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 THAT HAS PASSED THE END DATE:

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	5
REGISTRATION STATUS		REGISTRATION START DATE	REGISTRATION END DATE	SAQA DECISION NUMBER
Passed the End Date - Status was "Reregistered"		2018-07-01	2023-06-30	SAQA 06120/18
LAST DATE FOR ENROLMENT		LAST DATE FOR ACHIEVEMENT
2026-06-30		2029-06-30

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	Passed the End Date - Status was "Reregistered"	2023-06-30	FASSET
Core	61450	Further Education and Training Certificate: Film and Television Production Operations	Level 4	NQF Level 04	Passed the End Date - Status was "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	Passed the End Date - Status was "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	Passed the End Date - Status was "Reregistered"	2023-06-30	SERVICES
Core	36436	National Certificate: Local Economic Development	Level 4	Level TBA: Pre-2009 was L4	Passed the End Date - Status was "Reregistered"	2023-06-30	LG SETA
Elective	93997	National Certificate: Contact Centre and Business Process Outsourcing Support	Level 3	NQF Level 03	Passed the End Date - Status was "Reregistered"	2023-07-30	As per Learning Programmes recorded against this Qual
Elective	83946	National Certificate: Management	Level 3	NQF Level 03	Passed the End Date - Status was "Reregistered"	2023-07-30	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	Passed the End Date - Status was "Reregistered"	2023-06-30	CETA
Elective	58800	Further Education and Training Certificate: Project Support Services	Level 4	NQF Level 04	Passed the End Date - Status was "Reregistered"	2023-06-30	SERVICES
Elective	48883	Further Education and Training Certificate: Small Business Advising (Information Support)	Level 4	NQF Level 04	Passed the End Date - Status was "Reregistered"	2023-06-30	SERVICES
Elective	57428	Further Education and Training Certificate: Youth Development	Level 4	NQF Level 04	Passed the End Date - Status was "Reregistered"	2023-06-30	ETDP SETA
Elective	48640	National Certificate: Financial Services Management	Level 4	Level TBA: Pre-2009 was L4	Passed the End Date - Status was "Reregistered"	2023-06-30	INSETA
Elective	48669	National Certificate: Live Event Technical Production	Level 4	Level TBA: Pre-2009 was L4	Passed the End Date - Status was "Reregistered"	2023-06-30	CATHSSETA
Elective	48671	National Certificate: Music Industry: Sound Technology	Level 5	Level TBA: Pre-2009 was L5	Passed the End Date - Status was "Reregistered"	2023-06-30	MICTS
Elective	97228	National Certificate: Paralegal Practice	Level 5	NQF Level 05	Passed the End Date - Status was "Reregistered"	2023-06-30	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"	2023-06-30	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.	ABBA THEKGA CONSULTING
2.	ADVANCED RISK SOLUTIONS 10000 (PTY) LTD
3.	AFRIC POLICING INSTITUTE
4.	AFRICAN MULTISKILLS DEVELOPMENT AND TRAINING
5.	Amabamba Recruitment
6.	Amaqamu Project Management and Consulting
7.	ARKE LEGAL ADVISORS
8.	AVAX SA 481 CC. T/A Mandisa Development Services
9.	Avenida (Pty) Ltd
10.	B T Group of Companies Pty Ltd
11.	Bavelile Consultants and Training
12.	BITLINE SA 368 CC
13.	BLC Entertainment
14.	BOLTON BUSINESS COLLEGE & COMPUTER STUDIES
15.	Breakeven 59(PTY) Ltd
16.	Brilliant Affairs
17.	Bull's Business and Skills Training Institute
18.	Central Institute of Professional Studies and Services
19.	Chithi Holdings
20.	COLLINS SEBOLA FINANCIAL SERVICES (PTY)
21.	CRANE INTERNATIONAL ACADEMY DURBAN
22.	CRANE INTERNATIONAL ACADEMY MIDDLEBURG
23.	CRANE INTERNATIONAL BURGERSFORT
24.	CRANE SKILLS TRAINING ACDEMY INTERNATIONAL
25.	Department Of Justice (head Office)
26.	Dintshang Trading
27.	Dru-A Professional Training Consultancy
28.	E E L PROTECTION SERVICES
29.	EDUTEL SKILLS DEVELOPMENT PTY LTD
30.	Edutraining Business College
31.	ELASON PRO-ACTIVE SECURITY (PTY) LTD
32.	Employ and Empower Deaf (Pty) Ltd
33.	ENGIE SECURITY SERVICES TRAINING AND DEVELOPMENT CENTRE PTY LTD
34.	EYETHU NATIONAL COMPUTER COLLEGE PTY LTD
35.	Facilitation Development (PTY) LTD
36.	FILM Mentorship & Training SA
37.	Giamanje TVET College
38.	Glentech Innovative Design Concepts
39.	GREEN MARKET SQUARE T/A SA LAW SCHOOL PRETORIA
40.	HILLCROSS BUSINESS SCHOOL (PTY
41.	HJN POLOKWANE BRANCH PTY LTD
42.	HJN PROTORIA BRANCH 02
43.	HJN TRAINING CC
44.	Ikhwezi Training Institute (Pty) Ltd
45.	Information Technology Resource Centre
46.	IQ Skills Academy (PTY) LTD.
47.	Jabukile Consultancy
48.	Jeppe College of Commerce and
49.	JEPPE COLLEGE OF COMMERCE AND COMPUTER
50.	Jobafrik Consulting
51.	Josmap Training Institute
52.	K Boneng Consulting Services P
53.	Kitso Bokamoso Training Solution
54.	Legaelamatlo Development and Projects
55.	Legal Environment Safety & Health Requirements cc
56.	Leronsa Trading Enterprise
57.	Lewerb Holdings (PTY) Ltd
58.	Life Long ABET Consulting
59.	LUCENT EDUCATION PTY LTD
60.	Madingoane and Family Construction
61.	Makhuba Development Projects CC
62.	Makoti Skills Development Solutions
63.	Mamuhle Academy
64.	MANCOSA Pty (Ltd)
65.	MANDULO FOUNDATION
66.	MAS SAFE SECURITY CC
67.	MENTORNET (PTY) LTD
68.	Metanoia Ratings PTY LTD
69.	MIDRAND TRAINING ACADEMY PTY LTD
70.	Mortarboard Training Solutions
71.	MY KIDS EMPIRE INVESTMENTS AND PROJECTS
72.	N MAHARAJ ATTORNEYS
73.	Nemalale Eagles Consultancy CC
74.	Neopeo Trading & Projects
75.	NETWORK FOR CAREER DEVELOPMENT
76.	Networx for Career Development
77.	Ntevho-Ketso Training and Recruitement Consultancy cc
78.	NTI College
79.	Ntsangalala Business Enterprise
80.	OL Afrika Media
81.	OXY TRADING 735 CC
82.	Pachedu Skills Solutions
83.	Pebetse Training and Consulting
84.	Peo Entle HIV Wellness Management and Youth Skills Development NPO
85.	PFIM Trading (Pty) Ltd
86.	Pitt Institute T/A Imithombo Institute
87.	Posh Multimedia
88.	Professional Development and Training Institute (Pty) Ltd
89.	Progressive School of Business and Engineering (Pty)
90.	PTDEV (Pty) Ltd
91.	Q-NOTE DIGITAL MUSIC ACADEMY
92.	QUBELISA MTIYA SKILLS DEVELOPMENT ACADEMY (PTY) LTD
93.	RAMAZWI SECURITY SERVICES CC
94.	Redefined Skills Training & Development (Pty) Ltd
95.	Reflections Development Institute
96.	Regent Business School (Pty) Ltd t/a Regent Business School
97.	Resonance Institue of Learning
98.	Resonance Institute of Learning
99.	Retshetse Training Project
100.	RI A LINDA SECURITY SOLUTIONS
101.	SA PROTECTION AND SECURITY UNIT (PTY) LTD
102.	SDC Security and Safety Pty Ltd
103.	Sebenzisanane Human Capital
104.	SHAMARIAH SECURITY AND TRAINING
105.	Silalele Consulting CC.
106.	SIYANIVIKELA SECURITY SERVICES
107.	Siza Nesu Training and Consultants
108.	South African Corporate Training Association
109.	SOUTH AFRICAN LAW SCHOOL
110.	SOUTH AFRICAN LAW SCHOOL RANDBURG
111.	Southern African Youth Movement
112.	T Mabuya & Associates CC
113.	Tachfin Holdings
114.	TAMASA TRAINING PTY LTD
115.	Tasc Business Consulting and Training
116.	Tau and Tau Training Enterprises Pty Ltd
117.	Thabelanang t/a Thabelanang Trading Enterprise
118.	THE GMC GROUP PTY LTD
119.	The Institute of Paralegal Practice Development and Research
120.	Thinking Mind Trading
121.	Thuto-Botshabelo Training and Projects (Pty) Ltd
122.	Transafric Consulting Pty Ltd
123.	Tshwane Training Institute (PTY) LTD.
124.	Ulwazi Training & Development
125.	Umqondo Consultancy
126.	UNIVERSITY OF BUSINESS EXCELLENCE(PTY)LTD
127.	University of Venda
128.	UNLOCK INNOVATIONS (PTY) LTD
129.	Varsity Institute of Science & Technology (Pty)Ltd
130.	VCK TRAINING AND TECHNICAL SERVICES PTY LTD
131.	VEB CELE & ASSOCIATES PTY LTD
132.	VISHAL JUNKEEPARSAD AND COMPANY INC
133.	VPK BUSINESS VENTURE C C