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Evidence Guide: FNSCUS401A - 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

 

FNSCUS401A - Participate in negotiations

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

Plan the negotiation

  1. The purpose of the negotiation is clarified, including content and desired outcomes
  2. The approach to be taken is based on an analysis of the strength and weakness of the position and the most appropriate negotiating style
  3. The consequences of not reaching agreement are identified and other alternatives are determined
  4. All information relevant to the negotiation is collected, analysed and organised to support the selected approach
The purpose of the negotiation is clarified, including content and desired outcomes

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

The approach to be taken is based on an analysis of the strength and weakness of the position and the most appropriate negotiating style

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

The consequences of not reaching agreement are identified and other alternatives are determined

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

All information relevant to the negotiation is collected, analysed and organised to support the selected approach

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Conduct the negotiation

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

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

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

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

The final position is confirmed, ensuring agreement and understanding by all parties

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Finalise the negotiation

  1. The agreement is accurately documented, including timelines for agreements to be implemented, if appropriate
  2. The outcome of the negotiation is evaluated and a decision made on whether further action is required
The agreement is accurately documented, including timelines for agreements to be implemented, if appropriate

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

The outcome of the negotiation is evaluated and a decision made on whether further action is required

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, 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

Required Skills and Knowledge

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

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, 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.