Release 

Comments 

Release 1

This version first released with FNS Financial Services Training Package Version 1.0.

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

Skill 

Performance Criteria 

Description 

Reading

1.1, 1.2, 1.4, 3.2

• Interprets, analyses and evaluates a range of textual information from a variety of sources to inform planning, approach and completion of negotiations

Writing

1.1, 1.3, 1.4,

2.4, 3.1

• Addresses context, purpose and audience when generating texts which record relevant information
• Uses correct vocabulary, punctuation and grammar to document agreement outcomes

Oral Communication

1.1, 2.1-2.4

• Demonstrates flexibility in spoken interactions, in a range of verbal interactions, using persuasive language to present positions and reach agreement
• Uses careful listening and questioning techniques to clarify and confirm understanding

Numeracy

1.1

• Extracts and confirms relevant numerical information from sources relating to the negotiation

Interact with others

1.1, 2.1-2.4

• Selects appropriate communication practices and protocols, adjusting personal communication style in response to the values, beliefs and cultural expectations of others
• Collaborates with others to achieve agreeable outcomes, playing an active role in facilitating consensus in potentially contentious situations

Get the work done

1.1-1.4, 3.1-3.2

• Plans and organises processes and documentation related to negotiations
• Applies problem-solving skills to address negotiation issues
• Evaluates the consequences of decisions to inform future actions
• Uses the main features and functions of digital tools to complete work tasks and access information

Code and title  

current version 

Code and title 

previous version 

Comments 

Equivalence status 

FNSCUS401 Participate in negotiations

FNSCUS401A Participate in negotiations

Updated to meet Standards for Training Packages

Equivalent unit

Release 

Comments 

Release 1

This version first released with FNS Financial Services Training Package Version 1.0.