other alternatives

1.4 Collect, analyse and organise all information relevant to negotiation

2. Conduct negotiation

2.1 Use effective presentation skills, speaking, listening and questioning techniques to put forward a strong argument to other parties

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

2.3 Use effective techniques for dealing with conflict and breaking deadlocks, where required

2.4 Confirm final position, ensuring agreement and understanding by all parties

3. Finalise negotiation

3.1 Accurately document agreement including timelines for agreements to be implemented, if appropriate

3.2 Evaluate outcome of negotiation and decide if further action is required

Evidence of the ability to:

plan, conduct and finalise negotiations that result in mutually acceptable agreements for negotiating parties

work cooperatively and treat all parties professionally and with respect during all stages of the negotiation

document outcomes of negotiations following organisational procedures.

Note: If a specific volume or frequency is not stated, then evidence must be provided at least once.

To complete the unit requirements safely and effectively, the individual must:

identify and describe different negotiating styles

describe the role of presentation skills and questioning techniques in conducting negotiations

outline conflict resolution strategies and techniques that can be used to break deadlocks

describe key features of organisational policy and procedures relating to negotiating outcomes

identify and outline key requirements of relevant legislation and industry codes of conduct that apply to customer service negotiations in financial services work.

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

common office equipment, technology, software and consumables

relevant industry codes of conduct and legislation.

Assessors must satisfy NVR/AQTF assessor requirements.
Copy and paste from the following performance criteria to create an observation checklist for each task. When you have finished writing your assessment tool every one of these must have been addressed, preferably several times in a variety of contexts. To ensure this occurs download the assessment matrix for the unit; enter each assessment task as a column header and place check marks against each performance criteria that task addresses.

Observation Checklist

Tasks to be observed according to workplace/college/TAFE policy and procedures, relevant legislation and Codes of Practice Yes No Comments/feedback
Clarify purpose of negotiation, including content and desired outcomes 
Select approach to take based on analysis of strength and weakness of position, and most appropriate negotiating style 
Identify consequences of not reaching agreement and determine other alternatives 
Collect, analyse and organise all information relevant to negotiation 
Use effective presentation skills, speaking, listening and questioning techniques to put forward a strong argument to other parties 
Conduct negotiation in a professional manner, including showing respect for those with whom negotiations are conducted 
Use effective techniques for dealing with conflict and breaking deadlocks, where required 
Confirm final position, ensuring agreement and understanding by all parties 
Accurately document agreement including timelines for agreements to be implemented, if appropriate 
Evaluate outcome of negotiation and decide if further action is required 

Forms

Assessment Cover Sheet

FNSCUS401 - Participate in negotiations
Assessment task 1: [title]

Student name:

Student ID:

I declare that the assessment tasks submitted for this unit are my own work.

Student signature:

Result: Competent Not yet competent

Feedback to student

 

 

 

 

 

 

 

 

Assessor name:

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Date:

Assessment Record Sheet

FNSCUS401 - Participate in negotiations

Student name:

Student ID:

Assessment task 1: [title] Result: Competent Not yet competent

(add lines for each task)

Feedback to student:

 

 

 

 

 

 

 

 

Overall assessment result: Competent Not yet competent

Assessor name:

Signature:

Date:

Student signature:

Date: