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 an agreement or deal in an authentic work situation 
SAQA US ID UNIT STANDARD TITLE
13948  Negotiate an agreement or deal in an authentic work situation 
ORIGINATOR
SGB Generic Management 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 03 - Business, Commerce and Management Studies Generic Management 
ABET BAND UNIT STANDARD TYPE PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined  Regular-Fundamental  Level 4  NQF Level 04 
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 
This unit standard is intended as part of a qualification for managers of small businesses and junior managers of business units in larger organisations. The term business unit in this unit standard implies a small business, cost centre, section or department. The unit standard could be useful for any employee who is involved in situations where negotiation skills are required.

Junior managers include, but are not limited to team leaders, supervisors, first line managers and section heads. The positionor term is used to describe the first level of management in an organisation at which an employee has other employees reporting to him/her.

The qualifying learner is capable of:
  • Explaining the need for negotiation skills in business.
  • Explaining the steps in the negotiation process.
  • Applying the steps in the negotiation process to an authentic situation.
  • Explaining strategies that could be used in negotiation. 

  • LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
    There is open access to this unit standard.

    Learners should be competent in Communication and Mathematical Literacy at NQF Level 3. 

    UNIT STANDARD RANGE 
  • For the purpose of this unit standard the term business unit is used to mean a cost center, department or small business.
  • Steps in the negotiation process include preparation, presentation, probing, bargaining and closing.
  • Different types of closure include, but are not limited to, concession close, summary close, adjournment close, or-else close and either-or close. 

  • Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Explain the need for negotiation skills in business. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    1. Reasons why managers need negotiation skills are indicated with reference to the changing nature of the workplace and democratisation. 

    ASSESSMENT CRITERION 2 
    2. The kind of decisions that lower level managers are required to negotiate is identified with reference to the management structure of organisation and labour legislation. 

    SPECIFIC OUTCOME 2 
    Explain the steps in the negotiation process. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    1. The steps used in negotiation are named and explained in terms of what is entailed at each step. 

    ASSESSMENT CRITERION 2 
    2. Reasons why negotiations fail are listed and an indication is given of what negotiators can do to facilitate a mutually satisfactory solution. 

    ASSESSMENT CRITERION 3 
    3. The abilities needed by skilled negotiators are identified and an indication is given of how each ability can contribute to the success or failure of a negotiation and at what stage of the negotiation each skill may be required. 

    SPECIFIC OUTCOME 3 
    Apply the steps in the negotiation process to an authentic work situation. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    1. The concepts of "favoured outcome', "settlement point" and "point beyond which you cannot g" are explained for a selected scenario. 

    ASSESSMENT CRITERION 2 
    2. The disadvantages to each party for each position are considered prior to meeting. 

    ASSESSMENT CRITERION 3 
    3. Possible points that the other party might raise are anticipated and a possible response to each identified point is considered for the selected scenario. 

    ASSESSMENT CRITERION 4 
    4. A proposal is presented and a clear indication is given of what is and what is not on the table for a selected scenario. 

    ASSESSMENT CRITERION 5 
    5. A point-by-point summary of the proposal is compiled to ensure that both parties have a common understanding of the nature and extent of the proposal. 

    ASSESSMENT CRITERION 6 
    6. Questions are asked to build common ground and establish the existence of any hidden agendas. 

    ASSESSMENT CRITERION 7 
    7. Shared interests, opportunities for cooperation and common principles are identified in order to facilitate negotiation. 

    ASSESSMENT CRITERION 8 
    8. A position is amended without sacrificing fundamental interests for a selected scenario. 

    ASSESSMENT CRITERION 9 
    9. Questions are asked for clarification and explanation. 

    ASSESSMENT CRITERION 10 
    10. Questions are asked to test understanding and to summarise understanding of a position. 

    ASSESSMENT CRITERION 11 
    11. Demands of the other party are analysed and a concession is proposed for a selected scenario. 

    ASSESSMENT CRITERION 12 
    12. The negotiation is closed for a selected scenario. 

    SPECIFIC OUTCOME 4 
    Explain strategies that could be used in negotiation. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    1. Tactics that can be used to delay a negotiation are described with examples. 

    ASSESSMENT CRITERION 2 
    2. Methods that can be used to break a deadlock are explained with examples. 

    ASSESSMENT CRITERION 3 
    3. Different types of closure are identified and an indication is given of when each is suitable. 


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
    Assessment of this Unit Standard should be contextual and practical.
  • Assessors must be registered as assessors with the Services ETQA or an ETQA that represents the sectors in which the learner is employed.
  • Moderators must be registered as assessors with the Services ETQA, or with an ETQA that has a Memorandum of Understanding with the Services ETQA.
  • The mechanisms and requirements for moderation should be applied in accordance with the requirements of the relevant ETQA.
  • Assessment should include both formative and summative assessment.
  • Training providers must be accredited by the Services ETQA or with an ETQA that has a Memorandum of Understanding with the Services ETQA. 


  • Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Learners are able to make decisions in identifying deciding on a position, anticipating responses from the other party, conceding in negotiation and closing a negotiation. 

    UNIT STANDARD CCFO COLLECTING 
    Learners are able to collect, organise and evaluate information in preparing for negotiation and asking questions of the other party. 

    UNIT STANDARD CCFO COMMUNICATING 
    Learners are able to communicate effectively and responsibly in negotiating in a selected scenario. 

    UNIT STANDARD CCFO DEMONSTRATING 
    Learners are able to demonstrate an understanding of the world as a set of related systems when recognising relation between the democratisation of the workplace and the need for negotiation skills. 

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

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Core  49021   Further Education and Training Certificate: Debt Recovery  Level 4  NQF Level 04  Reregistered  2023-06-30  FASSET 
    Core  61450   Further Education and Training Certificate: Film and Television Production Operations  Level 4  NQF Level 04  Reregistered  2023-06-30  MICTS 
    Core  49120   Further Education and Training Certificate: Film, Television and Video Production Operations  Level 4  NQF Level 04  Passed the End Date -
    Status was "Registered" 
    2007-12-02  Was MICTS until Last Date for Achievement 
    Core  58063   Further Education and Training Certificate: Labour Recruitment Services  Level 4  NQF Level 04  Reregistered  2023-06-30  SERVICES 
    Core  65110   Further Education and Training Certificate: Management  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered" 
    2009-03-14  As per Learning Programmes recorded against this Qual 
    Core  66249   Further Education and Training Certificate: New Venture Creation  Level 4  NQF Level 04  Reregistered  2023-06-30  SERVICES 
    Core  36436   National Certificate: Local Economic Development  Level 4  Level TBA: Pre-2009 was L4  Reregistered  2023-06-30  LG SETA 
    Elective  93997   National Certificate: Contact Centre and Business Process Outsourcing Support  Level 3  NQF Level 03  Reregistered  2021-06-30  As per Learning Programmes recorded against this Qual 
    Elective  83946   National Certificate: Management  Level 3  NQF Level 03  Reregistered  2021-06-30  As per Learning Programmes recorded against this Qual 
    Elective  66349   Further Education and Training Certificate: General Forestry  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered" 
    2015-06-30  FPMSETA 
    Elective  65989   Further Education and Training Certificate: Human Settlements Development  Level 4  NQF Level 04  Reregistered  2023-06-30  CETA 
    Elective  58800   Further Education and Training Certificate: Project Support Services  Level 4  NQF Level 04  Reregistered  2023-06-30  SERVICES 
    Elective  48883   Further Education and Training Certificate: Small Business Advising (Information Support)  Level 4  NQF Level 04  Reregistered  2023-06-30  SERVICES 
    Elective  57428   Further Education and Training Certificate: Youth Development  Level 4  NQF Level 04  Reregistered  2023-06-30  ETDP SETA 
    Elective  48640   National Certificate: Financial Services Management  Level 4  Level TBA: Pre-2009 was L4  Reregistered  2023-06-30  INSETA 
    Elective  48669   National Certificate: Live Event Technical Production  Level 4  Level TBA: Pre-2009 was L4  Reregistered  2023-06-30  CATHSSETA 
    Elective  48671   National Certificate: Music Industry: Sound Technology  Level 5  Level TBA: Pre-2009 was L5  Reregistered  2023-06-30  MICTS 
    Elective  97228   National Certificate: Paralegal Practice  Level 5  NQF Level 05  Reregistered  2021-06-30  As per Learning Programmes recorded against this Qual 
    Elective  49023   National Diploma: Liaison Interpreting  Level 5  NQF Level 05  Passed the End Date -
    Status was "Reregistered" 
    2020-07-30  QCTO 
    Elective  48784   National Diploma: Translation  Level 5  NQF Level 05  Passed the End Date -
    Status was "Reregistered" 
    2018-12-31  CHE 


    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.
     
    1. 2000 SIMUNYE SECURITY TRAINING ACADEMY 
    2. ADVANCED RISK SOLUTIONS 10000 (PTY) LTD 
    3. AFRIC POLICING INSTITUTE 
    4. AGAMA CONSULTING AND SERVICES 
    5. All Access Holdings 
    6. Amabamba Recruitment 
    7. AMODA LEGAL CONSULTING 
    8. ARKE LEGAL ADVISORS 
    9. ARKENSTONE PTY LTD 
    10. AVAX SA 481 CC. T/A Mandisa Development Services 
    11. Bafedile M (PTY) LTD 
    12. Bantubanye Skills 
    13. BC TRAINING ACADEMY 
    14. Big Fish School of Digital Filmmaking (Pty) Ltd 
    15. BITLINE SA 368 CC 
    16. BOKAMOSO INSTITUTE OF SOUTH AFRICA 
    17. Boni Africa Events & Development 
    18. Boston City Campus & Business Coll 
    19. BPO SKILLS ACADEMY PTY LTD 
    20. BRAINWAVE PROJECTS 707 
    21. BREAKING GROUND LEARNING AND DEVELOPMENT 
    22. BUSINESS CIRCLE CONSULTATION 
    23. C L SKILLS MANAGEMENT CC 
    24. CAMBLISH TRAINING INSTITUTE PTY LTD 
    25. CCI CALL CENTRES 
    26. CENTRE FOR COMMUNITY JUSTICE AND DEVELOPMENT 
    27. Chartall Business College 
    28. CLASS SKILLS DEVELOPMENT CONSULTANCY PTY LTD 
    29. CMO Logistics Pty Ltd 
    30. Compuscan Academy 
    31. Continuing Education Programme 
    32. CRANE INTERNATIONAL ACADEMY DURBAN 
    33. CRANE INTERNATIONAL ACADEMY MIDDLEBURG 
    34. CRANE INTERNATIONAL BURGERSFORT 
    35. CRANE SKILLS TRAINING ACDEMY INTERNATIONAL 
    36. CSS CREDIT SOLUTIONS SERVICES PTY LTD 
    37. CUSTOMER CENTRIC SOLUTIONS PTY LTD 
    38. Davest Trading 36 Pty Ltd 
    39. Development Bank of Southern Africa (DBSA) 
    40. DialNx Consultants 
    41. Ditirelo Skills Development Services 
    42. Ditlou Solutions 
    43. DOBSONVILLE HUMAN RIGHTS CENTRE 
    44. DUNSINEA DEVELOPMENT AND CONSULTING PTY LTD 
    45. East Coast Media cc 
    46. EDGE TRAINING CONSULTANCY PTY LTD 
    47. EDU POWER SKILLS ACADEMY 
    48. Edutraining Business College 
    49. ELASON PRO-ACTIVE SECURITY (PTY) LTD 
    50. Elective Training Institute Enterprise CC 
    51. ENCORE GROUP PTY LTD 
    52. ENGIE SECURITY SERVICES TRAINING AND DEVELOPMENT CENTRE PTY LTD 
    53. Express Model 405 
    54. Faisit (Pty) Ltd 
    55. FILM Mentorship & Training 
    56. Frugatrax Consultants 
    57. FUMANI HOLDINGS PTY LTD 
    58. FUTURE PERFORMANCE TRAINING PTY LTD 
    59. Glere Skills and Consultants 
    60. GOBELA CONSULTING 
    61. Green Horizon Consulting (Pty) Ltd 
    62. Gudlhuza Development Solutions cc 
    63. HCI SKILLS TRAINING PTY LTD 
    64. HJN POLOKWANE BRANCH PTY LTD 
    65. HR MATTERS PTY LTD 
    66. Ikhwezi Training Institute (Pty) Ltd 
    67. Inafrica General Trading Pty LTD 
    68. INSTITUTE FOR PROFESSIONAL LEGAL TRAINING 
    69. IQ Skills Academy (PTY) LTD. 
    70. ITO Focus Reagile 
    71. Iziko Capacity Building CC. 
    72. Jobafrik Consulting 
    73. KALIDEEN MANAGEMENT SERVICES 
    74. Kernel Management and Consulting (PTY) LTD. 
    75. KEYSTONE LEARNING 
    76. Kgolo Institute 
    77. KHOSITHI TRAINING 
    78. Kia Chuma 
    79. KLM EMPOWERED HUMAN SOLUTIONS SPECIALISTS PTY LTD 
    80. KPH Enterprises 
    81. KUKHULA GLOBAL PROJECTS PTY LTD 
    82. LEARNING AND PERFORMANCE ACADEMY 
    83. Legal Environment Safety & Health Requirements cc 
    84. Lewerb Holdings (PTY) Ltd 
    85. Longata Consultant 
    86. Mabuya Amahle Trading 
    87. MACCAUVLEI LEARNING ACADEMY PTY LTD 
    88. MAHARISHI INVINCIBILITY INSTITUTE 
    89. Mahayi HRD Services cc 
    90. Makhophila Business Enterprise 
    91. Management College of Southern Africa (MANCOSA) 
    92. MANDULO FOUNDATION 
    93. Maraba Event and Entertainment Pty Ltd 
    94. MAS SAFE SECURITY CC 
    95. Mass Computer Training And Printers 
    96. Matsila Holdings 
    97. Mgwezane Training and Events Management CC. 
    98. Miczo's Enterprise 
    99. MIDRAND TRAINING ACADEMY PTY LTD 
    100. Mortarboard Training Solutions 
    101. Mosadikago Trading Cc 
    102. MPACT 
    103. MPHAFA TRAINING PROVIDERS (PTY) LTD 
    104. MY KIDS EMPIRE INVESTMENTS AND PROJECTS 
    105. Ndrendre Building & General Services 
    106. NEDTEX73 
    107. Nemalale Eagles Consultancy CC 
    108. NEMISA 
    109. NETWORKING HIV AND AIDS COMMUNITY OF SOUTHERN AFRICA NPC 
    110. Networx for Career Development 
    111. Nhlahle Development Agency 
    112. NJ & L Trading Enterprise CC. 
    113. Nomagwanishe Investments cc 
    114. NS Global Academy 
    115. Oakfields College 
    116. ORGANISATIONAL DEVELOPMENT INTERNATIONAL PTY LTD 
    117. OSCAR MADLALA CONSULTING AND PROJECTS CC 
    118. Outeniqua Leadership Institute 
    119. OXY TRADING 735 CC 
    120. Pachedu Skills Solutions 
    121. PHALAPHALA MANAGEMENT CONSULTING CC 
    122. Phoebelle (Pty) LTD 
    123. Pioneer Business Consulting 
    124. Power Rush Trading 170 CC. 
    125. PRODUCTION MANAGEMENT INSTITUTE OF SOUTHERN AFRICA PTY LTD 
    126. QUALITY SOLUTIONS 
    127. QUBELISA MTIYA SKILLS DEVELOPMENT ACADEMY (PTY) LTD 
    128. RAMAZWI SECURITY SERVICES CC 
    129. Royal Express 
    130. SA LAW SCHOOL DURBAN 
    131. SA PROTECTION AND SECURITY UNIT (PTY) LTD 
    132. SABC Limited 
    133. SADHANA GOVENDER PROJECT CONSULTANTS PTY LTD 
    134. Senelo Trading CC 
    135. SERVILINX 65 CC T/A SKILLS DEVELOPMENT ACADEMY 
    136. SIGNA ACADEMY PTY LTD 
    137. SIYANIVIKELA SECURITY SERVICES 
    138. SIZA NESU TRAINING AND DEVELOPMENT 
    139. SNAP SOLUTIONS NETWX PTY LTD 
    140. Solstice Networks CC. 
    141. South African Film Institute 
    142. South West Media College (Pty) Ltd 
    143. Talent Emporium Academy (PTY) Ltd 
    144. TCNS Resources (PTY) Ltd 
    145. THE CONSORTIUM FOR LANGUAGE DIMENSIONAL DYNAMICS 
    146. The Institute of Paralegal Practice Development and Research 
    147. Thubelihle Graduate Institute 
    148. Tradesman Consulting and Training Solutions 
    149. Training Force (Pty) Ltd (Durban) (TP) 
    150. Tshamutengo General Dealers CC. 
    151. Tshelopele Development Institution 
    152. TSHIREDO TRAINING ACADEMY CC 
    153. Tshwane Training Institute (PTY) LTD. 
    154. TWASA CC 
    155. UCADEMY PTY LTD 
    156. UKWAKHILE TRAINING 
    157. Umfolozi FET College 
    158. Umqondo Consultancy 
    159. University of Venda 
    160. VCK Training and Technical Services Pty Ltd 
    161. Vicmat Consultants 
    162. VISHAL JUNKEEPARSAD AND COMPANY INC 
    163. VPK BUSINESS VENTURE C C 
    164. Vuselela FET College - Central Office 
    165. Vuselela FET College - Klerksdorp Campus 
    166. W Z EVENTS AND PROJECTS MANAGEMENT 
    167. WEINVEST INVESTMENT CC 
    168. XULU-MAKHATHINI CONSULTANT 
    169. Ya Hina Management Consulting and projects 
    170. Zerben Management Solutions 



    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.