SAQA All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.
SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD: 

Negotiate agreements in simple to moderately complex situations 
SAQA US ID UNIT STANDARD TITLE
243818  Negotiate agreements in simple to moderately complex situations 
ORIGINATOR
SGB Project Management 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 03 - Business, Commerce and Management Studies Project Management 
ABET BAND UNIT STANDARD TYPE PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined  Regular-Fundamental  Level 5  Level TBA: Pre-2009 was L5 
REGISTRATION STATUS REGISTRATION START DATE REGISTRATION END DATE SAQA DECISION NUMBER
Reregistered  2018-07-01  2023-06-30  SAQA 06120/18 
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2024-06-30   2027-06-30  

In all of the tables in this document, both the pre-2009 NQF Level and the NQF Level is shown. In the text (purpose statements, qualification rules, etc), any references to NQF Levels are to the pre-2009 levels unless specifically stated otherwise.  

This unit standard does not replace any other unit standard and is not replaced by any other unit standard. 

PURPOSE OF THE UNIT STANDARD 
Learners credited with this unit standard will be able to describe the characteristics and the process of successful negotiations. Learners will be able to conduct negotiations, identify and overcome difficulties during a negotiation and finalise agreements for a simple to moderately complex project. They will also be able to communicate the outcome of the negotiations to all relevant stakeholders. 

LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
It is assumed that learners are competent in:
  • Mathematical Literacy at NQF Level 4 or equivalent.
  • Communication at NQF Level 4 or equivalent.
  • Computer Literacy at NQF Level 3 or equivalent.
  • Unit Standard: Sustain oral interaction across a wide range of contexts and critically evaluate texts at NQF Level 5.
  • Unit Standard: Write and present for a wide range of purposes, audiences and contexts at NQF Level 5. 

  • UNIT STANDARD RANGE 
    Simple to moderately complex project can be defined as projects that have:
  • A high degree of stability, few uncertainties or low rate of change with regard to expected deliverables, phase contents, organisational process and procedures, legislation and team members.
  • Limited range of different methods or approaches relating to the design and creation of deliverables and end products.
  • Low to moderate impact on the environment and or socio economic elements; Moderate to low need to comply with legislation; Moderate number of stakeholders affected by or interested in the project.
  • Low strategic importance to the organisation or organisations involved; Not necessary identified in strategic plans.
  • Stakeholders, that are in agreement about the characteristics of the product of the project; Benefits of the project well defined and agreed.
  • Low number of different organisations participating in the project; A low number; and or wide variety of interfaces between the project and other organisational entities in order to produce the end deliverable.

    Other terminology used in this unit standard:
  • Causes of conflict may include but are not limited to; differences in needs, objectives, values, actions, situations, language - words, perception of motives, differing expectations of outcomes, unwillingness to compromise, collaborate or work through issues.
  • Characteristics of a negotiator may include but is not limited to; - preparation - research and analysis, sensitivity and/or empathy, listening skills, tolerance, calmness, openness, impartiality.
  • Negotiation process models may include but are not limited to: ICON - Interests; Criteria; Options; and No- Agreement alternatives; Basic steps - Preparation; getting to know the negotiators; goals & objectives; starting the process; revealing disagreement; reducing the gap and differences; communication of alternatives; reaching agreement; communicating results.
  • Negotiation factors may include but are not limited to; success and failure, needs and objectives of respective parties, benefits, attitudes and motivations of involved parties, power bases, degree of alignment of interests, alternatives and their desirability, interpersonal skills, mistakes that derail, cultural differences and/or impact.
  • Negotiation agreements best practices include but are not limited to:
    > The inclusion of implementation details.
    > Assignment of and responsibilities (including monitoring).
    > A feasible time framework.
    > Addressing identified issues.
    > Reflecting the commitment of each party ensuring final agreement with regard to identified issues is signed by identified stakeholders.
  • Negotiated agreements may include but are not limited to verbal, written, legal. 

  • Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Demonstrate an understanding of negotiation concepts. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Situations that require negotiation skills are described with examples. 

    ASSESSMENT CRITERION 2 
    Alternative process models for negotiation are compared using examples. 

    ASSESSMENT CRITERION 3 
    Types of negotiation are identified and described with examples of their application in a particular sector. 

    ASSESSMENT CRITERION 4 
    Negotiation styles are identified and listed with examples. 
    ASSESSMENT CRITERION RANGE 
    Styles would include but are not limited to: forcing/adversarial, accommodating, compromising, collaborative/
    non-adversarial.
     

    ASSESSMENT CRITERION 5 
    Factors that influence negotiation are described with examples that occur in a specific business environment. 

    ASSESSMENT CRITERION 6 
    Key characteristics of a successful negotiator are described with examples. 

    SPECIFIC OUTCOME 2 
    Develop a strategy to achieve successful negotiations. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Situations and/or issues requiring negotiation are identified and prioritised according to a specific business environment. 

    ASSESSMENT CRITERION 2 
    Potential stakeholders in the negotiation are identified and profiled in accordance with their position to negotiation subject. 
    ASSESSMENT CRITERION RANGE 
    Profile may include but is not limited to attitude, involvement, benefit, role, authority.
     

    ASSESSMENT CRITERION 3 
    Alternative negotiation strategy and structures are identified and one is selected in accordance with needs and best fit for its purpose. 
    ASSESSMENT CRITERION RANGE 
    The negotiation strategies include at least three contemporary strategies such as distributive, integrated, principled, interest-based and target-specific bargaining.
     

    SPECIFIC OUTCOME 3 
    Conduct negotiations. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Negotiations are prepared for in accordance with business needs and in line with organisational procedures. 
    ASSESSMENT CRITERION RANGE 
    Preparation may include but is not limited to any of identifying and informing stakeholders and/or participants; obtaining agreement on position to negotiate from constituency, information gathered, logistical arrangements made.
     

    ASSESSMENT CRITERION 2 
    Behaviour and conduct during negotiations are aligned with the selected negotiation strategy and tactics. 

    ASSESSMENT CRITERION 3 
    Negotiations are conducted within the mandate received and in line with organisational standards and procedures. 

    ASSESSMENT CRITERION 4 
    Negotiated outcomes are clearly presented, explained and motivated to stakeholders and constituency. 

    ASSESSMENT CRITERION 5 
    Appropriate action is initiated to obtain an amended mandate if required in accordance with organisational standards and procedures. 

    ASSESSMENT CRITERION 6 
    Proceedings and interim outcomes are recorded in the required format for feedback purposes. 

    SPECIFIC OUTCOME 4 
    Identify and overcome difficulties and conflict during negotiations. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Potential issues or areas for conflict are identified, recorded and notified so that they allow timely resolution. 

    ASSESSMENT CRITERION 2 
    Symptoms of conflict are identified and root causes determined using recognised techniques. 

    ASSESSMENT CRITERION 3 
    Appropriate conflict resolution methods and techniques are identified, selected and applied to solve the problem. 

    SPECIFIC OUTCOME 5 
    Finalise and communicate the agreement. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Negotiated agreements are recorded in required format using industry terminology and in accordance with organisational standards and procedures. 

    ASSESSMENT CRITERION 2 
    The final written agreement is distributed within the required time frame and format and is explained to all constituents and stakeholders. 


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
  • An individual wishing to be assessed (including through RPL) against this unit standard may apply to an assessment agency, assessor or provider institution accredited by the relevant ETQA.
  • Anyone assessing a learner against this unit standard must be registered as an assessor with the relevant ETQA.
  • Any institution offering learning that will enable achievement of this unit standard or assessing this unit standard must be accredited as a provider with the relevant ETQA.
  • Moderation of assessment to be conducted by an accredited provider according to internal approved provider policy and the relevant ETQA guidelines.
  • Moderation of assessment will be conducted by the relevant ETQA at its discretion. 

  • UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE 
  • Negotiation strategies and tactics.
  • Negotiation techniques and processes.
  • Negotiation structures.
  • Interpersonal and Listening skills.
  • Behaviour styles and their impact.
  • Conflict-handling.
  • Problem identification.
  • The methods and techniques for solving problems.
  • Communication and reporting methods and techniques.
  • Risk analysis.
  • Handling of interpersonal relationships.
  • Best practices for recording proceedings and final agreements. 

  • UNIT STANDARD DEVELOPMENTAL OUTCOME 
    N/A 

    UNIT STANDARD LINKAGES 
    N/A 


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Identify and solve problems, monitoring all problems occurring within the negotiation process. 

    UNIT STANDARD CCFO WORKING 
    Work effectively with others whilst preparing for and during negotiation. 

    UNIT STANDARD CCFO ORGANISING 
    Organise and manage oneself and one's activities whilst maintaining fairness and transparency throughout the process of negotiation. 

    UNIT STANDARD CCFO COLLECTING 
    Collect and organise information when preparing to enter into negotiations. 

    UNIT STANDARD CCFO COMMUNICATING 
    Communicate effectively whilst negotiating and when reporting results or progress on a negotiation. 

    UNIT STANDARD CCFO SCIENCE 
    Use science and technology in the gathering of information and for reporting on the results of the negotiation. 

    UNIT STANDARD CCFO DEMONSTRATING 
    Demonstrate an understanding of the world as a set of related systems where the impact of poor negotiation could lead to conflict. 

    UNIT STANDARD CCFO CONTRIBUTING 
    In order to contribute to the full personal development of each learner and the social and economic development of society at large, it must be the intention underlying any programme of learning to make an individual aware of the importance of reflecting on and exploring a variety of strategies to learn more effectively and develop effective negotiation skills and tactics. 

    UNIT STANDARD ASSESSOR CRITERIA 
    N/A 

    REREGISTRATION HISTORY 
    As per the SAQA Board decision/s at that time, this unit standard was Reregistered in 2012; 2015. 

    UNIT STANDARD NOTES 
    N/A 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Core  58309   National Diploma: Project Management  Level 5  NQF Level 05  Reregistered  2023-06-30  SERVICES 
    Core  73129   National Diploma: Public Relations Practice  Level 5  NQF Level 05  Reregistered  2023-06-30  SERVICES 
    Elective  61529   National Certificate: Loss Adjusting  Level 5  Level TBA: Pre-2009 was L5  Reregistered  2023-06-30  INSETA 
    Elective  64330   National Certificate: Mission Corporate Services Management  Level 6  Level TBA: Pre-2009 was L6  Reregistered  2023-06-30  PSETA 


    PROVIDERS CURRENTLY ACCREDITED TO OFFER THIS UNIT STANDARD: 
    This information shows the current accreditations (i.e. those not past their accreditation end dates), and is the most complete record available to SAQA as of today. Some Primary or Delegated Quality Assurance Functionaries have a lag in their recording systems for provider accreditation, in turn leading to a lag in notifying SAQA of all the providers that they have accredited to offer qualifications and unit standards, as well as any extensions to accreditation end dates. The relevant Primary or Delegated Quality Assurance Functionary should be notified if a record appears to be missing from here.
     
    NONE 



    All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.