BSBCMM511 Communicate with Influence

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Objective of assessments

We are committed to your learning by providing a training and assessment framework that ensures the knowledge gained through training is translated into practice in your work in the workplace with consistent and competent work performance. The purpose of the assessment process is to assess your ability:

to apply skills and knowledge using written and demonstration activities that apply to tasks and activities of a workplace.
to translate your learning into your work performance in a workplace through demonstration.
to apply skills and knowledge actively, correctly, and consistently for work in a workplace.

The assessment process

The assessment process is known as competency-based assessment. This means that evidence of your current skills and knowledge will be measured against national standards, not against the learning you have undertaken either recently or in the past. Some of the assessment will be concerned with how you apply your skills and knowledge in a workplace, and some in the training room as required by each unit. The assessment tasks have been designed to enable you to demonstrate skills and knowledge application and produce the critical evidence to successfully demonstrate competency at the required standard.

Your assessor will ensure that you are ready for assessment and will explain the assessment process. Your assessment tasks will outline the evidence to be collected and how it will be collected, for example, a written activity, case study, or demonstration and observation. The assessor will also have determined if you have any special needs to be considered during assessment. Changes can be made to the way assessment is undertaken to account for special needs and this is called making Reasonable Adjustment provided to you in the assessment guide separately.

Assessment guide

Your assessment guide that is provided to you will explain the following. Please refer to assessment guide for the following information before commencing your written work and demonstration:

Your responsibilities during the assessment.
Assessor responsibilities during the conduct of assessment.
Your rights to appeal if the assessment outcome appears as “Not Yet Competent” for one or more assessment tasks.
The process to apply if you already possess the knowledge and skills to be able to demonstrate competence in this unit.
The formats and structure of the written assessment work for submission.
The length, breath and the quantity of your written work, plagiarism collusion, cheating and how to use references for sources of information.
How to achieve a satisfactory outcome against the criteria for each type of assessment task.
Application of reasonable adjustments where necessary.
Requirements for demonstration, performance for practical assessment tasks and activities.
Your assessment performance with commitment, consistency, clarity, capacity, capability, correctness, and completeness.

Assessment methods

This manual has three assessment tasks. Assessment methods for this unit of competency include:

Written questioning
Case study (includes role-plays)
Role-play (include written preparation work)

Instructions

Each assessment task provides you with assessment information that includes answers to what, why, how, when, in what condition, what materials, resources and equipment to use and evidence requirements.
Read the applicable information and if unsure seek clarification from your assessor.
Before and during assessment demonstration and interacting with others, ensure you follow simulated workplace policies and procedures.
Ensure you follow hygiene procedures, social distancing rules and ethics before, during and after assessment tasks and activities.
Undertake your preparation activities and demonstration activities as specified and directed by your assessor.
In any situation during the assessment, if you find that you are unable to perform due to any condition (health or safety), stop your work and inform the assessor of the condition.
Ensure you are obligated with your rights as a candidate and respects the rights of your assessor during the assessment performance.
For interactive and role-play activities, organise role-play settings and individuals for role-play in collaboration with assessor and training mates.
Submit your written work when it becomes due and avoid the requirements of extensions.
Use provided self-assessment checklists by checking as you progress in assessment to ensure you do not miss anything that may lead to unsatisfactory outcomes.

Submission specifications

Fill your submission details in the front page and attach any additional documents and any other evidence as specified and required by your assessor.
Follow the institution submission requirements of assessment. I.e., electronic submission (LMS) or hard copy submission or as specified by your assessor for differing assessment situations.

ASSESSMENT GUIDELINES FOR WRITTEN TASK

QUESTION TYPE	HOW LONG YOUR ANSWER MUST BE (LENGTH OF ANSWER)
Define	Length approximately 4 typed lines = 50 words, or 5 lines of handwritten text for each question.
Identify	Write dot points of the number of items to identify according to the question.
Outline	Summarise in a line or set of lines the required number of items or develop appropriate meaningful answer according to the question but not in detail.
Identify and briefly describe	Identify in dot points and provide a description of each with minimum of 4 typed lines = 50 words, or 5 lines of handwritten text for each question.
Describe	Provide description with minimum 8 typed lines = 100 – 150 words, or 10 – 15 lines of handwritten text or appropriately describe to provide a meaningful answer with consistent knowledge application in length according to the question.
Explain	Explain the procedure with minimum 8 typed lines = 100 – 150 words, or 10 – 15 lines of handwritten text or appropriately explain to provide a meaningful answer with consistent knowledge application in length according to the question.
Distinguish / differentiate	Distinguish means recognise or treat (someone or something) as different. To differentiate is to show or find the difference between things which are compared. It simply means that they are not the same but does not qualify them as being unique and possibly not related. Length approximately 4 – 8 typed lines = 50 – 100 words, or 5 – 10 lines of handwritten text for each question.
What	This is to assess your knowledge of something related to the subject area asking you to specify one or more things related to what is being asked in the question. This is generally asking for a short answer for which you need to provide a short description answering the question where reader understand the answer to the question.
How	This method of question is to assess your ability to explain or describe the ways, methods, manner, procedure or process of something related to the question being asked. You need to provide sufficient description of how (ways, methods, manner, procedure or process) it can be performed for he reader to understand the ways or procedure.
Why	This question is to assess your knowledge of something and the purpose of it. You need to provide sufficient description of why (the purpose/objective or aims) it is used for the reader to understand why.

ASSESSMENT TASK 1

Written Questioning

You are required to read the following assessment information, requirements, and instructions before commencing. This task is about written questioning for you to provide written answers as evidence of your knowledge application. Ensure you follow the terms and conditions applied in undertaking written task during the assessment as specified and facilitated by your assessor.

Assessment Information		Description
1	Assessment method	Written questioning
2	Assessment type	Summative
3	Assessment description (What?)	This assessment task is a written task for which you are required to provide written answer solutions to the questions demonstrating your knowledge required to present and negotiate persuasively, lead and participate in meetings and make presentations to customers, clients and other key stakeholders. Read the following information related to your assessment to prepare and perform to provide evidence of your knowledge.
4	Purpose (objective) of the assessment (Why?)	To gather evidence of your ability to apply knowledge consistently to present and negotiate persuasively, lead and participate in meetings and make presentations to customers, clients and other key stakeholders.
5	Assessment Instructions (How?)	1. Read the theoretical component of the of learner workbook. 2. Conduct research and review literature relevant to the unit. 3. Provide answer solutions to each question using your own words. Note: do not just copy past the answers from other materials. 4. You may refer to learning materials and other sources of information as agreed by your assessor. 5. You may word-process your answers using MS Word /Mac document. 6. The assessment is due for completion on the date/s and time/s. specified by your assessor. 7. Any variations to this arrangement must be approved in writing by your assessor. 8. Submit your work with any required evidence attached. 9. See the specifications below for details of submission requirements. 10. Read the following requirements for this assessment completion:
6	Assessment date/s and timing/s (When?)	This assessment will be conducted according to training delivery session plan. Assessor will specify the timings of assessment and submission of evidence. Time allowed for the assessment is 3 hours within 20 hours of training delivery of the week 2.
7	Specifications (What structure, format and demonstration)	1. Write answer solutions to all the questions using word-processed document. 2. Provide specified length and numbers mentioned in each question. 3. Submit the answers with a cover page that includes your name, student ID, unit name/code, date of submission and assessor name. 4. If separate word-process document is used for your responses, include header (unit name/code) and footer (page no. student name and ID).
8	Assessment context (where and in what condition)	Assessment is conducted in the training room and safe environment where you are required to provide answer solutions to the questions in a word-processed document with evidence that demonstrates consistent knowledge application.
9	Required resources (What resources, equipment, tools and materials)	1. Assessment task with instruction and assessment information 2. Learner workbook and other training handouts if or as allowed by your assessor. 3. Computer with Internet access. 4. Word-process software (MS Word/Mac). 5. Workspace, table, chair, and stationery.
10	Evidence requirements/ (What assessor is looking for)	To complete the unit requirements safely and effectively, you must prove application of knowledge consistently relevant to vocational contexts and: · Provide answers to all the questions. · Answers must be with appropriate and sufficient length by following assessment guidelines for written tasks above. · Answers must be relevant to the question and its sub parts. · Your assessor may verbally assess to confirm your knowledge application in case your answer is not correct or not clear to one or more questions.

Your Task – Write answers (Knowledge Application)

Assessor can decide whether to have this as written or oral questioning. If the assessor uses verbal questioning method, the assessor must write student responses using dot points as a minimum on the student’s key responses relevant to the question (Not recommended as it is a time-consuming method as one candidate will respond while other candidates are watching and waiting, but assessor is free to decide).

The following is a set of knowledge-based questions. Read the text section ‘introduction’ in the learner workbook, refer to training undertaken and provide your answer solutions to the following questions using your own words to demonstrate your consistent knowledge application.

Note: If handwritten answers are allowed by the assessor considering reasonable adjustments or any special consideration, you need to use the enter key of the keyboard to expand the answer space. For example, 2 – 3 questions in a page to allow sufficient space, print a hard copy and write answers.

Questions (Ensure you answer all the following questions using the length guidelines above)

Note: Write/type your answers in the space below the question. If questions are answered verbally, the assessor must write answers in the sections provided below.

The space below does not indicate the size of the answer length. Follow above guidelines and keep typing and the space will expand. If answers are recorded separate to this document, they must be attached at the back of this document.

Confirm checking the box

Completed as required

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Briefly describe the term ‘communication.’

Yes

The act of sharing, receiving, and providing information regarding something is termed communication. Communication holds various facets and is practiced in various forms such as written, verbal, and nonverbal.

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Assessor comments on decision made (if any)

Identify the seven elements of communication and briefly describe each element.

Satisfactory

answer

Yes

7 major elements of communication are: Sender – The person who is willing to share some idea, message, or information with others and is termed as sender. Information – It is the basic thought or idea that the sender wants to share with the recovered which can be a suggestion, order, feeling, attitude, etc. Encoding – It is the process of conversion of information into understandable systems which could be words, pictures, or actions. Channel of Communication – Selection of an appropriate channel or medium of communication is very necessary as it defines the whole productivity of the communication. Receiver – The person who decrypts the message or information being transmitted from recovery by using appropriate methods is termed a receiver. Decoding – The process of extracting out hidden information in an encoded message is termed decoding which requires a specific set of tasks to be followed for the appropriate retrieval of information. Feedback – It is the confirmation from the receiver that whether he has received the message or not and with the same motive from which it was transmitted.

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Assessor comments on decision made (if any)

Explain the effective communication process.

Satisfactory

answer

Yes

The process of exchanging information, knowledge, thoughts, and ideas in a way that fulfills the intention of the communication in the most appropriate manner is termed an effective communication process.

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Assessor comments on decision made (if any)

Describe the categories of communication.

Satisfactory

answer

Yes

Common Types of communication are: Visual Communication that involves the sharing of information through visual representation such as an image or a chart is termed dual communication Written Communication This type of communication is followed mostly in the formal set of situations such as business deals and agreement setting agendas. Nonverbal communication is the type of communication that conveys the message through coal expressions, body language, gestures, etc is termed verbal communication and also influences direct communication a lot. Verbal Communication- Verbal communication includes the use of elements such as oral, and direct voice communication which are the most common and effective ways of communication, and also includes active listening, nonverbal communication, and other elements.

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Assessor comments on decision made (if any)

Briefly describe the industry, media and government organisations, events and communication channels that are relevant to the organisation.

Satisfactory

answer

Yes

Various types of relevant communication channels are Unofficial Channels Of Communication This type of channel includes communications taking place outside the organization between employees or stakeholders. Informal Channels of Communication These types of channels are utilized in the delivery of more relaxed messages in scenarios such as informing the employees regarding changes in lunchtime.

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Assessor comments on decision made (if any)

Describe how cross-cultural communication is effectively used in our communication at a workplace.

Satisfactory

answer

Yes

The elements of effective cross-cultural communication are as follows Maintenance Of Etiquettes – Proper etiquette promotes a discrimination-free environment and encourages respecting employees from all diverse backgrounds cultures and promotes a healthy workplace environment Restrictions of slang and racial comments The workplace where slang words and racial comments are prohibited and to showcase more healthy cross-cultural communication. Supportive management workplace where management supports cross-cultural communication among employees via workshops, training, and group activities tends to succeed more than others.

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Assessor comments on decision made (if any)

Outline 10 techniques for negotiation.

Satisfactory

answer

Yes

Preparation It involves the gathering of information regarding the product or service to be negotiated with drawbacks of the negotiator and points to be stated. Timing Appropriate negotiation involves both quick and long pauses during the conversation which is enhanced after thorough practice. Active listening to the points stated by the opposite person is necessary as it provides an opportunity on tapping on to the various loopholes and drawbacks Building Rapport It is a very good practice to build some rapport before the exact negotiation talk as it develops the connection between the parties and enhances the chances of good negotiation. Asking specific and good questions Good questions when placed inappropriate parts of conversation can immensely affect the negotiation. Finding win-win situation Discovering the negotiation point is very important as it should not be much low or much higher but just slightly perfect where both the parties could feel lucrative Sticking to principles When principles of any individual are communicated with more audacity then the credibility of the conversation enhances which enforces the opposite individual to agree to the terms of the speaker Leaving the Ego Behind To achieve good negotiation the speaker has to cross the lines multiple times for achieving good negotiation and hence keeping the ego aside always helps in getting a good deal Being patient Most of the good deals slip off the hands of professionals just because they rush the conversation and do not listen to specific things.

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Assessor comments on decision made (if any)

Identify 8 techniques for mediation.

Satisfactory

answer

Yes

8 techniques for meditation are: Setting Expectation Starting with a summarized introduction the speaker could prepare parties for the mediation and define meetings limits, behavioral expectations, and confidentiality of information. Defining appropriate agenda The agendas of the meeting should be defined appropriately to all the parties and the reputation of facts must be defined appropriately Good Opening Statement Allowing each person to present his views for a brief time of 1 to 2 minutes sets up the rapport for the meeting and enhances the chances of success Private Discussions Private Discussions are a good way to handle things appropriately by the utilization of good communication skills and mutual understanding. Gathering feedback Gathering feedback from various other parties also defines the problem more objectively which leads to appropriate identification of resolution effectively Defining agreements Defining various agreements as the advised solutions can be very helpful in identifying the mutual point of understanding for both the parties Providing time to explain Providing appropriate time to convey their views enables parties and the mediator to understand and gather the required information more effectively Having a neutral and Unbiased mandate is very important for the mediator to reach an agreement that is acceptable to both parties

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Assessor comments on decision made (if any)

Identify five conflict resolution techniques.

Satisfactory

answer

Yes

Conflict resolving techniques Clarifying the issue Clarifying the issue appropriately in a detailed manner gives essential insights into the root cause of the issue and possible solutions to it. Finding middle points Finding the appropriate paths to resolution of problems for both parties is the most effective way of resolving the conflict. Advising various solutions In most situations, the conflicts escalate as most of the involved individuals lack the appropriate knowledge of possible solutions thus good advice provides them a direction, and issues are resolved much faster. Involving parties in resolution Talks Bringing the involved parties together often results in a solution to the problem in a much faster way as both the parties present their thoughts directly to each other, making it easy for finding a middle path Speaking out consequences Making the involved parties aware of the consequences of the escalation of the conflict could assist in providing them with a clear idea of how bad things could go and encourage them to find a solution to it.

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Assessor comments on decision made (if any)

Explain incident de-escalation techniques.

Satisfactory

answer

Yes

De-escalation techniques are used to confronted aggressive and violent behaviour. There are following techniques of de-escalation. 1. Be non-judgemental and empathetic. 2. Respect others personnel space. 3. keep your body language and tone neutral4. Focus on other’s feelings

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Briefly describe the structured and inclusive meeting procedures.

Satisfactory

answer

Yes

Structured meeting: the meeting agenda is very clear before the meeting starts. Time, place and note taker of meeting is decided before the meeting starts. Inclusive meeting: the meeting outline is build according the requirements of employees. The size and scale of meeting is small in inclusive meeting. The rule and regulations is fixed in the meeting.

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Assessor comments on decision made (if any)

Briefly describe the organisational policies and procedures relevant to :

a. presenting and negotiating

b. leading and participating in meetings and

c. making presentations

Satisfactory

answer

Yes

1. The negotiation procedure is used by the organisation to resolve their all issues and find a mutual way to fix the problem. 2. The meeting agenda is properly prepared. This is help all voices to present their feedback. 3. Open ms PowerPoint. Select new page in left section. Create ppt from the sketch and select a blank sheet. It is utilised for appropriate communication of ideas

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Assessor comments on decision made (if any)

References

A reference list lists only the sources you refer to in your writing. The purpose of the reference list is to allow your sources to be found by your reader (assessor). It also gives credit to authors you have consulted for their ideas. It helps you to avoid plagiarism by making it clear which ideas are your own and which are someone else’s, shows your understanding of the topic, gives supporting evidence for your ideas, arguments and opinions. allows others to identify the sources you have used.

For example,

1. Book with one author – Author, A (Year), Title of book, Publisher, Place of publication.

2. Book with two or three authors – Authors, AA , Author, BB & Author, CC (Year), Title of book, Publisher, Place of publication.

3. Website with an author – Author surname, initials (Year), article title, website name, Available at: http://website url.com.au/article, Accessed (or viewed) 10 March 2021.

4. Website without author and no date – Article title (n.d.), website name, Available at: http://website url.com.au/article, Accessed (or viewed) 10 March 2021.

List all references used for assessment task 1 below (if any)

—End of Written Task Activities—

Assessment Task 2 – Role-play

(Includes project written work)

Participate in meetings and negotiate to achieve agreed outcomes

You are required to read the following assessment information, requirements, and instructions before commencing. This task has simulated workplace reference. Ensure you access the simulated workplace resources (planning documents, policies, and procedures etc.), equipment, applicable legislation, regulation, standards, and code of conduct during the assessment as specified and facilitated by your assessor.

Assessment Information		Description
1	Assessment Method	Case study (simulated workplace)
2	Assessment Type	Summative
3	Assessment Description (What?)	This assessment task is a role-play based on a case study. You are required to analyse the case scenario and provide solutions to task activities by demonstrating applicable foundation skills and knowledge to present and negotiate persuasively, lead and participate in meetings and make presentations to customers, clients and other key stakeholders. You must also provide written solutions to task activities. You are required to read the following information related to your assessment to prepare and perform in order to provide evidence of your skills and knowledge related to the unit of competency.
4	Purpose (objective) of the Assessment (Why?)	To gather evidence of your ability to apply skills and knowledge to present and negotiate persuasively, lead and participate in meetings and make presentations to customers, clients and other key stakeholders.
5	Assessment Instructions (How?)	1. Review the skills application section/s of the learner workbook. 2. Read the task performance requirements and foundation skills application for each task activity. 3. Conduct research and review literature relevant to the unit. 4. Provide solutions to each written and performance activity using skills and knowledge and demonstrating your foundation skills. Note: Use word-process document for written activities to provide written evidence as specified in the task. you may use MS Word /Mac document for your written evidence. 5. This task requires you to play roles. As specified and agreed by your assessor, role-play the relevant activities demonstrating relevant skills. 6. The assessment is due on the date specified by your assessor. 7. Any variations to this arrangement must be approved in writing by your assessor. 8. Submit your work with any required evidence attached. 9. See the specifications below for details of submission requirements. 10. Continue to read the following assessment requirements:
6	Assessment Date/s and Timing/s (When?)	1. This assessment will be conducted according to training delivery session plan. 2. Assessor will specify the timings for assessment and evidence submission date/s and timing/s. 3. Time allowed for the assessment completion is 4 hours within 20 hours of training delivery of the week 4.
7	Specifications (What structure, format and demonstration)	1. Provide written solutions to all the case study activities and questions using word-processed document. You may use this MS Word /Mac document for your answering. Provide specified length and numbers mentioned in each written activity. 2. For role-play activities, play the role as specified by your assessor demonstrating foundation skills and knowledge application while being observed by your assessor. 3. Submit the written activities with a cover page that includes your name, student ID, unit name unit code, date of submission and assessor name. Include header (unit name/code) and footer (page number, student name and student ID number)
8	Assessment Context (Where and in what condition)	Assessment is conducted in the training room simulated and safe environment where you must perform consistently applying skills and knowledge. You must also provide written solutions to the activities in a word-processed document with evidence that demonstrates consistent skills and knowledge application in various conditions specified in the assessment task. Assessed in a simulated off-the-job situation that reflects the real workplace.
9	Required Resources (What resources, equipment, tools and materials)	1. Assessment task with instruction and assessment information 2. Learner workbook and other training handouts. 3. Access to simulated workplace business equipment and resources. 4. Access to simulated workplace policies and procedures. 5. Computer with Internet access word-process software (MS Word/Mac). 6. Workspace, table/s, chair/s and stationery as required. 7. Case study and/or real workplace scenario 8. Access to relevant legislation, regulations, standards, and code of practice 9. Specified timing for assessment
10	Evidence Requirements (What assessor is looking for)	To complete the unit requirements safely and effectively, you must demonstrate consistence performance and provide evidence of your ability to provide leadership for a program of work. In the course of above, you must: · Provide written solutions to all the case study activities reflecting vocational application, · Demonstrate performance and role-play activities consistently applying foundation skills and, · Demonstrate consultation and communication effectively with relevant stakeholders (assessor and fellow trainees in role-plays): · listening actively · understanding information needs of others · adapting communication to suit the audience · identifying suitable platform for presentations · presenting reliable information · designing the presentation to meet the needs of the audience · answering questions clearly and concisely.

Role-play (Skills and Knowledge Application)

Instructions

Using the case study (2 scenarios) provided in the appendix, you are required to participate in and lead two meetings by playing the role of negotiator to achieve desired outcome according to the scenario as agreed by your assessor. This task has two parts such as:

Prepare for negotiation (i.e. to prepare and plan for negotiation – written work).
Negotiate (i.e. role-play for negotiation).

Your Task

Address the following requirements in your role-play for two meetings for negotiation in two different role-plays as specified by your assessor:

Plan the negotiation (written project activities)

Identify the needs of the meeting and stakeholder availability.
Establish the purpose of negotiation and your position of negotiation.
Read the negotiation policy and procedure and confirm your authority to negotiate.
Identify information that require confidentiality according to policy and manage appropriately.
Identify information needs for negotiation including information needs of audience.
Identify at least two objectives of negotiation and develop supporting arguments according to objectives.
Identify the needs and requirements of relevant stakeholders.
Identify and write down the potential problems and issues during the negotiation.

Conduct the meeting (role-play)

Ensure you read the meeting policy and negotiation policy in the appendix.

Open the meeting and establish your communication objective and:
1. negotiate to achieve your objective by listening actively.
2. establish your arguments adapting communication to suit the audience.
3. positions yourself with supporting arguments according to objectives with supporting facts.
4. communicate with influence, seek consensus and establish areas of common ground and potential compromise.
5. close the meeting by summarising the outcome of meeting.
6. Confirm and document outcomes of negotiation.

Write an email to relevant stakeholders and summarise the outcome of the meeting.

Note: above procedure and steps will be applied for both meetings for both scenarios.

Meeting 1

Plan for negotiation

Needs

To demand higher raise from the management on the grounds of better performance than other employees

Purpose and position

The sole purpose of the negotiation is to feel more valuable to the company as stated that my performance is better than others. The position that I would hold for negotiation would be mediatory as I am strictly demanding the things

Authority

Being a valuable employee of the company I hold the utmost authority to negotiate terms with the company for my services.

Confidentiality

The information regarding the organization of such meetings and things discussed should be kept private as it could mislead other employees.

Information needs for Negotiation

The information on the exact rise in pay of other employees is very essential.

Objectives of negotiation

To achieve more raises than the other employees as to feel elevated on the grounds of efforts and hard work.

To not feel dejected and be on the same level as others.

Supporting arguments

As you stated earlier that I am better than all the other employees with more dedication, hard work world diligence, thus I should not be on the same level as them.

I have always given more than others and similar raise would be very demotivating for me to work with the same amount of effort.

Needs of stakeholders

The stakeholders need to be aware of the pay raise being implemented.

Potential problems

The managers could point out the lack of funds.

Managers could try to deviate me with other options ns such as tax benefits, insurance, etc.

Managers could deny my good performance standards

________________

Meeting

Coordinator (David)- Good evening everybody as I informed all of you about this meeting via email, I am here to listen to your thought on this issue.

General manager – Good evening David, I heard about your issue and I think we will resolve it out

HR manager – Look David the pay raises are not specifically defined based on higher capability but based on the company’s policies.

Manager – Gentleman I heard your point and understand your point but there are factors which we need to keep in mind while such development

Coordinator (David) – Would you please elaborate on those factors sir

Manager – look I know David that you have performed very well than others but we can’t stand you out as it could demotivate other fellows

Coordinator (David) – Sir I think it would motivate them to do better which will be beneficial for the company as well.

General Manager – Yes David is right it is not at all demotivating but inspiring, but listen David our financials are not going that well this year and the clients you bought have started to back off, thus It would be hard on us to raise your pay further

Coordinator (David) – I agree with you sir but my job is to get the clients to the company and the rest is up to the operational team to provide RK services to them also my clients still hold the longest retention rate for this company

Manager – I agree with David, you are a valuable employee to the company and your current pay is still very good compared to the average industry pay.

Coordinator (David) – Yes sir, you are right but this is not just about the pay. It is also about my self-worth in my eyes as I would not be able to put the same amount of effort if am just another rat in the crowd.

General manager – Okay David we will give 5% more raise than others that is all we could do.

Coordinator (David) – Sorry sir that is a good start, but not satisfactory to me at all

HR manager – Okay fellas I think 10% would be good enough considering the kind of business and efforts David has given to the company.

Manger – I agree 10% is good.

General Manager- I am in its good, he is a hardworking boy he deserves it.

Coordinator (David) – Thank you u gentlemen, that is good, now I can work more effectively as I realized my organization does take care of my efforts. Thank you, everybody.

Email

To – General manager, HR manager, Manager

Cc – CEO, COO

Subject – Regarding the follow up of the finalized raise

Respected Managers

I am thankful to all of you for listening toy views and providing me with your precious time for the discussion. As finalized I have received the confirmation letter regarding the 10% raise in my pay from the HR department and looking forward to workinging more hard and with more enthusiasm for future developments

Thank You

Regards

Coordinator (David)

Meeting 2

Negotiation Plan

Needs

The meeting needs to be online to ensure the availability of meeting to my representative from HP as he travels a lot. All stakeholders need a good internet connection and an active zoom application.

Purpose of negotiation

The sole purpose of this negotiation is to agree with Hewlett Packard Australia to cut down the up gradation cost to $60,000 from $67,500.

Authority to negotiate

Being the coordinator of the Melbourne unit I hold absolute authority in negotiating the terms on the behalf of the company.

Confidentiality

The information regarding even the organization of such meetings should be kept private for ensuring proper business practices.

Information needs

All the stakeholders need to be aware of the allocated budget and proposed cost.

Objective of negotiation

The sole objective of negotiation is to bring down the cost of upgradation to $60,000

Another objective is to develop good relations with Hewlett Packard for future business prospects

Supporting Arguments

Our company would like to continue the business with you for future aspects as we are planning to expand further

The costs you are demanding are way higher and I don’t want to ruin our deal for some thousand bucks.

Potential Problems

The internet connectivity could lose and disrupt the meeting

My representative at Hewlett Packard might not support my terms.

Meeting Role Play

Stakeholders – Coordinator (David), Harry (Hewlett Packard operations Officer), Daniel (My representative who knows Harry)

Coordinator – Good morning gentlemen, I hope you all are doing well. As you all are already aware of the objective of this meeting, thus I hope we would understand each other. Thank you

Harry – Thank you, David my company is very excited to work with you and we are looking forward to more future developments

Daniel – Yes David Harry is right I have closed down more than 20 deals of contracted up-gradation and they never let me down.

Harry – Thanks David, I appreciate that.

David – Harry as you are aware that we are planning for system upgrading and your company looks well and capable enough for providing good service

Harry – Thank you, man I also appreciate the progress your organization has made over the past 5 years.

David – Yeah, the thing is that the cost you offered to us of $67,500 for the up-gradation is a bit too high and expensive and disturbing our defined budget thus I think it would be good If we could figure out a middle way for benefit of both of us.

Harry – David the cost is already feasible and lower as we provide the same services at no more than $70,000, but I will try my best to find a resolution.

Daniel – Of course Harry, I think the company of David is going to provide you with a lot of Business and you two would do great together for each other. I request you to put down your final cost

Harry – I can provide you with the up-gradation under $60,000 but that would be with few sacrifices for the current demanded equipment

David – No Harry we can’t compromise on quality.

Harry – No the quality would not be compromised but I think the CPU version you are demanding right now is more demanding and you would not require it for your daily purposes. I assure you that the quality of your work and hardware would not be affected.

David – Are you sure about that, if I find any complications later then I might reject your whole batch of hardware

Harry – Yes David I heard your concern and I assure you that you would not face problems regarding performance.

Daniel – Yes David Harry is right I have closed a lot of deals with him and I have not seen any businesses facing any issues regarding the hardware Harry is proposing to you

David – Okay Harry if that is the case then I am good with it. So can we close the deal on $60,000

Harry – Sure David, I am fine with $60,000

Daniel – Okay guys that’s fantastic. I also agree with the terms.

David – Thank you guys for giving your precious time.

Email

To – Harry, Daniel

Cc – CEO, COO, General Manager, HR manager, Manager

Subject – Regarding confirmation of negotiated up-gradation cost

Respected Fellows

This is to inform all of you regarding the cost that we had finalized in the meeting has been implemented appropriately and I have received the contract agreement for the same from Hewlett Packard. I once again want to thank all of you for giving me your precious time.

Thank you

Regards

Coordinator (David)

—End of Role-play Activities—

Self Assessment Checklist

Note: The following checklist is for you to confirm your work completion as well as performance and demonstration of skills. Ensure you carefully check, and tick as completed and performed before submitting written evidence and while demonstrating skills during performing the task.

	Assessment Task Activity	Completed as required
A	Plan the negotiation (written project activities)	Yes	No
1	Identify the needs of the meeting and stakeholder availability.	☐	☐
2	Establish the purpose of negotiation and your position of negotiation.	☐	☐
3	Read the negotiation policy and procedure and confirm your authority to negotiate.	☐	☐
4	Identify information that require confidentiality according to policy and manage appropriately.	☐	☐
5	Identify information needs for negotiation including information needs of audience.	☐	☐
6	Identify at least two objectives of negotiation and develop supporting arguments according to objectives.	☐	☐
7	Identify the needs and requirements of relevant stakeholders.	☐	☐
8	Identify and write down the potential problems and issues during the negotiation.	☐	☐
B	Conduct the meeting (role-play)
9	Open the meeting and establish your communication objective and: a. negotiate to achieve your objective by listening actively. b. establish your arguments adapting communication to suit the audience. c. positions yourself with supporting arguments according to objectives with supporting facts. d. communicate with influence, seek consensus and establish areas of common ground and potential compromise. e. close the meeting by summarising the outcome of meeting. f. Confirm and document outcomes of negotiation.	☐	☐
10	Write an email to relevant stakeholders and summarise the outcome of the meeting.	☐	☐

Assessor comments on decision made

Assessment Task 3 – Presentation

(Includes project written work)

Make presentations

You are required to read the following assessment information, requirements, and instructions before commencing. This task has simulated workplace reference. Ensure you access the simulated workplace resources (planning documents, policies, and procedures etc.), equipment, applicable legislation, regulation, standards and code of conduct during the assessment as specified and facilitated by your assessor.

Assessment Information		Description
1	Assessment Method	Project work
2	Assessment Type	Summative
3	Assessment Description (What?)	This assessment task is a presentation based on a case scenario related to task 2 to present and negotiate persuasively, and make presentations to customers, clients and other key stakeholders. You are required to undertake the project by applying foundation skills and providing solutions to task activities demonstrating the application of skills and knowledge. You must also provide written solutions to task activities. You must read the following information related to your assessment to prepare and perform to provide evidence of your skills and knowledge related to the unit of competency.
4	Purpose (objective) of the Assessment (Why?)	To gather evidence of your ability to apply skills and knowledge consistently to present and negotiate persuasively, lead and participate in meetings and make presentations to customers, clients and other key stakeholders.
5	Assessment Instructions (How?)	1. Review the skills application section/s of the learner workbook. 2. Read the task performance requirements and foundation skills application for each task activity. 3. Provide solutions to each written and performance activity using skills and knowledge and demonstrating your foundation skills. Note: Use word-process document for written activities to provide written evidence as specified in the task. you may use MS Word /Mac document for your written evidence. 4. This task requires you to play roles. As specified and agreed by your assessor, role-play the relevant activities demonstrating relevant skills. 5. Organise the individuals- your fellow trainee mates including assessor for the role-play (meeting) as agreed by your assessor. 6. The assessment is due on the date specified by your assessor. 7. Any variations to this arrangement must be approved in writing by your assessor. 8. Submit your work with any required evidence attached. 9. See the specifications below for details of submission requirements. 10. Continue to read the following assessment requirements:
6	Assessment Date/s and Timing/s (When?)	1. This assessment will be conducted according to training delivery session plan. 2. Assessor will specify the timings for assessment and evidence submission date/s and timing/s. 3. Time allowed for the assessment completion is 4 hours within 20 hours of training delivery of the week 4.
7	Specifications (What structure, format and demonstration)	1. Provide written solutions to all the project activities using word-processed document. You may use this MS Word /Mac document for your answering. Provide specified length and numbers mentioned in each written activity. 2. For role-play activities, play the role as specified by your assessor demonstrating foundation skills and knowledge application while being observed by your assessor. 3. Submit the written activities with a cover page that includes your name, student ID, unit name, unit code, date of submission and assessor name. Include header (unit name/code) and footer (page number, student name and student ID number).
8	Assessment Context (where and in what condition)	Assessment is conducted in the training room and safe environment where you must perform applying skills and knowledge. You must also provide written solutions to the activities in a word-processed document with evidence that demonstrates consistent skills and knowledge application in various conditions specified in the assessment task. (Assessed in a simulated off-the-job situation that reflects the real workplace).
9	Required Resources (What resources, equipment, tools and materials)	1. Assessment task with instruction and assessment information 2. Learner workbook and other training handouts. 3. Access to simulated workplace and resources. 4. Computer with Internet access word-process software (MS Word/Mac). 5. Workspace, table, chair and stationery as required. 6. Case study and/or real workplace scenario 7. Access to relevant legislation, regulations, standards, and code of practice 8. Business equipment and resources. 9. Specified timing for assessment.
10	Evidence Requirements (What assessor is looking for)	To complete the unit requirements safely and effectively, you must demonstrate consistence performance and provide evidence of your ability to provide leadership for a program of work. In the course of above, you must: · Provide written solutions to all the case study activities reflecting vocational application, · Demonstrate performance and role-play activities consistently applying foundation skills and, · Demonstrate consultation and communication effectively with relevant stakeholders (assessor and fellow trainees in role-plays).

Presentation (Skills and Knowledge Application)

Using the case study scenario of simulated workplace provided in the appendix, you are required to prepare and deliver presentations to two groups in two presentations as agreed by your assessor as follows:

Presentation topic : COVID Safe Plan

Audience : Customer Service Personnel & Suppliers and customers

Situation

You have been working for Simulated workplace of your choice for two years as a coordinator coordinating with departments to provide an efficient service to its customers. As COVID19 pandemic spiral in 2020, it has become a requirement by Department of Health and Human Service (DHHS) for the organisations to have a COVID Safe Plan for the organisation to get back to normal operation with full human resource capacity in the year 2021.

Your Task

You are required to make presentations to two different groups as the scenario or any other scenario agreed by your assessor. Note: You must replicate the above scenario and situations including factual information and numerical information. Organise the individuals- your fellow trainee mates including assessor for the role-play (meeting) as agreed by your assessor. Complete the following three areas of performance:

Prepare your presentation
Read the case scenario and the organisational policy for presentations in the appendix and prepare to make presentations.
Identify the audience and describe their involvement with Australian Constructions.
Determine the tone, structure, style of communication required for the presentation that suite the target audience.
Identify suitable platforms for different audiences for your presentations.
Make sure you prepare presentation to achieve the objectives of the presentation
Design the presentation to meet the needs of the audience .
Develop an evaluation form to evaluate your presentation quality.
Deliver your presentation

Timing – Each meeting 5-10 minutes per candidate.

Deliver your presentation with reliable information.
Have a question session providing opportunity for audience to ask questions.
Answer questions clearly and concisely with the help of your colleagues using relevant conventions and protocols when communicating with team members (i.e. fellow trainees).
Follow up with stakeholders following presentation (i.e. assessor and fellow trainees).
Evaluate your presentation
Distribute your evaluation form among the audience and ask them to rate your presentation (i.e. assessor and fellow trainees).
Using the evaluation form evaluate your presentation quality and ratings by audience
Identify areas for improvement.
Determine and list presentation improvement strategies for future presentations.

—End of Project Work—

Self Assessment Checklist

	Assessment Task Activity	Completed as required
A	Prepare your presentation	Yes	No
1	Read the organisational policy for presentations in the appendix and prepare to make presentations.	☐	☐
2	Identify the audience and describe their involvement with Australian Constructions.	☐	☐
3	Determine the tone, structure, style of communication required for the presentation that suite the target audience.	☐	☐
4	Identify suitable platforms for different audiences for your presentations.	☐	☐
5	Make sure you prepare presentation to achieve the objectives of the presentation.	☐	☐
6	Design the presentation to meet the needs of the audience.	☐	☐
7	Develop an evaluation form to evaluate your presentation quality.	☐	☐
B	Deliver your presentation
8	Deliver your presentation with reliable information.	☐	☐
9	Have a question session providing opportunity for audience to ask questions.	☐	☐
10	Answer questions clearly and concisely with the help of your colleagues using relevant conventions and protocols when communicating with team members (i.e. fellow trainees).	☐	☐
11	Follow up with stakeholders following presentation (i.e. assessor and fellow trainees).	☐	☐
C	Evaluate your presentation
12	Distribute your evaluation form among the audience and ask them to rate your presentation (i.e. assessor and fellow trainees).	☐	☐
13	Using the evaluation form evaluate your presentation quality and ratings by audience.	☐	☐
14	Identify areas for improvement.	☐	☐
15	Determine and list presentation improvement strategies for future presentations.	☐	☐

Assessor comments on decision made

References

(For task 2 & 3)

1. Website with an author – Author surname, initials (Year), article title, website name, Available at: http://website url.com.au/article, Accessed (or viewed) 10 March 2021.

2. Website without author and no date – Article title (n.d.), website name, Available at: http://website url.com.au/article, Accessed (or viewed) 10 March 2021.

3. Book with no author – Title of book, edition (edn), Volume number or number of volumes, Publisher, Place of publication, page number(s) if applicable.

4. Book with one author – Author, A (Year), Title of book, Publisher, Place of publication.

5. Book with two or three authors – Authors, AA , Author, BB & Author, CC (Year), Title of book, Publisher, Place of publication.

List all references used for assessment task 2 and 3 below (if any)

Appendix

Case Study (Simulated Workplace)

Scenario 1 – Meeting 1

You have been working for Australian Construction (Simulated workplace) for two years as a coordinator at Melbourne Office coordinating with departments to provide an efficient service to its customers. The manager has recognised you as a fully committed hard working employee compared with other members of the team according to you achievement of KPIs. But, after last year (i.e. December 2020) performance appraisal there has been pay rises for all the individuals and you find you have been treated the same as others including team members who were not so committed to their job roles and they underachieved KPIs. You are bit unhappy about it and want to negotiate for a better pay rise as a recognition and appreciation of over-performance and achieving targets. You meet with your immediate manager, General manager and HR manager to negotiate.

General manager is very bushy and not available during morning and early afternoon. HR Manager needs early confirmation for meeting at least two days before as he is involved in workforce planning for the year ahead. Your manager is available.

Scenario 2 – Meeting 2

Your Melbourne Office goes for a computer upgrade to facilitate the requirement of automation of services to increase efficiency. You have received three quotes from three suppliers as follows:

Computer Genesis Pty Ltd.	$59,000
Tech Dynamics Pty Ltd.	$62,500
Hewlett Packard Australia Pty Ltd	$67,500

Allocated budget is $60,000.

In your evaluation, you find the Computer Genesis Pty Ltd does not have many positive reviews from the market and Tech Dynamics is a reliable supplier yet not having great reputation for quality service as compared with Hewlett Packard Australia.

You have consulted relevant stakeholders and experts to select the best solution. Outcome of consultation is the recommendation of HP product from Hewlett Packard Australia Pty Ltd. According you your store policy, you cannot go beyond the budget allocation. You are planning to negotiate with Hewlett Packard Australia for a price reduction without compromising with product and quality of upgrade.

You know someone at Hewlett Packard Australia Pty Ltd Hewlett Packard Australia Pty Ltd who can influence the negotiation with some authority. But, his availability is unsure as he is involved in international travelling most of the time.

Note: You must replicate the above scenario and situations including factual information and numerical information. Organise the individuals- your fellow trainee mates including assessor for the role-play (meeting) as agreed by your assessor for task 2. Organise the training room settings and the audience for the presentation for task 3.

Scenario for presentation (for Task 3)

You have been working for Simulated workplace of your choice for two years as a coordinator coordinating with departments to provide an efficient service to its customers. As COVID10 pandemic spiral in 2020, it has become a requirement by Department of Health and Human Service (DHHS) for the organisations to have a COVID Safe Plan for the organisation to get back to normal operation with full human resource capacity in the year 2021.

Your workplace deal with wide range of products that require human interaction and contact through demonstration. The COVID Safe Plan is developed and need to be communicated and presented to stakeholders who have direct involvement with operation. You have been assigned the task of presenting the COVID Safe Plan requirements to two groups such as:

Customer Service Personnel
Suppliers and/ or customers (key stakeholders who interact day-to-day basis)

Your role is to prepare and deliver the presentation addressing the following:

preparing and planning the presentations
identifying suitable platform for presentations
presenting reliable information
designing the presentation to meet the needs of the audience
answering questions clearly and concisely and
evaluating the presentations to identify areas for improvement.

You have the following policy and procedure for negotiation.

Policies and procedures

Negotiation Policy and Procedures

Purpose

This Negotiation and Execution of Contracts Policy clarifies the procedures, obligations and liabilities applicable to the negotiation and execution of contracts in the name of (organisation). This policy is consistent with the policy entitled “Purchasing and Contracting Regulations” Except for the contracts for which authority is reserved by the Board or designated to the CEO by this Policy Manual, all contracts necessary for the daily operations of each.

Therefore, the following Negotiation and Execution of Contracts Policy defines the circumstances under which individual employees are authorized to negotiate and sign contracts on behalf of (organisation), as well as the process and procedure for reviewing and approving contracts prior to signature.

Policy Statement

Unless specifically excluded from this Policy, all contracts involving (organisation)must be executed in accordance with the terms of this Policy. No person shall sign any contract binding upon the (organisation) unless such individual has been appointed, in writing, as the designee authorised to sign. For purposes of this policy, “contract” shall mean any contract, agreement, memorandum of understanding, memorandum of agreement, letter of intent, or any other instrument which commits the funds, personnel, equipment, property or facilities of (organisation). The policy shall further apply to revenue contracts for which the (organisation) receives funds for providing services, as well as all change orders, modifications, amendments or renewals of any contract.

Procedure

Planning your negotiation

No amount of preparation is too much in approaching complex or high-stakes negotiations. Plan both your approach to the subject under negotiation, and your tone and communication style. In approaching the subject of your negotiations:

set your objectives clearly in your own mind (including your minimum acceptable outcome, your anticipated outcome and your ideal outcome)
determine what you will do if the negotiation, or a particular outcome, fails
determine your needs, the needs of the other party and the reasons behind them
list, rank and value your issues (and then consider concessions you might make)
analyse the other party (including their objectives and the information they need)
conduct research and consult with colleagues and partners
rehearse the negotiation
write an agenda — discussion topics, participants, location and schedule.

In deciding your communication style, familiarise yourself with successful negotiating strategies. Arm yourself with a calm, confident tone and a set of considered responses and strategies to the tactics you anticipate.

Engaging with the other party during the negotiation

Introduce yourself and articulate the agenda. Demonstrate calm confidence.
Propose — make your first offer. The other party will also make proposals. You should rarely accept their first offer. Evidence suggests that people who take the first proposal are less satisfied and regret their haste.
Check your understanding of the other party´s proposal.
Remember your objectives.
Discuss concepts and ideas.
Consider appropriate compromises, then make and seek concessions.
Suggest alternative proposals and listen to offered suggestions.
Paraphrase others’ suggestions to clarify and acknowledge proposals.
Give and take.

Closing the negotiation

Take a moment to revisit your objectives for the negotiation. Once you feel you are approaching an outcome that is acceptable to you:

look for closing signals; for example
- fading counter-arguments
- tired body language from the other party
- negotiating positions converging
articulate agreements and concessions already made
make ‘closing’ statements; for example
- ‘That suggestion might work.’
- ‘Right. Where do I sign?’
get agreements in writing as soon as you can
follow up promptly on any commitments you have made.

Conducting Meetings

Policy : Meetings should be conducted in a manner which maximises meeting outcomes and does not waste employee time.

Definitions : The meeting chairperson is the person who chairs the meeting. A quorum is the minimum number of participants required to make decisions at a meeting.

The minute taker is the person responsible for recording meeting actions and preparing the Minutes of Meeting.

Procedure

Responsibilities of meeting chairperson

Ensure there are enough people at the meeting to make a quorum.
Run the meeting according to the order of items on the Agenda.
Ensure all participants are given an opportunity to contribute.
Encourage open and constructive discussion.
Discourage destructive discussion.
Ensure all or most Agenda items are covered.
Close the meeting.
Check and sign the Minutes of Meeting.

Minutes of Meeting

The minute taker must provide an accurate record of the participants, apologies, motions, actions and important points raised at the meeting in the Minutes of Meeting.
The template for the Minutes of Meeting should be used.
The Chairperson must approve the Minutes of Meeting before they are distributed.

Simulated Workplace Presentation Policy (Excerpt)

After you have been authorized to present on behalf of Australian Construction, please review and adhere to the guidelines and policies below.

General presentation guidelines

Copyright Information
Australian Construction Guidelines
Cost
Sample design

PowerPoint Presentations

Approved templates (and when to use co-branded templates)
Images / Photos
Medical or Scientific Illustrations
Presentation Coaching and Development

General Presentation Guidelines and Policies

Copyright Information

Material on the internet is copyrighted. Look for terms and conditions of acceptable use for all images/photographs and text you find online before copying and using any content.
Before sending your presentation, please confirm the copyright status of all images and external content.
Make sure that all external content (images and text) is properly cited.
You can search the Copyright Clearance Centre (http//:www.copyright.com) to find journals and get permissions. Authors frequently cannot give permissions to their own published works; often the journal publisher must grant permission to use.
Government websites are usually in the public domain. Permission is not needed to use if cited properly. Citations are usually provided on the website.

Australian Construction Guidelines

Slides cannot contain any advertising, trade names or product-group messages.
The content must promote improvements or quality in healthcare and not a specific proprietary business interest of a commercial interest.
Presentations must give a balanced view of therapeutic options. Use of generic names will contribute to this impartiality. If the CME educational material or content includes trade names; available trade names from several companies should be used, not just trade names from a single company.

PowerPoint Presentations: Approved Templates

Australian Construction Wollongong (this needs to be updated before posting

PowerPoint presentations: Images

If photographs of staffs are used, you are required to obtain a signed media and public relations consent form pursuant to staff Policy.
If photo releases have not been acquired, all images of staffs and other stakeholders must be de-identified. Please consult Australian Construction media unit with questions.
Photos on the internet are copyrighted. Review all copyright information [link to section above] before using images found online.

Additional tips

Always use high-resolution photos (300 dpi or higher)
Contact your service line marketing representative for ideas [need an updated marketing contact list]
On IT database – Departments à Marketing and Public Relations à System Messaging and Marketing Templates à Logos and Photos
Sites that offer free stock photos (no photo credit or sourcing required):
- http://www.thinkstockphotos.com/
- http://www.istockphoto.com/
- creativecommons.org.