NTISthis.com

Evidence Guide: CPPDSM4017A - Negotiate effectively in property transactions

Student: __________________________________________________

Signature: _________________________________________________

Tips for gathering evidence to demonstrate your skills

The important thing to remember when gathering evidence is that the more evidence the better - that is, the more evidence you gather to demonstrate your skills, the more confident an assessor can be that you have learned the skills not just at one point in time, but are continuing to apply and develop those skills (as opposed to just learning for the test!). Furthermore, one piece of evidence that you collect will not usualy demonstrate all the required criteria for a unit of competency, whereas multiple overlapping pieces of evidence will usually do the trick!

From the Wiki University

 

CPPDSM4017A - Negotiate effectively in property transactions

What evidence can you provide to prove your understanding of each of the following citeria?

Establish needs and expectations of relevant parties.

  1. Clear and open discussions are held with relevant parties to clarify issues and identify desired outcomes in line with agency practice and legislative requirements.
  2. Consequences of not reaching agreement are identified and other alternatives are determined.
Clear and open discussions are held with relevant parties to clarify issues and identify desired outcomes in line with agency practice and legislative requirements.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Consequences of not reaching agreement are identified and other alternatives are determined.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Negotiate with parties involved in property transactions to reach a desired outcome.

  1. Relevant information is collected, analysed and organised to inform the negotiation.
  2. Negotiation approach is established in line with agency practice and legislative requirements.
  3. Negotiation is conducted in a professional manner, showing respect for all parties in line with agency practice, ethical standards and legislative requirements.
  4. Effective negotiation techniques are used to persuade and reach agreement between parties to the transaction.
  5. Possible solutions are discussed and their viability assessed.
  6. Effective techniques are used for dealing with conflict and breaking deadlocks where required.
  7. Final position is confirmed, ensuring agreement and understanding between all parties.
  8. As necessary, follow-up communication or reports are provided to all parties to confirm adjustments required to conditions of agreement.
Relevant information is collected, analysed and organised to inform the negotiation.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Negotiation approach is established in line with agency practice and legislative requirements.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Negotiation is conducted in a professional manner, showing respect for all parties in line with agency practice, ethical standards and legislative requirements.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Effective negotiation techniques are used to persuade and reach agreement between parties to the transaction.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Possible solutions are discussed and their viability assessed.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Effective techniques are used for dealing with conflict and breaking deadlocks where required.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Final position is confirmed, ensuring agreement and understanding between all parties.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

As necessary, follow-up communication or reports are provided to all parties to confirm adjustments required to conditions of agreement.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Manage potential and real disputes with parties to property transactions.

  1. Areas of dispute are analysed and evaluated according to agency procedures and market expectations to enable resolution of dispute.
  2. Further negotiation and clarification of lease or sale is carried out until agreement is reached to the satisfaction of all parties.
Areas of dispute are analysed and evaluated according to agency procedures and market expectations to enable resolution of dispute.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Further negotiation and clarification of lease or sale is carried out until agreement is reached to the satisfaction of all parties.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

 

 

 

 

 

 

 

 

Instructions to Assessors

Evidence Guide

The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, the range statement and the Assessment Guidelines for this Training Package.

Overview of assessment

This unit of competency could be assessed through practical demonstration of effectively managing negotiations with all parties to a property transaction. Targeted written (including alternative formats where necessary) or verbal questioning to assess the candidate's underpinning knowledge would provide additional supporting evidence of competence. The demonstration and questioning would include collecting evidence of the candidate's knowledge and application of ethical standards and relevant federal, and state or territory legislation and regulations. This assessment may be carried out in a simulated or workplace environment.

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

A person who demonstrates competency in this unit must be able to provide evidence of:

effectively managing negotiations with all parties to property transactions in line with agency practice and legislative requirements that result in mutually acceptable agreements for the negotiating parties

knowledge of agency practice, ethical standards and legislative requirements relating to negotiations and conflict resolution with different parties

knowledge of negotiation and conflict resolution techniques relevant to dealing with parties in property transactions

managing potential and real disputes between all parties in property transactions

using effective negotiation techniques to persuade and reach agreement between the parties

using effective techniques for dealing with conflict and breaking deadlocks in negotiations with the parties.

Context of and specific resources for assessment

Resource implications for assessment include:

access to suitable simulated or real opportunities and resources to demonstrate competence

assessment instruments that may include personal planner and assessment record book

access to a registered provider of assessment services.

Where applicable, physical resources should include equipment modified for people with disabilities.

Access must be provided to appropriate learning and/or assessment support when required.

Assessment processes and techniques must be culturally appropriate, and appropriate to the language and literacy capacity of the candidate and the work being performed.

Validity and sufficiency of evidence require that:

competency will need to be demonstrated over a period of time reflecting the scope of the role and the practical requirements of the workplace

where the assessment is part of a structured learning experience the evidence collected must relate to a number of performances assessed at different points in time and separated by further learning and practice with a decision of competence only taken at the point when the assessor has complete confidence in the person's competence

all assessment that is part of a structured learning experience must include a combination of direct, indirect and supplementary evidence

where assessment is for the purpose of recognition (RCC/RPL), the evidence provided will need to be current and show that it represents competency demonstrated over a period of time

assessment can be through simulated project-based activity and must include evidence relating to each of the elements in this unit.

In all cases where practical assessment is used it will be combined with targeted questioning to assess the underpinning knowledge. Questioning will be undertaken in such a manner as is appropriate to the language and literacy levels of the candidate and any cultural issues that may affect responses to the questions, and will reflect the requirements of the competency and the work being performed.

Required Skills and Knowledge

This section describes the essential skills and knowledge and their level, required for this unit.

Required skills:

ability to communicate with and relate to a range of people from diverse social, economic and cultural backgrounds and with varying physical and mental abilities in order to come to an effective agreed outcome

analytical skills to interpret documents such as authorities, leases, contracts of sale, legislation and regulations

application of risk management strategies associated with property transactions

computing skills to access agency databases, send and receive emails and complete standard forms online

decision making and problem solving skills to know how to deal with unexpected questions or attitudes

literacy skills to access and interpret a variety of texts, including authorities, contracts of sale, leases, legislation and regulations; prepare general information and papers; prepare reports and formal and informal letters

negotiation skills to negotiate difficult situations and resolve problems as they arise

numeracy skills to calculate and interpret data, such as estimated selling price, commissions, rents, bonds and security deposits that may be the subject of dispute between parties to a property transaction

planning, organising and scheduling skills to plan, conduct and finalise negotiations between parties to a property transaction

research skills to identify and locate documents and information relating to leases and contracts of sale.

Required knowledge and understanding:

agency policies and procedures for negotiations

alternatives to negotiation, including:

conciliation and mediation

courts

tribunals

conflict resolution strategies and techniques

decision making strategies

ethical standards

negotiation approaches and techniques

questioning techniques

relevant federal, and state or territory legislation and local government regulations relating to:

anti-discrimination and equal employment opportunity

consumer protection, fair trading and trade practices

employment and industrial relations

financial services

leases

OHS

privacy

property sales and management

rights and duties of parties to property transactions

risks and risk management strategies

typical issues and problems in property management that may need to be negotiated with tenants and landlords, including:

access to property

bonds and security deposits

condition reports

disclosure statements

leases and tenancy agreements

property inspections

renewal of leases and tenancy agreements

rent reviews and increases

rent or lease payments

repairs and maintenance

termination of leases and tenancy agreements

typical issues or problems in property sales that may need to be negotiated with sellers and buyers, including:

access to property during settlement period

offers

conditions of sale

deposits

marketing activities and budget

methods of sale

property conditions and improvements

property inspections

reserve price

selling price range

settlement period.

Range Statement

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 in the performance criteria is detailed below. Add any 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.

Issues may include:

issues for property management, such as:

access to property

bonds and security deposits

condition reports

disclosure statements

leases and tenancy agreements

property inspections

renewals

rental arrears

rent reviews and increases

rent or lease payments

repairs and maintenance

terminations

issues for property sales, such as:

access to property during settlement period

offers

conditions of sale

deposits

marketing activities and budget

method of sale

property conditions and improvements.

Legislative requirements may include:

relevant federal, and state or territory legislation and local government regulations relating to:

anti-discrimination and equal employment opportunity

consumer protection, fair trading and trade practices

employment and industrial relations

financial services

leases

OHS

privacy

property sales and management.

Alternatives may include:

alternative outcomes:

property management - new lease or agreement, and voiding lease or agreement

property sales - amendment or new condition in contract of sale, and termination of contract of sale

alternative ways of resolving dispute:

conciliation and mediation

courts

tribunals.

Relevantinformation may include:

condition reports

financial records and receipts

lease documentation

property reports

sale documentation

statement of rights and duties of all parties to property transaction

third-party reports.

Negotiation approach may be:

collaborative

competitive

subordinate.

Effective negotiation techniques may include:

analytical skills

listening techniques

non-verbal communication skills

personal attributes

presentation techniques

questioning techniques

speaking skills.

Effective techniques for dealing with conflict and breaking deadlocks may include:

calling in a third party

clarifying the positions of all parties

deferring the decision

preparing a compromise

restating the position

summarising the progress to date.

Agreement may include:

follow-up action

issues or undertakings to be completed, allocated or referred

time lines.