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Evidence Guide: FNSCUS401 - Participate in negotiations

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

 

FNSCUS401 - Participate in negotiations

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

Plan negotiation

  1. Clarify purpose of negotiation, including content and desired outcomes
  2. Select approach to take based on analysis of strength and weakness of position, and most appropriate negotiating style
  3. Identify consequences of not reaching agreement and determine other alternatives
  4. Collect, analyse and organise all information relevant to negotiation
Clarify purpose of negotiation, including content and desired outcomes

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Select approach to take based on analysis of strength and weakness of position, and most appropriate negotiating style

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify consequences of not reaching agreement and determine other alternatives

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Collect, analyse and organise all information relevant to negotiation

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Conduct negotiation

  1. Use effective presentation skills, speaking, listening and questioning techniques to put forward a strong argument to other parties
  2. Conduct negotiation in a professional manner, including showing respect for those with whom negotiations are conducted
  3. Use effective techniques for dealing with conflict and breaking deadlocks, where required
  4. Confirm final position, ensuring agreement and understanding by all parties
Use effective presentation skills, speaking, listening and questioning techniques to put forward a strong argument to other parties

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Conduct negotiation in a professional manner, including showing respect for those with whom negotiations are conducted

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Use effective techniques for dealing with conflict and breaking deadlocks, where required

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Confirm final position, ensuring agreement and understanding by all parties

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Finalise negotiation

  1. Accurately document agreement including timelines for agreements to be implemented, if appropriate
  2. Evaluate outcome of negotiation and decide if further action is required
Accurately document agreement including timelines for agreements to be implemented, if appropriate

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Evaluate outcome of negotiation and decide if further action is required

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

 

 

 

 

 

 

 

 

Instructions to Assessors

Evidence Guide

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Plan negotiation

1.1 Clarify purpose of negotiation, including content and desired outcomes

1.2 Select approach to take based on analysis of strength and weakness of position, and most appropriate negotiating style

1.3 Identify consequences of not reaching agreement and determine other alternatives

1.4 Collect, analyse and organise all information relevant to negotiation

2. Conduct negotiation

2.1 Use effective presentation skills, speaking, listening and questioning techniques to put forward a strong argument to other parties

2.2 Conduct negotiation in a professional manner, including showing respect for those with whom negotiations are conducted

2.3 Use effective techniques for dealing with conflict and breaking deadlocks, where required

2.4 Confirm final position, ensuring agreement and understanding by all parties

3. Finalise negotiation

3.1 Accurately document agreement including timelines for agreements to be implemented, if appropriate

3.2 Evaluate outcome of negotiation and decide if further action is required

Required Skills and Knowledge

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Plan negotiation

1.1 Clarify purpose of negotiation, including content and desired outcomes

1.2 Select approach to take based on analysis of strength and weakness of position, and most appropriate negotiating style

1.3 Identify consequences of not reaching agreement and determine other alternatives

1.4 Collect, analyse and organise all information relevant to negotiation

2. Conduct negotiation

2.1 Use effective presentation skills, speaking, listening and questioning techniques to put forward a strong argument to other parties

2.2 Conduct negotiation in a professional manner, including showing respect for those with whom negotiations are conducted

2.3 Use effective techniques for dealing with conflict and breaking deadlocks, where required

2.4 Confirm final position, ensuring agreement and understanding by all parties

3. Finalise negotiation

3.1 Accurately document agreement including timelines for agreements to be implemented, if appropriate

3.2 Evaluate outcome of negotiation and decide if further action is required

Evidence of the ability to:

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

work cooperatively and treat all parties professionally and with respect during all stages of the negotiation

document outcomes of negotiations following organisational procedures.

Note: If a specific volume or frequency is not stated, then evidence must be provided at least once.

To complete the unit requirements safely and effectively, the individual must:

identify and describe different negotiating styles

describe the role of presentation skills and questioning techniques in conducting negotiations

outline conflict resolution strategies and techniques that can be used to break deadlocks

describe key features of organisational policy and procedures relating to negotiating outcomes

identify and outline key requirements of relevant legislation and industry codes of conduct that apply to customer service negotiations in financial services work.