Undertake negotiations

Formats and tools

Unit Description
Reconstruct the unit from the xml and display it as an HTML page.
Assessment Tool
an assessor resource that builds a framework for writing an assessment tool
Assessment Template
generate a spreadsheet for marking this unit in a classroom environment. Put student names in the top row and check them off as they demonstrate competenece for each of the unit's elements and performance criteria.
Assessment Matrix
a slightly different format than the assessment template. A spreadsheet with unit names, elements and performance criteria in separate columns. Put assessment names in column headings to track which performance criteria each one covers. Good for ensuring that you've covered every one of the performance criteria with your assessment instrument (all assessement tools together).
Wiki Markup
mark up the unit in a wiki markup codes, ready to copy and paste into a wiki page. The output will work in most wikis but is designed to work particularly well as a Wikiversity learning project.
Evidence Guide
create an evidence guide for workplace assessment and RPL applicants
Competency Mapping Template
Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners. A template for developing assessments for a unit, which will help you to create valid, fair and reliable assessments for the unit, ready to give to trainers and students
Observation Checklist
create an observation checklist for workplace assessment and RPL applicants. This is similar to the evidence guide above, but a little shorter and friendlier on your printer. You will also need to create a seperate Assessor Marking Guide for guidelines on gathering evidence and a list of key points for each activity observed using the unit's range statement, required skills and evidence required (see the unit's html page for details)

Self Assessment Survey
A form for students to assess thier current skill levels against each of the unit's performance criteria. Cut and paste into a web document or print and distribute in hard copy.
Moodle Outcomes
Create a csv file of the unit's performance criteria to import into a moodle course as outcomes, ready to associate with each of your assignments. Here's a quick 'how to' for importing these into moodle 2.x
Registered Training Organisations
Trying to find someone to train or assess you? This link lists all the RTOs that are currently registered to deliver BSBWRK408A, 'Undertake negotiations'.
Google Links
links to google searches, with filtering in place to maximise the usefulness of the returned results
Reference books for 'Undertake negotiations' on fishpond.com.au. This online store has a huge range of books, pretty reasonable prices, free delivery in Australia *and* they give a small commission to ntisthis.com for every purchase, so go nuts :)

Elements and Performance Criteria



1. Prepare for negotiations

1.1. Encourage members to raise issues and matters of concern

1.2. Analyse the presenting issue and obtain additional information from members and others, if required

1.3. Identify the purpose and objectives of the negotiation and verify the claim, including top- and bottom-line positions, in consultation with members

1.4. Identify and establish priorities for the negotiation

1.5. Undertake research to develop a position which is assessed for strengths and weaknesses, takes account of member views and is assessed against relevant policies

1.6. Identify main arguments, predict opponent's arguments and consider consequences of not reaching agreement

1.7. Select a negotiation style and make decisions on how to present the position

2. Participate in negotiations

2.1. Assign roles for negotiators, fully brief all participants and gain support from all relevant parties for an agreed approach to the negotiations

2.2. Clearly state relevant facts to the issue presented in the negotiation and explain the strength of the agreed position

2.3. Identify relevant precedents and supporting arguments

2.4. Identify all negotiating positions and alternative offers

2.5. Utilise effective communication techniques and techniques for dealing with conflict and deadlocks

2.6. Monitor discussions, take notes and fully explore options consistent with objectives/policies

2.7. Seek adjournments where appropriate and take time to consult with others where required

2.8. Confirm agreed position or outcome in writing

3. Finalise and monitor outcomes of negotiations

3.1. Confirm agreement with the relevant authority, document the agreement and file appropriately

3.2. Report to members on outcomes of the negotiations

3.3. Put mechanisms in place to ensure agreement is implemented and implementation is monitored

3.4. Debrief negotiating participants and take follow-up action if required

3.5. Evaluate effectiveness of negotiation against objectives and relevant policies

Qualifications and Skillsets

BSBWRK408A appears in the following qualifications:

  • BSB41807 - Certificate IV in Unionism and Industrial Relations
  • FPP40210 - Certificate IV in Papermaking Operations
  • FPP30110 - Certificate III in Pulping Operations
  • FPP40110 - Certificate IV in Pulping Operations
  • FPP30210 - Certificate III in Papermaking Operations