Unit of competency Outline

Date retreived
22/07/2026 3:35 PM AWST

Whilst all efforts are made to provide accurate and timely information from the relevant source/documentation, please be aware that the information supplied may not be the most current version. The accuracy of the detail has not been confirmed by the Department and therefore should not be relied upon without first confirming the contents.

Participate in negotiations

Participate in negotiations

Unit of competency
National Code
FNSCUS401A
State Code
D4093
TGA Status
Replaced
DTWD Status
Replaced
Current Release Number
1.00
Current Release Date
24/11/2010
View on TGA
State Implementation and Classification
Approved Date
29/07/2014
Field of Education
120301 - Social And Interpersonal Skills Programmes
Original Release Date
29/07/2014
Nominal Hours
20
Description
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.
Notes
Elements and 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
RANGE STATEMENT
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.
Purpose of the negotiation may include:
payment of fees
roles and responsibilities
settling claims or disputes
terms and conditions of a contract
terms and conditions of employment.
Negotiation position strength may include:
contacts and influence
control of resources
detailed knowledge of products and services
industrial relations power
need to comply with:
legislation
regulations
codes of conduct.
Negotiating style may include:
collaborative
competitive
subordinate.
Effective questioning techniques may include:
asking:
closed questions (requiring yes or no answer)
questions allowing a range of answers
reflective questions allowing the speaker to clarify their answer.
Techniques for breaking deadlocks may include:
calling in a third party
clarifying the position of both parties
deferring the decision
preparing a compromise
restating the position
summarising progress to date.
EVIDENCE GUIDE
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.

Overview of assessment

Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the ability to:
plan, conduct and finalise negotiations that result in mutually acceptable agreements for negotiating parties
work cooperatively with others in a team situation
apply ethical principles in negotiation.

Context of and specific resources for assessment
Assessment must ensure:
competency is demonstrated in the context of the financial services work environment and conditions specified in the range statement either in a relevant workplace or a closely simulated work environment
access to and the use of a range of common office equipment, technology, software and consumables
access to relevant industry codes of conduct and legislation.

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:
evaluating an integrated activity which combines the elements of competency for the unit or a cluster of related units of competency
observing processes and procedures in workplaces or role plays
verbal or written questioning on underpinning knowledge and skills
setting and reviewing negotiation simulations or scenarios
accessing and validating third party reports.

Guidance information for assessment
Replaces
State Code National Code Title Type
C9749 FNSICGEN402B Participate in negotiations Unit of competency
Replaced By
State Code National Code Title Type
AUQ76 FNSCUS401 Participate in negotiations Unit of competency