NZQA Assessment Support Material
Unit standard
7124
Title
Demonstrate knowledge of one-to-one negotiation
Level
2
Vocational pathways
Credits
2
Version
5
Social and Community Services
Student guidelines
Introduction
This assessment activity requires you to show that you can:

Describe behaviours and response patterns in one-to-one negotiation;

Describe actions and strategies for achieving positive outcomes in one-to-one negotiation.
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Student guidelines
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Conditions of assessment
Assessor note: It is expected that the assessor will read the learner instructions and modify them if
necessary to suit their learners.
This is an open book assessment. You may use any information to help you complete the
assessment. All answers must be in your own words.
How you will be assessed
There are two (2) worksheets in this assessment.

Answer all the questions in each worksheet.

Assessment may be conducted orally - your assessor may read the question to you and write
down your answer on the worksheet but they cannot help you.
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Task 1 – Own behaviours and response patterns in one-to-one
negotiation
In life, we all need to negotiate in different situations.
This task requires you to describe your own behaviours and response patterns in one-to-one
negotiations.
1. On worksheet 1, brainstorm four examples of negotiation you have been involved in.
2. Talk to your assessor/workplace supervisor about these negotiations to agree examples of
negotiation that are suitable for assessment.
Examples of negotiation are required for:
i.
A situation where the negotiation was initiated by you.
ii.
A situation where the negotiation was initiated by someone else.
iii.
A situation where there was an element of opposition (the opposition may be yours, the
other person’s or a third party’s). (If there was an element of opposition in (i) or (ii) a third
negotiation is not necessary).
3. For three of the agreed situation, use a Negotiation Recording Sheet (pages 5-10) to:

Describe the situation.

Describe the steps taken by you and the other person involved in the negotiation, including
the starting point taken by you and the other party.

Give one (1) example of how you felt during the negotiation.

Give one (1) example of how you responded during the negotiation. These may be verbal
or non-verbal responses.

Give one (1) example of your behaviour during the negotiation.

Give one (1) example of a belief that underlies your behaviour or response patterns.

Give one (1) example of a value that underlies your behaviour or response patterns.

Give one (1) example of an assumption that underlies your behaviour or response
patterns.

State whether the outcome was a win-win, a win-lose, a lose-win, or a lose-lose result.
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Student guidelines
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Worksheet 1 – My behaviours and response patterns during negotiation
Situations I have been involved with that required negotiation
Use this page to brainstorm some ideas of situations you have been involved with that required
negotiation. Then, in discussion with your assessor, choose three for this assessment. Think of
examples where the negotiation is initiated by you, initiated by someone else, and where there was
an element of opposition.
Situations I have been
involved with that
required negotiation
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Negotiation recording sheet
Situation 1
A negotiation started by me
Describe the situation being negotiated and your starting position in the negotiation:
Describe any steps taken by you during the negotiation:
What was the final outcome of the negotiation and how was it achieved?
Is this an example of a win-win negotiation; a win-lose negotiation; a lose-win negotiation;
or a lose-lose negotiation (or another type of negotiation)?
How I behaved during the negotiation:
How I responded during the negotiation:
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An example of a belief that underlies my behaviour and responses in this negotiation is:
An example of a value that underlies my behaviour and responses in this negotiation is:
An example of an assumption that underlies my behaviour and responses in this
negotiation is:
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Negotiation recording sheet
Situation 2
A negotiation started by someone else
Describe the situation being negotiated and your starting position in the negotiation:
Describe any steps taken by you during the negotiation:
What was the final outcome of the negotiation and how was it achieved?
Is this an example of a win-win negotiation; a win-lose negotiation; a lose-win negotiation;
or a lose-lose negotiation (or another type of negotiation)?
How I behaved during the negotiation:
How I responded during the negotiation:
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An example of a belief that underlies my behaviour and responses in this negotiation is:
An example of a value that underlies my behaviour and responses in this negotiation is:
An example of an assumption that underlies my behaviour and responses in this
negotiation is:
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Negotiation recording sheet
Situation 3
A negotiation where there was an element of opposition
Describe the situation being negotiated and your starting position in the negotiation:
Describe any steps taken by you during the negotiation:
What was the final outcome of the negotiation and how was it achieved?
Is this an example of a win-win negotiation; a win-lose negotiation; a lose-win negotiation;
or a lose-lose negotiation (or another type of negotiation)?
How I behaved during the negotiation:
How I responded during the negotiation:
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An example of a belief that underlies my behaviour and responses in this negotiation is:
An example of a value that underlies my behaviour and responses in this negotiation is:
An example of an assumption that underlies my behaviour and responses in this
negotiation is:
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Task 2 – Actions and strategies for achieving positive outcomes in one-toone negotiation
This task is about describing actions and strategies to achieve positive outcomes in one-to-one
negotiation.
Ideally you will be able to use an example of a one-to-one negotiation that is important to you in
your current situation within a Social and Community Services setting. If you are using your own
situation, describe the situation below.
If not, some scenarios are provided for you to think about possible actions and strategies you could
use in one of these situations.
My negotiation scenario – either describe your own scenario below or indicate your choice
of scenario from Resource Scenario 1, Scenario 2, or Scenario 3 (see Resource Scenarios
p 12).
Remember that this MUST be a one-to-one negotiation.
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Resource - Scenarios for assessment in Social and Community Services roles
Scenario 1 – Youth worker – movie choice negotiation
You are working as a Youth Worker on a holiday programme at a community centre and have
arranged an outing for a group of six young people to an early evening movie session. All of the
group are between the ages of 8 and 10 apart from one boy who is 15. The movie you are going to
see was agreed a week before the outing.
When you get to the movies, and just as you are about to pay for the tickets, the oldest boy says
he doesn’t want to see that movie and tries to negotiate hanging round the video games until after
the movie has finished.
Scenario 2- Aged Care Home – transfer negotiation
An Aged Care Facility has a residential wing, a hospital wing and a dementia wing. You have been
working on a casual contract for the last three months and usually work about 24 hours per week.
This role has made you realise that you would like to train as a registered nurse and that your work
experience on the hospital wing might be helpful with your application to study Nursing.
You arrange a meeting with the HR manager to negotiate other work opportunities that might be
available.
Scenario 3- Early Childhood Centre
You have been offered a part-time role as an Early Childhood Assistant at an Early Childhood
Centre. The hours of work are 8 am – 4pm, Monday to Wednesday.
Three months into the job, your Centre Manager asks you to renegotiate your contract and work
Thursdays and Fridays.
You knew what the hours of work would be when you applied for the job. One of the reasons you
applied for the role is that you have two teenage children and your partner works shift work and
usually has to work weekends. This means that if you work Thursday and Friday you won’t have
any time together as a family.
Your partner does not want you to change your working hours.
Either
-
Negotiate with your Manager so that it is clear that you will not change your working hours
Or
-
Negotiate with your partner some changes to your working hours.
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Worksheet 2 – Actions and strategies for achieving positive outcomes in oneto-one negotiation
1
Prepare to negotiate
Describe the steps you would take to prepare to negotiate in the situation your have described.
1
What is your objective?
2
Who is the most appropriate person for you to negotiate with to achieve your objective?
3
What is your best, most desired outcome?
4
How far are you prepared to move from your objective? What’s your bottom line?
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5
What is your best alternative to a negotiated agreement?
6
Put together a case which includes consideration of the other person’s potential needs.
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2
Negotiating a Win – Win outcome
Seven (7) possible actions you could take to negotiate a win-win outcome are given below.
Choose five (5) and describe -with particulars or details from your situation- what you could do to
negoitate a win-win outcome.
 Seek an agreed negotiation process at the start of the negotiation.
 State your desired outcome at the start (think about how you should express yourself).
 Present your case clearly and briefly.
 Identify and acknowledge points of agreement and disagreement.
 Acknowledge the other party’s feelings and/or opinions.
 Focus on interests rather than positions.
 State and check with the other party on the final outcome, any follow-up actions that might be
taken and who will take responsibility for these actions.
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3
Strategies for managing other people’s tactics
Not everyone “plays fair” in negotiations.
Describe a strategy for dealing with three (3) tactics used by the other party to inhibit fair
negotiation in terms of how the strategy will contribute to fair agreement being reached and will
preserve the relationship in terms of further negotiation:
The sorts of unfair tactics might include: Being obstructive, being offensive, being negative, being
aggressive, being deceptive.
Unfair tactic 1 ____________________________________________________________
What is the strategy?:
How does the strategy contribute to fair agreement being reached?
How does the strategy preserve the relationship in terms of further negotiation?
Unfair tactic 2 ____________________________________________________________
What is the strategy?:
How does the strategy contribute to fair agreement being reached?
How does the strategy preserve the relationship in terms of further negotiation?
Unfair tactic 3 ____________________________________________________________
What is the strategy?:
How does the strategy contribute to fair agreement being reached?
How does the strategy preserve the relationship in terms of further negotiation?
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