Assessor Resource

PSPGEN049
Undertake negotiations

Assessment tool

Version 1.0
Issue Date: April 2024


This unit describes the skills required to undertake negotiations. It includes planning and finalising negotiation outcomes.

This unit applies to those working in generalist and specialist roles within the public sector.

The skills and knowledge described in this unit must be applied within the legislative, regulatory and policy environment in which they are carried out. Organisational policies and procedures must be consulted and adhered to.

Those undertaking this unit would work independently performing complex tasks in a range of familiar and unfamiliar contexts.

No licensing, legislative or certification requirements apply to 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.

ELEMENTS

PERFORMANCE CRITERIA

Elements describe the essential outcomes

Performance criteria describe the performance needed to demonstrate achievement of the element. Where bold italicised text is used, further information is detailed in the range of conditions section.

1. Plan for negotiation

1.1 Clarify the purpose of the negotiation and the issue/s under consideration with affected personnel and through analysis of all related information.

1.2 Identify primary needs and desired outcomes of all parties.

1.3 Determine the organisation's position in consultation with senior personnel, and devise a negotiation approach based on an analysis of the strengths and weaknesses of the position.

1.4 Collect, analyse and organise information relating to the negotiation, including any precedents.

1.5 Agree upon timeframe and logistics, develop a negotiation plan and communicate to other staff, if any, involved in the negotiation team.

2. Conduct negotiation

2.1 Agree upon the issue/s under consideration and the negotiation process to be used with all parties and document.

2.2 Use negotiation techniques to persuade the other party of the strength of the argument in favour of the organisation's position.

2.3 Modify the negotiation plan if necessary to respond to contingencies.

2.4 Select and use techniques for dealing with conflict or deadlocks in accordance with the negotiation plan and the progress of the negotiation.

2.5 Discuss options for resolving the issue and determine the acceptability of these to the parties.

3. Finalise negotiation outcomes

3.1 Reach an agreed conclusion, document and obtain sign-off by the parties.

3.2 Report negotiation outcomes and debrief stakeholders if required.

3.3 Determine any further action required as a result of agreement and action.

3.4 Review the negotiation process and outcomes, and document lessons learnt for future use.

Evidence required to demonstrate competence must satisfy all of the requirements of the elements and performance criteria. If not otherwise specified the candidate must demonstrate evidence of performance of the following on at least one occasion.

applying legislation, regulations and policies relating to negotiating in the public sector

communicating with diverse stakeholders including the other party, team members and senior management

communicating by listening, questioning, establishing rapport and responding

applying decision making and problem-solving

adjusting quickly to new information or unexpected questions and attitudes

Evidence required to demonstrate competence must satisfy all of the requirements of the elements and performance criteria. If not otherwise specified the depth of knowledge demonstrated must be appropriate to the job context of the candidate.

legislation, regulations, policies, procedures and guidelines relating to negotiations in the public sector

sources of organisational information

delegations and lines of authority

decision making

negotiation techniques

conflict resolution

recordkeeping requirements for negotiations

This unit contains no specific industry-mandated assessment conditions. Guidance on suggested and recommended conditions and methods can be found in the Implementation Guide.

Assessors must satisfy the NVR/AQTF mandatory competency requirements for assessors.

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.

ELEMENTS

PERFORMANCE CRITERIA

Elements describe the essential outcomes

Performance criteria describe the performance needed to demonstrate achievement of the element. Where bold italicised text is used, further information is detailed in the range of conditions section.

1. Plan for negotiation

1.1 Clarify the purpose of the negotiation and the issue/s under consideration with affected personnel and through analysis of all related information.

1.2 Identify primary needs and desired outcomes of all parties.

1.3 Determine the organisation's position in consultation with senior personnel, and devise a negotiation approach based on an analysis of the strengths and weaknesses of the position.

1.4 Collect, analyse and organise information relating to the negotiation, including any precedents.

1.5 Agree upon timeframe and logistics, develop a negotiation plan and communicate to other staff, if any, involved in the negotiation team.

2. Conduct negotiation

2.1 Agree upon the issue/s under consideration and the negotiation process to be used with all parties and document.

2.2 Use negotiation techniques to persuade the other party of the strength of the argument in favour of the organisation's position.

2.3 Modify the negotiation plan if necessary to respond to contingencies.

2.4 Select and use techniques for dealing with conflict or deadlocks in accordance with the negotiation plan and the progress of the negotiation.

2.5 Discuss options for resolving the issue and determine the acceptability of these to the parties.

3. Finalise negotiation outcomes

3.1 Reach an agreed conclusion, document and obtain sign-off by the parties.

3.2 Report negotiation outcomes and debrief stakeholders if required.

3.3 Determine any further action required as a result of agreement and action.

3.4 Review the negotiation process and outcomes, and document lessons learnt for future use.

Evidence required to demonstrate competence must satisfy all of the requirements of the elements and performance criteria. If not otherwise specified the candidate must demonstrate evidence of performance of the following on at least one occasion.

applying legislation, regulations and policies relating to negotiating in the public sector

communicating with diverse stakeholders including the other party, team members and senior management

communicating by listening, questioning, establishing rapport and responding

applying decision making and problem-solving

adjusting quickly to new information or unexpected questions and attitudes

Evidence required to demonstrate competence must satisfy all of the requirements of the elements and performance criteria. If not otherwise specified the depth of knowledge demonstrated must be appropriate to the job context of the candidate.

legislation, regulations, policies, procedures and guidelines relating to negotiations in the public sector

sources of organisational information

delegations and lines of authority

decision making

negotiation techniques

conflict resolution

recordkeeping requirements for negotiations

This unit contains no specific industry-mandated assessment conditions. Guidance on suggested and recommended conditions and methods can be found in the Implementation Guide.

Assessors must satisfy the NVR/AQTF mandatory competency requirements for assessors.

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 the purpose of the negotiation and the issue/s under consideration with affected personnel and through analysis of all related information. 
Identify primary needs and desired outcomes of all parties. 
Determine the organisation's position in consultation with senior personnel, and devise a negotiation approach based on an analysis of the strengths and weaknesses of the position. 
Collect, analyse and organise information relating to the negotiation, including any precedents. 
Agree upon timeframe and logistics, develop a negotiation plan and communicate to other staff, if any, involved in the negotiation team. 
Agree upon the issue/s under consideration and the negotiation process to be used with all parties and document. 
Use negotiation techniques to persuade the other party of the strength of the argument in favour of the organisation's position. 
Modify the negotiation plan if necessary to respond to contingencies. 
Select and use techniques for dealing with conflict or deadlocks in accordance with the negotiation plan and the progress of the negotiation. 
Discuss options for resolving the issue and determine the acceptability of these to the parties. 
Reach an agreed conclusion, document and obtain sign-off by the parties. 
Report negotiation outcomes and debrief stakeholders if required. 
Determine any further action required as a result of agreement and action. 
Review the negotiation process and outcomes, and document lessons learnt for future use. 
Clarify the purpose of the negotiation and the issue/s under consideration with affected personnel and through analysis of all related information. 
Identify primary needs and desired outcomes of all parties. 
Determine the organisation's position in consultation with senior personnel, and devise a negotiation approach based on an analysis of the strengths and weaknesses of the position. 
Collect, analyse and organise information relating to the negotiation, including any precedents. 
Agree upon timeframe and logistics, develop a negotiation plan and communicate to other staff, if any, involved in the negotiation team. 
Agree upon the issue/s under consideration and the negotiation process to be used with all parties and document. 
Use negotiation techniques to persuade the other party of the strength of the argument in favour of the organisation's position. 
Modify the negotiation plan if necessary to respond to contingencies. 
Select and use techniques for dealing with conflict or deadlocks in accordance with the negotiation plan and the progress of the negotiation. 
Discuss options for resolving the issue and determine the acceptability of these to the parties. 
Reach an agreed conclusion, document and obtain sign-off by the parties. 
Report negotiation outcomes and debrief stakeholders if required. 
Determine any further action required as a result of agreement and action. 
Review the negotiation process and outcomes, and document lessons learnt for future use. 

Forms

Assessment Cover Sheet

PSPGEN049 - Undertake negotiations
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Assessment Record Sheet

PSPGEN049 - Undertake negotiations

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