Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners

BSBWRK408A Mapping and Delivery Guide
Undertake negotiations

Version 1.0
Issue Date: March 2024


Qualification -
Unit of Competency BSBWRK408A - Undertake negotiations
Description This unit describes the performance outcomes, skills and knowledge required to effectively participate in negotiations either as an individual or as a member of a negotiating team.No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
Employability Skills This unit contains employability skills.
Learning Outcomes and Application This unit applies to individuals who have knowledge of unionism and industrial relations, and a commitment to advancing social justice principles. They provide leadership and guidance to workers and union members.The unit relates to the negotiation of a range of issues for workers, such as terms and conditions of employment, awards and agreements, workplace safety and industrial matters.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.
Prerequisites/co-requisites
Competency Field Workforce Development - Workplace Relations
Development and validation strategy and guide for assessors and learners Student Learning Resources Handouts
Activities
Slides
PPT
Assessment 1 Assessment 2 Assessment 3 Assessment 4
Elements of Competency Performance Criteria              
Element: Prepare for negotiations
  • Encourage members to raise issues and matters of concern
  • Analyse the presenting issue and obtain additional information from members and others, if required
  • Identify the purpose and objectives of the negotiation and verify the claim, including top- and bottom-line positions, in consultation with members
  • Identify and establish priorities for the negotiation
  • Undertake research to develop a position which is assessed for strengths and weaknesses, takes account of member views and is assessed against relevant policies
  • Identify main arguments, predict opponent's arguments and consider consequences of not reaching agreement
  • Select a negotiation style and make decisions on how to present the position
       
Element: Participate in negotiations
  • Assign roles for negotiators, fully brief all participants and gain support from all relevant parties for an agreed approach to the negotiations
  • Clearly state relevant facts to the issue presented in the negotiation and explain the strength of the agreed position
  • Identify relevant precedents and supporting arguments
  • Identify all negotiating positions and alternative offers
  • Utilise effective communication techniques and techniques for dealing with conflict and deadlocks
  • Monitor discussions, take notes and fully explore options consistent with objectives/policies
  • Seek adjournments where appropriate and take time to consult with others where required
  • Confirm agreed position or outcome in writing
       
Element: Finalise and monitor outcomes of negotiations
  • Confirm agreement with the relevant authority, document the agreement and file appropriately
  • Report to members on outcomes of the negotiations
  • Put mechanisms in place to ensure agreement is implemented and implementation is monitored
  • Debrief negotiating participants and take follow-up action if required
  • Evaluate effectiveness of negotiation against objectives and relevant policies
       


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.

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 following is essential:

demonstration of negotiations on a range of industrial and other relevant issues, with various stakeholders

preparation of relevant documents to support effective negotiations

knowledge of precedents for similar issues/matters.

Context of and specific resources for assessment

Assessment must ensure:

access to a range of scenarios relevant to the work of the candidate

suitable environment for re-enacting negotiations.

Method of assessment

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

analysis of responses to case studies and scenarios

demonstration of techniques

direct questioning combined with review of portfolios of evidence and third party workplace reports of on-the-job performance by the candidate

observation of demonstrated techniques in negotiation

observation of performance in role plays

observation of presentations

oral or written questioning to assess knowledge of relevant policies and procedures

review of position developed for the negotiation

review of notes taken and options explored during the negotiation

evaluation of reports to members on outcomes of the negotiations.

Guidance information for assessment

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example:

other workplace relations units.


Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assignment, 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.

Required skills

analytical and research skills to ensure proper preparation for negotiations

communication skills to negotiate effectively

innovation skills to find meaningful ways to deal with a wide range of member issues

problem-solving skills to find ways to deal with blocks to negotiation.

Required knowledge

common law rights and obligations

decisions and actions of regional, national and international union organisations and councils

precedents for similar issues/matters

relevant employment agreements, awards and terms, and conditions of employment

relevant legislation relating to industrial relations, vocational education and training, occupational health and safety, discrimination and equal employment opportunity

relevant policies and procedures.

The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.

Purpose and objectives of the negotiation may relate to:

awards and agreements

roles and responsibilities

settlement of claims

skills and training issues

terms and conditions of a contract

terms and conditions of employment

workplace health and safety issues

Negotiation style may be:

assertive

collaborative

competitive

subordinate

Relevant precedents could include:

industrial or legal decision/s and interpretations

issues at common law

other workplace/industry disputes and agreements

statutory and industrial rights and conditions

Effective communication techniques refers to:

active listening

body language

interpersonal and language style

questioning (use of open or closed questions)

Techniques for dealing with conflict and deadlocks may include:

calling in a third party

clarifying the position of both parties

notifying and undertaking industrial action

preparing a compromise or alternate position

referring back and consulting with members

restating or reframing the position

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
Encourage members to raise issues and matters of concern 
Analyse the presenting issue and obtain additional information from members and others, if required 
Identify the purpose and objectives of the negotiation and verify the claim, including top- and bottom-line positions, in consultation with members 
Identify and establish priorities for the negotiation 
Undertake research to develop a position which is assessed for strengths and weaknesses, takes account of member views and is assessed against relevant policies 
Identify main arguments, predict opponent's arguments and consider consequences of not reaching agreement 
Select a negotiation style and make decisions on how to present the position 
Assign roles for negotiators, fully brief all participants and gain support from all relevant parties for an agreed approach to the negotiations 
Clearly state relevant facts to the issue presented in the negotiation and explain the strength of the agreed position 
Identify relevant precedents and supporting arguments 
Identify all negotiating positions and alternative offers 
Utilise effective communication techniques and techniques for dealing with conflict and deadlocks 
Monitor discussions, take notes and fully explore options consistent with objectives/policies 
Seek adjournments where appropriate and take time to consult with others where required 
Confirm agreed position or outcome in writing 
Confirm agreement with the relevant authority, document the agreement and file appropriately 
Report to members on outcomes of the negotiations 
Put mechanisms in place to ensure agreement is implemented and implementation is monitored 
Debrief negotiating participants and take follow-up action if required 
Evaluate effectiveness of negotiation against objectives and relevant policies 

Forms

Assessment Cover Sheet

BSBWRK408A - Undertake 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:

Signature:

Date:


Assessment Record Sheet

BSBWRK408A - Undertake 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: