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

FNSCUS401A Mapping and Delivery Guide
Participate in negotiations

Version 1.0
Issue Date: May 2024


Qualification -
Unit of Competency FNSCUS401A - Participate in negotiations
Description This unit describes the performance outcomes, skills and knowledge required to take part in negotiations either as an individual or as a member of a team, plan and prepare, and apply effective negotiating techniques to finalise an agreement.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 may be applied in job roles across all sectors of the financial services industry.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.
Prerequisites/co-requisites
Competency Field
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: Plan the negotiation
  • The purpose of the negotiation is clarified, including content and desired outcomes
  • The approach to be taken is based on an analysis of the strength and weakness of the position and the most appropriate negotiating style
  • The consequences of not reaching agreement are identified and other alternatives are determined
  • All information relevant to the negotiation is collected, analysed and organised to support the selected approach
       
Element: Conduct the negotiation
  • Effective presentation skills, speaking, listening and questioning techniques are used to put forward a strong argument to other parties
  • The negotiation is conducted in a professional manner, including showing respect for those with whom the negotiations are conducted
  • Effective techniques are used for dealing with conflict and breaking deadlocks, where required
  • The final position is confirmed, ensuring agreement and understanding by all parties
       
Element: Finalise the negotiation
  • The agreement is accurately documented, including timelines for agreements to be implemented, if appropriate
  • The outcome of the negotiation is evaluated and a decision made on whether further action is required
       


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 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

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

well-developed 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 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 of the negotiation may include:

payment of fees

roles and responsibilities

settling claims or disputes

terms and conditions of a contract

terms and conditions of employment.

Negotiation position strength may include:

contacts and influence

control of resources

detailed knowledge of products and services

industrial relations power

need to comply with:

legislation

regulations

codes of conduct.

Negotiating style may include:

collaborative

competitive

subordinate.

Effective questioning techniques may include:

asking:

closed questions (requiring yes or no answer)

questions allowing a range of answers

reflective questions allowing the speaker to clarify their answer.

Techniques for breaking deadlocks may include:

calling in a third party

clarifying the position of both parties

deferring the decision

preparing a compromise

restating the position

summarising progress to date.

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
The purpose of the negotiation is clarified, including content and desired outcomes 
The approach to be taken is based on an analysis of the strength and weakness of the position and the most appropriate negotiating style 
The consequences of not reaching agreement are identified and other alternatives are determined 
All information relevant to the negotiation is collected, analysed and organised to support the selected approach 
Effective presentation skills, speaking, listening and questioning techniques are used to put forward a strong argument to other parties 
The negotiation is conducted in a professional manner, including showing respect for those with whom the negotiations are conducted 
Effective techniques are used for dealing with conflict and breaking deadlocks, where required 
The final position is confirmed, ensuring agreement and understanding by all parties 
The agreement is accurately documented, including timelines for agreements to be implemented, if appropriate 
The outcome of the negotiation is evaluated and a decision made on whether further action is required 

Forms

Assessment Cover Sheet

FNSCUS401A - 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:

Signature:

Date:

Assessment Record Sheet

FNSCUS401A - 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: