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Evidence Guide: PSPGEN049 - Undertake 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

 

PSPGEN049 - Undertake negotiations

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

Plan for negotiation

  1. Clarify the purpose of the negotiation and the issue/s under consideration with affected personnel and through analysis of all related information.
  2. Identify primary needs and desired outcomes of all parties.
  3. Determine the organisation's position in consultation with senior personnel, and devise a negotiation approach based on an analysis of the strengths and weaknesses of the position.
  4. Collect, analyse and organise information relating to the negotiation, including any precedents.
  5. Agree upon timeframe and logistics, develop a negotiation plan and communicate to other staff, if any, involved in the negotiation team.
Clarify the purpose of the negotiation and the issue/s under consideration with affected personnel and through analysis of all related information.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify primary needs and desired outcomes of all parties.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Determine the organisation's position in consultation with senior personnel, and devise a negotiation approach based on an analysis of the strengths and weaknesses of the position.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Collect, analyse and organise information relating to the negotiation, including any precedents.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Agree upon timeframe and logistics, develop a negotiation plan and communicate to other staff, if any, involved in the negotiation team.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Conduct negotiation

  1. Agree upon the issue/s under consideration and the negotiation process to be used with all parties and document.
  2. Use negotiation techniques to persuade the other party of the strength of the argument in favour of the organisation's position.
  3. Modify the negotiation plan if necessary to respond to contingencies.
  4. Select and use techniques for dealing with conflict or deadlocks in accordance with the negotiation plan and the progress of the negotiation.
  5. Discuss options for resolving the issue and determine the acceptability of these to the parties.
Agree upon the issue/s under consideration and the negotiation process to be used with all parties and document.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Use negotiation techniques to persuade the other party of the strength of the argument in favour of the organisation's position.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Modify the negotiation plan if necessary to respond to contingencies.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Select and use techniques for dealing with conflict or deadlocks in accordance with the negotiation plan and the progress of the negotiation.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Discuss options for resolving the issue and determine the acceptability of these to the parties.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Finalise negotiation outcomes

  1. Reach an agreed conclusion, document and obtain sign-off by the parties.
  2. Report negotiation outcomes and debrief stakeholders if required.
  3. Determine any further action required as a result of agreement and action.
  4. Review the negotiation process and outcomes, and document lessons learnt for future use.
Reach an agreed conclusion, document and obtain sign-off by the parties.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Report negotiation outcomes and debrief stakeholders if required.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Determine any further action required as a result of agreement and action.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Review the negotiation process and outcomes, and document lessons learnt for future use.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Plan for negotiation

  1. Clarify the purpose of the negotiation and the issue/s under consideration with affected personnel and through analysis of all related information.
  2. Identify primary needs and desired outcomes of all parties.
  3. Determine the organisation's position in consultation with senior personnel, and devise a negotiation approach based on an analysis of the strengths and weaknesses of the position.
  4. Collect, analyse and organise information relating to the negotiation, including any precedents.
  5. Agree upon timeframe and logistics, develop a negotiation plan and communicate to other staff, if any, involved in the negotiation team.
Clarify the purpose of the negotiation and the issue/s under consideration with affected personnel and through analysis of all related information.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Identify primary needs and desired outcomes of all parties.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Determine the organisation's position in consultation with senior personnel, and devise a negotiation approach based on an analysis of the strengths and weaknesses of the position.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Collect, analyse and organise information relating to the negotiation, including any precedents.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Agree upon timeframe and logistics, develop a negotiation plan and communicate to other staff, if any, involved in the negotiation team.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Conduct negotiation

  1. Agree upon the issue/s under consideration and the negotiation process to be used with all parties and document.
  2. Use negotiation techniques to persuade the other party of the strength of the argument in favour of the organisation's position.
  3. Modify the negotiation plan if necessary to respond to contingencies.
  4. Select and use techniques for dealing with conflict or deadlocks in accordance with the negotiation plan and the progress of the negotiation.
  5. Discuss options for resolving the issue and determine the acceptability of these to the parties.
Agree upon the issue/s under consideration and the negotiation process to be used with all parties and document.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Use negotiation techniques to persuade the other party of the strength of the argument in favour of the organisation's position.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Modify the negotiation plan if necessary to respond to contingencies.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Select and use techniques for dealing with conflict or deadlocks in accordance with the negotiation plan and the progress of the negotiation.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Discuss options for resolving the issue and determine the acceptability of these to the parties.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Finalise negotiation outcomes

  1. Reach an agreed conclusion, document and obtain sign-off by the parties.
  2. Report negotiation outcomes and debrief stakeholders if required.
  3. Determine any further action required as a result of agreement and action.
  4. Review the negotiation process and outcomes, and document lessons learnt for future use.
Reach an agreed conclusion, document and obtain sign-off by the parties.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Report negotiation outcomes and debrief stakeholders if required.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Determine any further action required as a result of agreement and action.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Review the negotiation process and outcomes, and document lessons learnt for future use.

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

 

 

 

 

 

 

 

 

Instructions to Assessors

Evidence Guide

ELEMENTS

PERFORMANCE CRITERIA

Elements describe the essential outcomes

Performance criteria describe the performance needed to demonstrate achievement of the element. Where bold italicised text is used, further information is detailed in the range of conditions section.

1. Plan for negotiation

1.1 Clarify the purpose of the negotiation and the issue/s under consideration with affected personnel and through analysis of all related information.

1.2 Identify primary needs and desired outcomes of all parties.

1.3 Determine the organisation's position in consultation with senior personnel, and devise a negotiation approach based on an analysis of the strengths and weaknesses of the position.

1.4 Collect, analyse and organise information relating to the negotiation, including any precedents.

1.5 Agree upon timeframe and logistics, develop a negotiation plan and communicate to other staff, if any, involved in the negotiation team.

2. Conduct negotiation

2.1 Agree upon the issue/s under consideration and the negotiation process to be used with all parties and document.

2.2 Use negotiation techniques to persuade the other party of the strength of the argument in favour of the organisation's position.

2.3 Modify the negotiation plan if necessary to respond to contingencies.

2.4 Select and use techniques for dealing with conflict or deadlocks in accordance with the negotiation plan and the progress of the negotiation.

2.5 Discuss options for resolving the issue and determine the acceptability of these to the parties.

3. Finalise negotiation outcomes

3.1 Reach an agreed conclusion, document and obtain sign-off by the parties.

3.2 Report negotiation outcomes and debrief stakeholders if required.

3.3 Determine any further action required as a result of agreement and action.

3.4 Review the negotiation process and outcomes, and document lessons learnt for future use.

Required Skills and Knowledge

ELEMENTS

PERFORMANCE CRITERIA

Elements describe the essential outcomes

Performance criteria describe the performance needed to demonstrate achievement of the element. Where bold italicised text is used, further information is detailed in the range of conditions section.

1. Plan for negotiation

1.1 Clarify the purpose of the negotiation and the issue/s under consideration with affected personnel and through analysis of all related information.

1.2 Identify primary needs and desired outcomes of all parties.

1.3 Determine the organisation's position in consultation with senior personnel, and devise a negotiation approach based on an analysis of the strengths and weaknesses of the position.

1.4 Collect, analyse and organise information relating to the negotiation, including any precedents.

1.5 Agree upon timeframe and logistics, develop a negotiation plan and communicate to other staff, if any, involved in the negotiation team.

2. Conduct negotiation

2.1 Agree upon the issue/s under consideration and the negotiation process to be used with all parties and document.

2.2 Use negotiation techniques to persuade the other party of the strength of the argument in favour of the organisation's position.

2.3 Modify the negotiation plan if necessary to respond to contingencies.

2.4 Select and use techniques for dealing with conflict or deadlocks in accordance with the negotiation plan and the progress of the negotiation.

2.5 Discuss options for resolving the issue and determine the acceptability of these to the parties.

3. Finalise negotiation outcomes

3.1 Reach an agreed conclusion, document and obtain sign-off by the parties.

3.2 Report negotiation outcomes and debrief stakeholders if required.

3.3 Determine any further action required as a result of agreement and action.

3.4 Review the negotiation process and outcomes, and document lessons learnt for future use.

Evidence required to demonstrate competence must satisfy all of the requirements of the elements and performance criteria. If not otherwise specified the candidate must demonstrate evidence of performance of the following on at least one occasion.

applying legislation, regulations and policies relating to negotiating in the public sector

communicating with diverse stakeholders including the other party, team members and senior management

communicating by listening, questioning, establishing rapport and responding

applying decision making and problem-solving

adjusting quickly to new information or unexpected questions and attitudes

Evidence required to demonstrate competence must satisfy all of the requirements of the elements and performance criteria. If not otherwise specified the depth of knowledge demonstrated must be appropriate to the job context of the candidate.

legislation, regulations, policies, procedures and guidelines relating to negotiations in the public sector

sources of organisational information

delegations and lines of authority

decision making

negotiation techniques

conflict resolution

recordkeeping requirements for negotiations