Elements and Performance Criteria

The Range Statement relates to the unit of competency as a whole. It allows for different work environments and situations that will affect performance.
The following variables 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. If bold italicised text is shown in Performance Criteria, details of the text are provided in the Range Statement.
Purpose of the negotiation may include:
settling claims or disputes
terms and conditions of a contract
terms and conditions of employment
payments of fees
roles and responsibilities
Strength may include:
detailed knowledge of products and services
need to comply with legislation, regulations or codes of conduct
morality
industrial relations power
contacts and influence
control of resources
Negotiating style may include:
collaborative
competitive
subordinate
Effective questioning techniques may include:
asking open questions (allow range of answers)
asking closed questions (answer yes or no)
asking reflective questions (allowing the speaker to clarify their answer)
Effective presentation skills may include:
preparing for presentation
presenting facts in a logical sequence
speaking clearly and simply and using appropriate vocabulary
using active listening skills and providing opportunities for feedback
Techniques for breaking deadlocks may include:
restating the position
clarifying the position of both parties
summarising progress to date
deferring the decision
preparing a compromise
calling in a third party

EVIDENCE GUIDE
Assessment of performance requirements in the unit should be undertaken in an industry context. The Evidence Guide identifies the critical aspects, knowledge and skills to be demonstrated to confirm competency for the unit. Competency is demonstrated by performance of all stated criteria including the Range Statement applicable to the workplace.
Overview of assessment requirements
To achieve competency in this unit, a person must be able to demonstrate:
the ability to plan, conduct and finalise negotiations that result in mutually acceptable agreements for negotiating parties
Critical aspects of evidence
Evidence required for demonstration of consistent performance:
Competence in this unit must be assessed over a period of time in order to ensure consistency of performance over the Range Statement and contexts applicable to the work environment.
Delivery/relationship to other units:
This unit may be assessed on its own or it may be assessed with other units that cover related skills and knowledge.
Evidence is most relevant when provided through an integrated activity which combines the elements of competency for the unit, or a cluster of units of competency.
Assessment requirements
Method of assessment:
For valid and reliable assessment of this unit, evidence should be gathered through a range of methods to indicate consistent performance.
Assessment of this unit of competence will usually include observation of processes and procedures, oral and/or written questioning on underpinning knowledge and skills and other methods as required.
Context of assessment:
This unit may be assessed at work, in a simulated work environment or a combination of these.
Resources required for assessment:
Assessment of this unit of competence requires access to relevant workplace documentation, policies and procedures, computers and other branch or office equipment.