Modification History
Not applicable.
Unit Descriptor
Unit descriptor |
This unit describes the performance outcomes, skills and knowledge required to take part in negotiations either as an individual or as a member of a team, plan and prepare, and apply effective negotiating techniques to finalise an agreement. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement. |
Application of the Unit
Application of the unit |
This unit may be applied in job roles across all sectors of the financial services industry. |
Licensing/Regulatory Information
Not applicable.
Pre-Requisites
Prerequisite units |
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Employability Skills Information
Employability skills |
This unit contains employability skills. |
Elements and Performance Criteria Pre-Content
Elements describe the essential outcomes of a unit of competency. |
Performance criteria describe the performance needed to demonstrate achievement of the element. Where bold italicised text is used, further information is detailed in the required skills and knowledge section and the range statement. Assessment of performance is to be consistent with the evidence guide. |
Elements and Performance Criteria
ELEMENT |
PERFORMANCE CRITERIA |
1. Plan the negotiation |
1.1. The purpose of the negotiation is clarified, including content and desired outcomes 1.2. The approach to be taken is based on an analysis of the strength and weakness of the position and the most appropriate negotiating style 1.3. The consequences of not reaching agreement are identified and other alternatives are determined 1.4. All information relevant to the negotiation is collected, analysed and organised to support the selected approach |
2. Conduct the negotiation |
2.1. Effective presentation skills, speaking, listening and questioning techniques are used to put forward a strong argument to other parties 2.2. The negotiation is conducted in a professional manner, including showing respect for those with whom the negotiations are conducted 2.3. Effective techniques are used for dealing with conflict and breaking deadlocks , where required 2.4. The final position is confirmed, ensuring agreement and understanding by all parties |
3. Finalise the negotiation |
3.1. The agreement is accurately documented, including timelines for agreements to be implemented, if appropriate 3.2. The outcome of the negotiation is evaluated and a decision made on whether further action is required |
Required Skills and Knowledge
REQUIRED SKILLS AND KNOWLEDGE |
This section describes the skills and knowledge required for this unit. |
Required skills |
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Required knowledge |
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Evidence Guide
EVIDENCE GUIDE |
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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. |
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Overview of assessment |
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Critical aspects for assessment and evidence required to demonstrate competency in this unit |
Evidence of the ability to:
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Context of and specific resources for assessment |
Assessment must ensure:
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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:
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Guidance information for assessment |
Range Statement
RANGE STATEMENT |
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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. |
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Purpose of the negotiation may include: |
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Negotiation position strength may include: |
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Negotiating style may include: |
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Effective questioning techniques may include: |
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Techniques for breaking deadlocks may include: |
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Unit Sector(s)
Unit sector |
Customer service |
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Competency field
Competency field |
Co-requisite units
Co-requisite units |
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