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SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD THAT HAS PASSED THE END DATE: 

Negotiate International Contracts of Purchase and Sale 
SAQA US ID UNIT STANDARD TITLE
11274  Negotiate International Contracts of Purchase and Sale 
ORIGINATOR
SGB Procurement, Logistics and Supply Chain Mngt 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 03 - Business, Commerce and Management Studies Procurement 
ABET BAND UNIT STANDARD TYPE PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined  Regular  Level 5  Level TBA: Pre-2009 was L5  8 
REGISTRATION STATUS REGISTRATION START DATE REGISTRATION END DATE SAQA DECISION NUMBER
Passed the End Date -
Status was "Reregistered" 		 2005-09-13  2007-11-28  SAQA 0160/05 
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2008-11-28   2011-11-28  

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 is replaced by: 
US ID Unit Standard Title Pre-2009 NQF Level NQF Level Credits Replacement Status
252281  Negotiate international contracts of purchase and sale  Level 5  Level TBA: Pre-2009 was L5  10   

PURPOSE OF THE UNIT STANDARD 
This Unit Standard is intended for the individual who is employed in, or is contemplating employment in, a function that includes the negotiation of overseas supply contracts and overseas supplier development.

Individuals who are credited with this unit standard will be able to analyse and evaluate the methods used to achieve mutually successful outcomes from the negotiation process and to provide input into the international trading company`s policy making process as it impacts on overseas supplier negotiations. 

LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
For 28 Apply Principles of Supply Chain Management in a Freight Forwarding Operation 

UNIT STANDARD RANGE 
The applied competency expressed in this standard cover a variety of familiar and unfamiliar processes requiring a range of responses based on informed judgment and reliant largely on the ability of the learner to analytically interpret and disseminate information, in order to achieve a desired outcome.

Competence includes the application of influencing and negotiation techniques, in the pursuit of the required result. 

Specific Outcomes and Assessment Criteria: 

SPECIFIC OUTCOME 1 
The learner must demonstrate the ability to consider a range of options. 
OUTCOME NOTES 
The learner must demonstrate the ability to consider a range of options, make decisions about and evidence performance around each of the specific outcomes. 

ASSESSMENT CRITERIA 

ASSESSMENT CRITERION 1 
1. Formulate negotiation strategy and conduct negotiations using supplier, social, cultural and political information. 

ASSESSMENT CRITERION 2 
2. Apply negotiation techniques and interpersonal skills to facilitate the conduct of overseas supplier negotiations. 

ASSESSMENT CRITERION 3 
3. Conduct and record post negotiation analysis of international contracts. 

ASSESSMENT CRITERION 4 
4. Implement the measures agreed to, update supplier records and monitor supplier performance, utilising the conclusions arrived at during overseas supplier negotiations to. 

ASSESSMENT CRITERION 5 
5. Add value to the international trading company's negotiation intellectual capital base, by drawing on the recorded experiences of previous negotiations. 


UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
1. Anyone assessing a learner against this unit standard must be registered as an assessor with the relevant ETQA.
2. Any institution offering learning that will enable achievement of this unit standard must be accredited by the relevant ETQA.
3. Moderation of assessment will be done by the relevant ETQA at its discretion. 

UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE 
ESSENTIAL EMBEDDED KNOWLEDGE:The learners can understand, explain and apply:

1. Types of Negotiation
  • Classifying objectives
  • Classifying relationships
  • Classifying styles
  • Classifying content

    2. Preparation for Negotiation

    3. Negotiation as a process
  • Starting and ending negotiations

    4. The potential for negotiation
  • Conflict as the stimulus for negotiation

    5. The preparation phase of negotiation
  • Objectives
  • Analysis of the situation
  • Identification of issues
  • Analysis of information on negotiators
  • Legal implications
  • Financial Preparation
  • Tactics
  • Feedback

    6. Negotiating for Climate

    7. Phases of negotiation

    8. The dynamic agenda

    9. Factors that will affect the climate during negotiation :
  • Perceptual selectivity
  • The influence of space
  • Table shape
  • Proximic behaviour
  • Size of parties
  • Role
  • Groupthink
  • Risky shift phenomenon
  • Effect of colour
  • Effect of location
  • Neutral ground
  • Politeness
  • Effects of verbal and non- verbal communication
  • Noise
  • Effect of time constraints

    10. Negotiating for a Common Ground

    11. Framing Common Ground and Prospect Theory
  • Prospect theory
  • Framing and Prospect Theory

    12. Common Ground Questions
  • Asking questions
  • Answering questions
    13. Power
  • Power defined
  • Interpersonal power
  • Other forms of power
  • Countering power
  • The laws of power deployment

    14. Persuasive Communication

    15. Opening Proposals

    16. Presentation of Information on Issues
  • Presenting information
  • Message structure
  • Changing attitude on issues

    17. Characteristics of the Communicator
  • Successful negotiator behaviours
  • The effect of personality
  • The role of needs

    18. Handling Conflict and Aggression

    19. Causes and Consequences of Dysfunctional Conflict
  • Social/ psychological causes of conflict
  • Consequences of conflict

    20. Handling Conflict and Aggression

    21. International Negotiations
  • The effect of overseas supplier characteristics on negotiating techniques
  • The effects of social structure, culture and politics on overseas supplier negotiations
  • The conduct of overseas supplier negotiations

    22. Post Negotiation Strategies
  • The conduct of post negotiation analysis
  • Formulation of post negotiation action plans
  • Post negotiation record keeping
  • The characteristics of an international trading company`s negotiation policy. 
    		•


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    1. Identify and solve problems in which responses display that responsible decisions, using critical thinking have been made, eg.
    ! Apply a knowledge and comprehension of negotiation techniques to arrive at workable solutions to resolve the conflicting needs of supplier and buyer in the international trade environment. 

    UNIT STANDARD CCFO WORKING 
    2. Work effectively with others as a member of a team, group, organisation or community,eg,
    Appreciate that:
    * since importing and exporting is practised in an international environment at the micro, meso and macro levels it operates in systems which are reliant on others and which address the processing of data,
    * the processing systems approach as well as the productivity orientation of companies involved in international trade demands high levels of teamwork and the understanding, reaction and maintenance of team coherence and co- operation,
    * the level of competency is largely dependent on the individual`s ability and capacity to operate effectively with peers, supervisors, internal and external customers. 

    UNIT STANDARD CCFO ORGANISING 
    3. Organise and manage oneself and one`s activities responsibly and effectively,eg,
    ! Prioritise and blend daily activities in such a way as to enable the working process to run effectively and efficiently. 

    UNIT STANDARD CCFO COLLECTING 
    4. Collect, analyse, organise and critically evaluate information,eg,
    ! Apply a knowledge and comprehension of negotiation techniques to the establishment and conduct of mutually beneficial overseas supply partnership agreements.
    ! Collect and organise information received to arrive at rational decisions with regard to the administration of the international purchase of goods. 

    UNIT STANDARD CCFO COMMUNICATING 
    5. Communicate effectively using visual, mathematical, and/or language skills in the modes of written and/or oral presentation,eg,
    ! Identify from written material and verbal interaction the specific requirements and needs of the existing and potential clients, communicate the resulting outcome of each selection decision to the affected parties by written and oral persuasion. 

    UNIT STANDARD ASSESSOR CRITERIA 
    ASSESSMENT CRITERIA

    A composite statement of outcomes which expresses applied competence in the particular component of practice

    Outcomes will be judged by whether the learner can:

    1. Collate overseas supplier, social, cultural and political information and use it in the formulation of strategies for the negotiation of overseas supply contracts.
    2. Transform skills applied in local negations to the successful negotiation of international contracts
    3. Carry out post negotiation analyses using available observations and records in accordance with the information requirements of the international trading company, present these finding and make recommendations for improvement/s.
    4. Monitor supplier performance and take appropriate corrective actions timeously, maintaining up-to-date records.
    5. Research, maintain and collate information pertaining to the process and outcomes of international contract negotiations 

    UNIT STANDARD NOTES 
    This unit standard has been replaced by unit standard 252281, which is "Negotiate international contracts of purchase and sale", Level 5, 10 credits. 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Core  22444   National Diploma: Freight Forwarding  Level 5  Level TBA: Pre-2009 was L5  Passed the End Date -
    Status was "Reregistered"     		 2007-11-28  Was TETA until Last Date for Achievement 
    Elective  49469   National Diploma: Complex Procurement  Level 5  NQF Level 05  Passed the End Date -
    Status was "Reregistered"     		 2012-06-30   


    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.