BSBCMM511 Task 2 Case Study: Negotiating Charitable Donations

This assessment task requires negotiating and convincing persuasively to allocate a sum of $100,000 to different charitable organizations. The case study provides scenarios for different organizations seeking funding. The first part of the assessment requires negotiating with another person for at least 15 minutes to reach an outcome on the division of funds. The communication requirements, communication styles, solutions, and BATNA must be considered during the negotiation.

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Candidate Instructions
Purpose of this Assessment task
This assessment task is designed to test your skills
in communicating with influence as required by the
unit BSBCMM511 Communicate with influence.
Your trainer/assessor will be assessing your work
and provide you with constructive feedback on
Canvas. This task will assess your skills to:
 Identify communication requirements
 Negotiate to achieve agreed outcome
 Participate in and lead meetings
 Make presentations
In this assessment you will analyse the provided
case, undertake research, and complete the 3 parts
of the project to demonstrate your skills in
communicating with influence.
What are you required to do to undertake this
Case Study?
To complete this assessment, you must use the
Case Study which has been provided within this
task.
To successfully undertake this assessment, you
should be doing the following:
 Read the provided Case Study, your
scenario, and all questions a couple of times
to ensure that you understand the
requirements
 Clarify any requirements with your trainer
and assessor if you are not sure
 Research appropriate websites as directed
by your trainer/assessor
 Complete all parts of the project and upload
everything to Canvas
 Discuss with your trainer/assessor the
contents of the project you will be
submitting
Context and conditions of undertaking the tasks?
The prescribed tasks will be undertaken by you
after carefully analysing the case scenarios. Your
trainer will also provide you guidance on the
websites to be researched. Your trainer/assessor

may also set certain conditions under which you
will perform the tasks required by this assessment.
For example, your trainer may set a time limit to
perform a task or, ask you to repeat a task or, ask
you to give additional information about the
performance by asking you some verbal questions
or, they may prescribe you some new conditions to
undertake certain tasks.
Given your personal conditions, your
trainer/assessor should also be able to make some
reasonable adjustments in undertaking the tasks of
this assessment. You should check with your
trainer/assessor about the conditions under which
the tasks should be completed, and the possible
adjustment they can make in undertaking these
tasks.
What specific WHS requirements may be involved?
This assessment will require you to be aware of the
standard Workplace Health and Safety
requirements e.g. Workplace Health and Safety Act
and Workplace Health and Safety Legislation Your
trainer/assessor will advise you on these and other
legislative requirements.
Tasks and frequency of performance
Details of the tasks to be undertaken in this
assessment are provided in this document. The
tasks listed must be performed at least once.
Getting Started
The assessment may be re-attempted on two
further occasions (maximum three attempts in
total). All assessments must be resubmitted 3 days
within receiving your unsatisfactory grade. You
must clearly indicate “Re-submission” on your
resubmitted work.
You must complete all questions unassisted by the
assessor or other personnel but may refer to
reference material as may be needed. All questions
must be answered satisfactorily for the assessment
to be completed satisfactorily.
For any assessment conducted that is incomplete,
or without satisfactory performance, the
assessment will need to be completed again after
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further training support. This may be simply to
focus on question areas not achieved in the prior
assessment.
Submitting your assessment
When you are ready to submit your assessments,
upload the files in Canvas via the submission tab. It
is important that you keep a copy of all electronic
assessments submitted to Canvas. Please submit all
assessment components.
Word count
In this assessment some of the questions include a
word count. This is a guideline only, but your
answers should not vary substantially (i.e. +/- 10%)
from the word count provided. Microsoft Word
includes a word count tool.
Objective To test the required application skills in communicating with influence.
Assessment Cover Sheet
Candidate name:
Candidate ID
Trainer’s Name:

Date Submitted:
Candidate declaration: I declare that:
 I have read and understood all the information provided in relation to
the assessment requirements to complete this unit, the instructions
and the purpose and processes of undertaking this assessment task
 This assessment is my own work and where other’s works or ideas have
been borrowed, I have appropriately referenced or acknowledged them
 I understand that plagiarism is a serious offence that may lead to
disciplinary action.
Candidate signature:
Task 2 – Case Study and Role Play
General instructions
This task requires you to negotiate and convince persuasively. You will need to prepare for and
participate in a negotiation.
IMPORTANT NOTES:
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Part of the assessment includes an activity that must be video recorded. Please follow the
instructions below:
 Students taking face to face classes: You can do the activity during class hours. You must also
video record the activity using your phone and uploading it to Canvas.
 Students taking online classes:
- You must arrange participants to do the role play/presentation with you.
- Please see further instructions in the assessment on the number of participants required for
the presentation / role play.
- Participants can include fellow students, friends, family members, or work colleagues.
- You can do the session face to face and record it using your phone.
- You can also do the session using an online platform such as WhatsApp or Zoom and record
the session.
 Uploading your video onto Canvas: Please see additional instructions uploaded together with
Task 2 on how to submit your recording onto Canvas.

Case Study - The Charity Donation
Background
Every year a wealthy benefactor allocates a sum of money to charity. There are no strings attached
to the donation. She works with a team of people to help her decide how to allocate the money.
Your Brief
You should negotiate with the other person to secure the funds you need. The overall sum of
money available is $100,000.
It is known that traditionally the benefactor and her team prefer to give out a large lump sum of
money rather than lots of small amounts; but also that they usually want their award of money to
have the maximum impact for the most people. The benefactor and her team are busy people and
would like the charitable organisations to negotiate amongst themselves and come up with their
own agreement as to how the funds should be allocated, which she will then approve.
Scenarios
1. The AIDS Foundation Charity
Your Brief
You represent an international AIDS foundation charity whose aims are to:
 Provide information and advice guidance education across the globe to those suffering from
or concerned about AIDS/HIV
 Establish dedicated care facilities in three countries for people in the advanced stages of
AIDS.
This year you are seeking to fund the following:
 Train five AIDS/HIV counsellors in your local area. Total cost $25,000
 Equip a small ward attached to the local hospital specifically for AIDS sufferers. Total cost
$95,000.
2. Animal Welfare Charity Guide Dogs for the Blind
Your Brief
You represent an animal welfare charity which provides guide dogs for blind people in the United
Kingdom. This year you are seeking to:
 Purchase 15 new dogs and train them and their users. Total cost $45,000
 Refurbish your existing blind dog training centre in order to increase its size and improve
your somewhat outdated facilities. Total cost $75,000
 Purchase reflective collars for guide dogs: 1000 collars at $2.50 each.
3. Local Church Community Action Program
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You are members of your local church community action program. The aims of your charity are:
 To run a job club for the long-term unemployed
 To offer a counselling service to and for the whole community
To provide a ‘friendly club’ for the elderly and infirm. This year you would like to:
 Fund travelling expenses for those attending job interviews. Total cost $10,000.
 Purchase two computers with printers and software, one for the administration of the
counselling service and the second for the use of job club members. Total cost $6,000.
 Purchase a photocopier for general use and for the use of job members. Total cost $5,500.
 Purchase a customised minibus with wheelchair access for the friendly club. Total cost
including insurance and one year ’s maintenance $30,000.
 Provide a fully funded two-day trip to the beach for 30 elderly and infirm local residents.
Total cost $24,000 including salary costs for the carers.
4. Surf Lifesaving Queensland
You represent the local branch of Surf Lifesaving Queensland. Last year over 1,500 people were
saved from the seas around the state. You are seeking to fund:
 A new faster and more reliable electric winch system for the lifeboat house ramp. Total cost
$35,000.
 New improved GPS radio system for two lifeboats. Total cost $6,000.
 Training courses on resuscitation techniques for all volunteer lifeboat personnel Estimated
total cost $1000 per person. You have 24 volunteers but some are more active than others.
 New public donation marketing campaign to encourage members of the public to make
financial donations to support the work of Surf Lifesaving Queensland. Total cost $4,500.
5. UNICEF Asthma Campaign
UNICEF is seeking funding to set up a national asthma screening scheme. You seek funding for:
 Mobile asthma clinic. Total cost $42,000.
 Salary costs for the staff for the above clinic. Total cost $35,000.
 Insurance and fuel costs for the mobile clinic. Total cost $8,000.
 Funding for research into the incidence of asthma in migrant agricultural workers. Total
cost $47,000.
 Daytrip to the seaside for local asthma sufferers $3,000.
 Purchase of 10,000 asthma inhalers at $3 each.
 Funding for an information leaflet for members of the public to inform them about asthma:
100,000 leaflets at 10¢ each.

Part A – Negotiate to achieve agreed outcome
Each individual must negotiate with another for at least 15 minutes and no more than 30 minutes,
using best negotiation practices, to reach an outcome on the division of the funds.
Before you negotiate, answer the questions below to help you prepare for your negotiation. Then,
use this information during your negotiation.
What is your position and supporting arguments?
Answer:
I believe that the biggest portion of the funds around 50% must be allocated to AIDS foundation
charity. It is very essential thing since in the society the raising cases of AIDS are a severe issue.
The fund can be used for betterment and the most prominent thing if it is given 50000 dollars then
the entire cost of AIDS/HIV counsellor can be easily paid with just fifty percent of the donated
funds.
The needs of other organizations are very high so with any big fraction of amount they won't be able
to fulfil their any significant demand but on the other side AIDS foundation charity can meet it
prominent requirements (Lepori and Montauti, 2020)
The work what local church community is doing, having great way of serving people but being an
unemployed is not as deadly as being a patient of HIV/AIDS.
With this regard the work of Surf lifesaving Queensland is significant and may raise demand of
bigger funds due to their ability of affecting people.
And remaining funds can be distributed equally among all remaining charitable organizations. The
best use of available fund is only possible if the people who are facing deadly ailment can get
benefit so it would be a great way to distribute the sum.
How will you ensure the lines of communication are kept open?
Answer:
lines of communication must be opened so all the organization can share their concerns and issues
in order to find solution.
For this purpose some set of actions will be taken such as-
There would be ample opportunity to share ideas and task.
Internal conversations will be encouraged.
Sufficed opportunity should be given to all the parties, so they can extend the way they want.
Questions must be respected and encouraged so all concerns may come before organizations.
A strong culture of communication would be developed so can ensure answer-ability.
What communication styles do you plan to use and when?
Answer:
generally there must be a formal communication line so all parties can raise their issues by proper
channel, but as per requirements it would be eased and informal discussions may take place.
So altogether there would be a flexible communication line among participants.
While discussing some prominent issues where time factor is not constraint then formal line will be
used and if the topic is urgent, no participant can wait for, then informal Chennai is promoted.
What solutions do you have in mind?
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Answer:
the issue of fund allocation can be resolved only with proper communication. It is needed to
perceive by all charitable parties that the best use of mankind must be ensured. So the fund
allocation should be as per its effectiveness for people (Pfajfar and Małecka, 2022.)
For sorting out the issues with communication or negotiation with the organizations then there must
be a well-structured form of negotiation. All parties may come and raise their issues and as per
rationality factor their points should be given prominence so can reach to any better conclusion that
drives both smooth communication and better use of funds for benefit of human being.
For sorting out the problem of fund allocation all parties are having need to participate in negotiation
with their full potential, abiding with communicational norms decided.
What is your BATNA?
Answer:
BATNA is a prominent thing for an organization so for the charitable organizations there must be a
favourable BATNA.
Our BATNA is well-balanced which believes that if talks get failed then the funds must be
distributed to AIDA foundation, around 40% so can at least help them to meet their expenditure of
counsellors.
Then remaining amount should be distributed equally among all remaining parties, so they can help
their projects and execute charitable course of actions.
The plan is viable which would be satisfactory to all if talks do not work. The priority or can say
burning priority is still with AIDS so the proportion of funds for the AIDS charitable organization
must be higher than others.
Now, following the notes in the “IMPORTANT NOTES” and ensuring your meeting is being recorded,
negotiate with another representative from a charity to secure the funds you are seeking.
Your negotiation should be at least 15 minutes and no more than 30 minutes, using best negotiation
practices, to reach an outcome on the division of the funds.
Once you have completed your negotiation, upload your video recording to Canvas.
On completion of the role play, your Assessor must be satisfied that you are able to negotiate and
present your argument persuasively.

Assessor Feedback Chart
The Assessor will record their feedback and comments on your skills on the following chart.
Was the Learner able to consistently: Satisfactory Not
Satisfactory
Confirm authority to present material on behalf of an
organisation or work area, according to organisational policies
and procedures?
 
Identify information that may be subject to confidentiality and
manage appropriately?  
Identify information needs of audience?  
Prepare realistic position in line with purpose of
communication?
Identify objectives of negotiation to respond to the needs and
requirements of stakeholders?  
Demonstrate knowledge on how to document potential issues
and problems?  
Prepare realistic positions and supporting arguments according
to objectives?  
Communicate with stakeholders, and establish areas of common
ground and potential compromise?  
Confirm and document outcomes of negotiation?  
I
[Name of Assessor]
verify that I consider the details ticked satisfactory / not satisfactory above to be, in my
opinion, a true, fair and honest reflection of the consistent performance of the Learner
named in relation to the performance criteria as noted in the table.
Signature of Assessor: Date: ____ /____ / _____
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Any other comments:
Print and include any documents you use and reference any other information for your
Assessor.

Part B – Participate in and lead meetings effectively
This task requires you to participate and lead a meeting. To achieve this, you will participate in at
least two meetings. You will be the chair of the meeting in one, and a participant which your
classmate chairs the other. The mgital health agency 2018 australia workeeting must be at least 15
minutes long but not exceed 20 minutes.
Acting as Chairperson you will tell the meeting participant/s, who work for the charity that you
represented in Part A, that funding has been provided and you must initiate plans to use those funds.
Before the meeting you must prepare an agenda and brief summary of the key issues and possible
options. As chairperson, you must keep the meeting on track and effective.
Record your action items.
Action Items:
Agenda of the meeting-
The aim of the meeting is to convene all about the notion raised by the organization.
Fund allocation is the main issue where a negotiation is carried out so explaining the viability and
rationality factor of our conviction is the area of focus.
Total time for meeting would be 15 minutes.
Then a question-answer session will be taken so other participants can raise their issues and ask
some questions.
The document showing use of funds will also be presented so people can perceive usefulness of the
organization.
Meeting-
It is very much prominent for all to know the usefulness of AIDS charitable organization. The main
purpose of the fund is to use it for public well-fair, which is only possible if it is affecting maximum
number of people positively.
The charity is engaged in providing help to AIDS patients globally. The main work is to
disseminate guidance about the disease, education to those who are suffering from it. The role is
very prominent, with the progress of time the cases of AIDS are being hiked so this point has been
concerned by the organization and three most sensitive countries which has notched up higher
number of such cases are taken into consideration (Baker and Exner‐Cortens, 2020.)
The other three nations which are facing the ailment as the most horrendous issue so the
foundation is providing them care facilities. Care facilities for the disease is not much good in many
nations and there are so many misconceptions among people so with this regard education for the
ailment can not be left.
For this year the foundation is willing to arrange around 120000 dollars, Since over the time
it has been felt that there is rigorous need of deploying such counsellors who can extend their
services in health care to such patients.
The funds will be used to meet their expenditure of giving them training is around 25000 so
a part from the arranged funds would be used for this sake. Their training is very much prominent
and can not be avoided or can be placed second in priority since they have direct interaction to such
patients and with their proper skills they can serve people.
The remaining amount is gonna to be used for small ward attached to the local hospital. The
requirement of funds for the ward is around 95000 but some minute things can be arranged with
remaining 25000 dollars.
The role of the organization is essential for the society, it is globally serving and also helping
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people to not only cope up with the disease but also disseminating education (Wahyudi, Hasanudin
and Pangestutia, 2020)
Main purpose of the funds to serve maximum number of people but the fact can not be
denied that numerical superiority is lower than seriousness of a case. With this regard all other
organizations who are engaged in some different charitable activities but their work is less
significant that curing AIDS.
You will act as a meeting participant when someone else is the Chair.
During the meetings the Assessor will record your skills on the Observation Checklist, below. On
completion of the role plays, your Assessor must be satisfied that you are able to participate in, and
lead a meeting.
In both cases, you must act as if it were a real situation angital health agency 2018 australia workd
meet the standards listed in the Assessor Feedback Charts.
You MUST follow the instructions in the IMPORTANT NOTES and video record your presentation and
upload it within Canvas


Assessor Feedback Chart – Learner as Chairman
The Assessor will record their feedback and comments on your skills on the following chart.
Was the Learner able to consistently: Satisfactory Not
Satisfactory
Identify the need for the meeting?  
Schedule the meeting according to the time available to
stakeholders?  
Prepare an effective meeting agenda and distribute to
stakeholders?  
Conduct meeting according to organizational policies and
procedures?  
Contribute to discussions by answering questions clearly and
concisely?  
Seek consensus on meeting objectives?  
Summarise outcomes of meetings and distribute to stakeholders?  
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Assessor Feedback Chart – Learner as Meeting Participant
The Assessor will record their feedback and comments on your skills on the following chart.
Was the Learner able to consistently: Satisfactory Not
Satisfactory
Contribute to discussions by answering questions clearly and
concisely?  
Listen actively to the discussion, considering all opinions and
views?  
Understand information needs of others?  
Adapt communication to suit the audience?  
I
[Name of Assessor]
verify that I consider the details ticked satisfactory / not satisfactory above to be, in my
opinion, a true, fair and honest reflection of the consistent performance of the Learner
named in relation to the performance criteria as noted in the table.
Signature of Assessor: Date: ____ /____ / _____
Any other comments:
Print and include any documents you use and reference any other information for your
Assessor.

Part C – Make a Presentation to a Business Forum
This task requires you to make a presentation in a business forum. To achieve this, you must prepare
a presentation describing the funding negotiations and the subsequent meeting that you chaired in
Part B for the benefit of stakeholders to keep them informed.
Before the presentation you must prepare your talk in. Record your preparation below. You may use
visual aids in your presentation if you wish.
Preparation:
The Assessor or other participants will ask you questions that you must answer. If you are role playing
this scenario without your assessor, you must tell your participants that they are expected to listen
and ask some questions. You must act as if it were a real situation.
Your assessor will use the Observation Checklist, below, to assess your overall competence. On
completion of the role play, your Assessor must be satisfied that you are able to make a presentation.
Online learners
You MUST follow the instructions in the IMPORTANT NOTES and video record your presentation and
upload it within Canvas
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Assessor Feedback Chart – Make a Presentation
The Assessor will record their feedback and comments on your skills on the following chart.
Was the Learner able to consistently: Satisfactory Not
Satisfactory
Listen actively?  
Understand information needs of others?  
Adapt communication to suit the audience?  
Identify suitable platform for presentations?  
Present reliable information?  
Design the presentation to meet the needs of the audience?  
Answer questions clearly and concisely?  
I
[Name of Assessor]
verify that I consider the details ticked satisfactory / not satisfactory above to be, in my
opinion, a true, fair and honest reflection of the consistent performance of the Learner
named in relation to the performance criteria as noted in the table.
Signature of Assessor: Date: ____ /____ / _____
Any other comments:
Print and include any documents you use and reference any other information for your
Assessor.

End of Assessment!
Congratulations, you have completed this assessment task.
Upload your assessment documents to the “submission” button within the Communicate with
Influence unit of competency Task 2 in Canvas.
Please ensure all questions are answered and upload the following:
 This workbook
 PowerPoint slides used in Part C
 Recorded video presentation for Part A, B, and C.
References-
Lepori, B. and Montauti, M., 2020. Bringing the organization back in: Flexing structural responses to
competing logics in budgeting. Accounting, Organizations and Society. 80. p.101075.
Wahyudi, S., Hasanudin, H. and Pangestutia, I., 2020. Asset allocation and strategies on investment
portfolio performance: A study on the implementation of employee pension fund in
Indonesia. Accounting. 6(5). pp.839-850.
Pfajfar, G. and Małecka, A., 2022. Evaluating the role of Confucian virtues in Chinese negotiation
strategies using a Yin Yang cultural perspective. European Journal of International
Management. 17(2-3). pp.290-323.
Baker, E. and Exner‐Cortens, D., 2020. Adolescents’ Interpersonal Negotiation Strategies: Does
Competence Vary by Context?. Journal of Research on Adolescence. 30(4). pp.1039-1050.
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