Required skills

welldeveloped communication skills to

determine and confirm negotiation requirements using questioning and active listening as required

negotiate effectively and respectfully

liaise with others share information listen and understand

use language and concepts appropriate to cultural differences

research and analysis for accessing interpreting and managing documentation and related information

IT skills for accessing and using appropriate software such as spreadsheets and databases and using internet information

team working skills for working cooperatively and effectively with others

problem solving skills to address negotiation issues

judgement skills for forming recommendations in operational situations

organisational skills including the ability to plan and sequence work and plan meetings

Required knowledge

conflict resolution strategies and techniques

negotiating techniques

questioning techniques

relevant legislation and industry codes of conduct

relevant policy and procedures knowledge

relevant product knowledge

The Evidence Guide provides advice on assessment and must be read in conjunction with the performance criteria required skills and knowledge range statement and the Assessment Guidelines for the Training Package

Overview of assessment

Critical aspects for assessment and evidence required to demonstrate competency in this unit

Evidence of the ability to

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

work cooperatively with others in a team situation

apply ethical principles in negotiation

Context of and specific resources for assessment

Assessment must ensure

competency is demonstrated in the context of the financial services work environment and conditions specified in the range statement either in a relevant workplace or a closely simulated work environment

access to and the use of a range of common office equipment technology software and consumables

access to relevant industry codes of conduct and legislation

Method of assessment

A range of assessment methods should be used to assess practical skills and knowledge The following examples in combination are appropriate for this unit

evaluating an integrated activity which combines the elements of competency for the unit or a cluster of related units of competency

observing processes and procedures in workplaces or role plays

verbal or written questioning on underpinning knowledge and skills

setting and reviewing negotiation simulations or scenarios

accessing and validating third party reports

Guidance information for assessment

Purpose of the negotiation may include:

Negotiation position strength may include:

Negotiating style may include:

Effective questioning techniques may include:

Techniques for breaking deadlocks may include: