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

MTMBUS703A Mapping and Delivery Guide
Communicate and negotiate in a culturally diverse context

Version 1.0
Issue Date: April 2024


Qualification -
Unit of Competency MTMBUS703A - Communicate and negotiate in a culturally diverse context
Description This unit covers the skills and knowledge required to communicate and negotiate in multicultural business contexts which require an understanding of diverse cultures. 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 leaders or managers who need to apply sound cross-cultural communication and negotiation strategies in their business practice and to develop these skills in others. They will be negotiating with other organisations in areas such as marketing, partnership negotiations or commercial agreements. These organisations could be onshore or offshore.
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: Analyse own organisation's cross-cultural business practices using theoretical models of culture
  • Key elements of culture and cultural diversity from a range of perspectives are defined.
  • The organisation's cultural practices in comparison to other cultures are analysed.
  • Identified improvements to practices are identified and applied and awareness of issues are raised.
  • Strengths and limitations of theoretical models of culture and diversity are identified.
       
Element: Evaluate cultural features of selected countries relevant to the organisation's business requirements
  • Significant events that have shaped the identity of selected countries are described.
  • Key characteristics ofbusiness systems in selected countries are researched and profiled.
  • Broad cultural differences in business behaviour in selected countries are analysed and described.
  • Distinguishing features of business practices in selected countries are researched and evaluated.
       
Element: Develop cross-cultural awareness strategies, and communication and negotiation skills in a cross-cultural business setting
  • Ways in which cultural norms in the workplace impact business practices are identified and communicated.
  • Potential impact of improved cross-cultural awareness on business interactions is evaluated.
  • Formal and informal coaching and training strategies are applied to improve organisational cross-cultural communication practices and strategies.
  • Negotiation strategies are identified and applied to address business requirements in a cross-cultural setting.
  • Appropriate criteria and strategies are determined to evaluate effectiveness of communication and negotiation in a cross-cultural business setting.
       


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:

applying cross-cultural knowledge and protocols

effectively communicating with diverse groups and individuals in the work environment

knowledge of communication styles and methods, and cultural protocols for use with people from a range of backgrounds.

Context of and specific resources for assessment

Assessment must ensure:

activities are related to a business context

access to workplace context in which cross-cultural communication and negotiation skills are required.

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:

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

evaluation of supervisor's reports on how the candidate applies knowledge of culture and cultural diversity

analysis of projects, responses to problem-based case studies/related tasks, completed records and reports developed by the candidate

review of analysis of interaction between the key elements of culture and cultural diversity

review of evaluation of business practices in selected countries

evaluation of formal and informal coaching and training strategies applied to improve organisational cross-cultural communication practices and strategies

oral or written questioning to assess knowledge of personal cultural assumptions shaping expectations and outcomes.

Guidance information for assessment

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example, with other units in the qualification in which this unit is packaged.

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

Ability to:

interact and negotiate in a range of cross-cultural contexts in relation to the business of the enterprise

interact appropriately with partners, customers, governments and other stakeholders

use identify the cultural approach of the organisation

use identify the strengths and weaknesses in models of cultural analysis

use initiative and enterprise skills to take account of cultural contexts, similarities and differences in cross-cultural communication

apply learning to identify and apply multiple perspectives and interpretations, and appropriate protocols and language

research academic theories of culture and to present them in plain English

use problem-solving skills to negotiate in difficult and complex situations

communicate and negotiate through an interpreter in a culturally appropriate manner

work effectively with groups and teams

research online and to use libraries for gaining knowledge and information about culture

Required knowledge

Knowledge of:

communication styles and methods, and cultural protocols for use with people from a range of countries

definitions of culture and cultural diversity based on a number of theoretical models

cultural bias inherent in any conceptual model of culture

implicit and explicit similarities and differences within and between countries and cultures

important cultural features of selected countries

Occupational Health and Safety (OH&S) protocols for interactions with people at work, particularly duty of care requirements

personal cultural assumptions shaping expectations and outcomes

sources of assistance for international visitors, including location of and access to interpreters

special types of communications for the cross-cultural business environment

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.

Culture is:

The set of distinctive spiritual, material, intellectual and emotional features of society or a social groupIt encompasses, in addition to art and literature, lifestyles, ways of living together, value systems, traditions and beliefs. Culture is at the heart of contemporary debates about identity, social cohesion, and the development of a knowledge-based economy.
(UNESCO Universal Declaration on Cultural Diversity 2002).

Cultural diversity is:

The uniqueness and plurality of the identities of the groups and societies making up humankind.
(UNESCO Universal Declaration on Cultural Diversity 2002).

Significant events may include:

cultural

economic

historical

physical and geographic

political

religious.

Key characteristics ofbusiness systems may include:

legislative and economic structure

public and private company ownership

market access

trade and other business agreements

cultural, religious and secular influences

participation profile and levels.

Cultural differences in business behaviour may include:

communication styles:

differences in tentativeness and politeness, confidence and assertiveness

gender differences and acceptance

value given to, and conventions for, questioning of knowledge

ways of arguing (e.g. linear and direct, non-linear and indirect)

concepts of competition and fairness

pedagogical models and practices

stakeholder roles and power relationships.

Business practices may include:

acceptability of conflict and mechanisms for conflict resolution

communication channels and modes

industrial relations

legal and ethical practices

maintaining 'face'

negotiations

protocols

relationships.

Cultural norms in the workplace may include:

communication practices

levels of formality

pedagogical practices

roles and relationships.

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
Key elements of culture and cultural diversity from a range of perspectives are defined. 
The organisation's cultural practices in comparison to other cultures are analysed. 
Identified improvements to practices are identified and applied and awareness of issues are raised. 
Strengths and limitations of theoretical models of culture and diversity are identified. 
Significant events that have shaped the identity of selected countries are described. 
Key characteristics ofbusiness systems in selected countries are researched and profiled. 
Broad cultural differences in business behaviour in selected countries are analysed and described. 
Distinguishing features of business practices in selected countries are researched and evaluated. 
Ways in which cultural norms in the workplace impact business practices are identified and communicated. 
Potential impact of improved cross-cultural awareness on business interactions is evaluated. 
Formal and informal coaching and training strategies are applied to improve organisational cross-cultural communication practices and strategies. 
Negotiation strategies are identified and applied to address business requirements in a cross-cultural setting. 
Appropriate criteria and strategies are determined to evaluate effectiveness of communication and negotiation in a cross-cultural business setting. 

Forms

Assessment Cover Sheet

MTMBUS703A - Communicate and negotiate in a culturally diverse context
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I declare that the assessment tasks submitted for this unit are my own work.

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Assessment Record Sheet

MTMBUS703A - Communicate and negotiate in a culturally diverse context

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

(add lines for each task)

Feedback to student:

 

 

 

 

 

 

 

 

Overall assessment result: Competent Not yet competent

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