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  5 
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  2023-07-30  As per Learning Programmes recorded against this Qual 
    Elective  83946   National Certificate: Management  Level 3  NQF Level 03  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  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  2023-06-30  As per Learning Programmes recorded against this Qual 
    Elective  49023   National Diploma: Liaison Interpreting  Level 5  NQF Level 05  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. 2000 SIMUNYE SECURITY TRAINING ACADEMY 
    2. A.S.A.P Training and Consulting 
    3. ABBA THEKGA CONSULTING 
    4. ADVANCED RISK SOLUTIONS 10000 (PTY) LTD 
    5. AFRIC POLICING INSTITUTE 
    6. AGAMA Consulting and Services 
    7. All Access Holdings 
    8. Amaqamu Project Management and Consulting 
    9. Arkenstone 
    10. Avenida (Pty) Ltd 
    11. Aviwe Business Development and 
    12. Azania Academy 
    13. Bantubanye Skills 
    14. BATES COLLEGE OF TECHNOLOGY (PTY) LTD 
    15. Bavelile Consultants and Training 
    16. BC Training Academy 
    17. BDCE (Pty) Ltd 
    18. Big Fish 
    19. BITLINE SA 368 CC 
    20. BLC Entertainment 
    21. BOKAMOSO INSTITUTE OF SOUTH AFRICA 
    22. BOLTON BUSINESS COLLEGE & COMPUTER STUDIES 
    23. Boston Media House (Pty) Ltd 
    24. BPO Skills Academy 
    25. Brainwave Projects 707 
    26. Breakeven 59(PTY) Ltd 
    27. Breaking Ground Learning and Development 
    28. Brilliant Affairs 
    29. BROOKLYN CITY COLLEGE (PTY) LTD - PRETORIA 
    30. Bruniquel & Associates 
    31. Bull's Business and Skills Training Institute 
    32. Business Circle Consultation 
    33. C&L Skills Management 
    34. CAE College of Audio Engineeri 
    35. Camblish Training Institute 
    36. CCI Call Centres 
    37. Chithi Holdings 
    38. Class Skills Development Consultancy 
    39. CMO Logistics Pty Ltd 
    40. COLLINS SEBOLA FINANCIAL SERVICES (PTY) 
    41. Compuscan Academy 
    42. Cradle Stars Trading Enterprise 
    43. CREATIVE ARTS COLLEGE 
    44. CSS Credit Solutions Services 
    45. Customer Centric Solutions 
    46. D T M CONSULTING CC 
    47. Damelin Correspondence College 
    48. Department Of Justice (head Office) 
    49. Development Bank of Southern Africa (DBSA) 
    50. Digital Media Arts College 
    51. Dintshang Trading 
    52. Ditlou Solutions 
    53. DOBSONVILLE HUMAN RIGHTS CENTRE 
    54. Dru-A Professional Training Consultancy 
    55. Dunsinea Development and Consulting 
    56. E E L PROTECTION SERVICES 
    57. Eastern Rose Enterprise 
    58. Ebn-Tec 
    59. EC Training Consultants 
    60. Edge Training Consultancy 
    61. Edu Power Skills Academy 
    62. EDUTEL SKILLS DEVELOPMENT PTY LTD 
    63. Ekurhuleni East College For TVET 
    64. EKURHULENI EAST TVET COLLEGE 
    65. EKURHULENI WEST TVET COLLEGE 
    66. ELASON PRO-ACTIVE SECURITY (PTY) LTD 
    67. Elective Training Institute Enterprise CC 
    68. Employ and Empower Deaf (Pty) Ltd 
    69. ENCORE GROUP PTY LTD 
    70. ENGIE SECURITY SERVICES TRAINING AND DEVELOPMENT CENTRE PTY LTD 
    71. Epitome Villa (Pty)Ltd 
    72. Ethembeni Multi Service Enterprise (Pty) Ltd 
    73. EYETHU NATIONAL COMPUTER COLLEGE PTY LTD 
    74. Facilitation Development (PTY) LTD 
    75. Falcon Business Institute (PTY 
    76. FILM Mentorship & Training SA 
    77. Footprint Media academy Pty ltd 
    78. Frugatrax Consultants 
    79. Fullimput108 (Pty) Ltd 
    80. FUMANI HOLDINGS PTY LTD 
    81. Future Performance Training 
    82. Gauteng Association Of Local Authorities 
    83. Gauteng College of Engineering 
    84. Glere Skills and Consultants 
    85. GOLDFIELDS TVET COLLEGE 
    86. GREEN MARKET SQUARE T/A SA LAW SCHOOL PRETORIA 
    87. Greenview Training and Development Skills Centre 
    88. Hadima Training Academy 
    89. HILLCROSS BUSINESS COLLEGEPTY LTD 
    90. HILLCROSS BUSINESS SCHOOL (PTY 
    91. HJN POLOKWANE BRANCH PTY LTD 
    92. HJN PROTORIA BRANCH 02 
    93. HJN TRAINING CC 
    94. Hlombe and Associates 
    95. HR Matters 
    96. IGKM Management Services (Pty) Ltd 
    97. Ikamvelihle Youth Development (Pty) Ltd 
    98. Ikhwezi Training Institute (Pty) Ltd 
    99. Inafrica General Trading Pty LTD 
    100. Information Technology Resource Centre 
    101. INSTITUTE FOR PROFESSIONAL LEGAL TRAINING 
    102. Institutional Higher Education 
    103. IT Labs Consulting 
    104. Jabukile Consultancy 
    105. Jeppe College of Commerce and 
    106. JIT Projects 
    107. Johannesburg Institute of Engi 
    108. Johsie Enertprise 
    109. Josmap Training Institute 
    110. K Boneng Consulting Services P 
    111. Keystone Learning 
    112. Kitso Bokamoso Training Solution 
    113. Kukhula Global Projects 
    114. KweLanga Training 
    115. Learning and Performance Academy 
    116. Legal Environment Safety & Health Requirements cc 
    117. Leronsa Trading Enterprise 
    118. Leseding Computer Systems 
    119. LETZAA Group 
    120. Life Long ABET Consulting 
    121. Londimvelo Consultants 
    122. Longata Consultant 
    123. LWAZI ACADEMY OF LEARNING 
    124. Maccauvlei Learning Academy 
    125. Magumzane Traiding cc 
    126. Maharishi Invincibility Institute 
    127. Mahayi HRD Services cc 
    128. Makaota Training Consultants 
    129. Makhuba Development Projects CC 
    130. MALUTI TVET COLLEGE KWETUSONG CAMPUS 
    131. Mamuhle Academy 
    132. Management College of Southern Africa (MANCOSA) 
    133. MANDULO FOUNDATION 
    134. MAS SAFE SECURITY CC 
    135. Matsila Holdings 
    136. MENTORNET (PTY) LTD 
    137. Metanoia Ratings PTY LTD 
    138. Midnight Feast Properties 116 
    139. MIDRAND TRAINING ACADEMY PTY LTD 
    140. MJ Mafunisa Consulting (PTY) LTD 
    141. Mmanape Management Solutions 
    142. MML Consulting CC. 
    143. Mohlaje Solutions (Pty) Ltd 
    144. MONTANA KONSTRUKSIE 
    145. Movietech Film and Television College 
    146. MUHANGWENE DEVELOPMENT ENTERPRISE 
    147. Myeza Trading Enterprise 
    148. N MAHARAJ ATTORNEYS 
    149. NEDTEX73 
    150. NETWORKING HIV AND AIDS COMMUNITY OF SOUTHERN AFRICA NPC 
    151. Networx for Career Development 
    152. NKANGALA TVET COLLEGE 
    153. Nomagwanishe Investments cc 
    154. Ntevho-Ketso Training and Recruitement Consultancy cc 
    155. NTI College 
    156. Ntsangalala Business Enterprise 
    157. Ntshikose Training Services 
    158. Nwasamu Trading & Projects 
    159. OL Afrika Media 
    160. ORBIT TVET COLLEGE 
    161. Organisational Development International 
    162. OSCAR MADLALA CONSULTING AND PROJECTS 
    163. Oupa Moshebi & Associates 
    164. Outeniqua Leadership Institute 
    165. OXY TRADING 735 CC 
    166. PACE Academia College (Pty) Lt 
    167. Pebetse Training and Consulting 
    168. Peo Entle HIV Wellness Management and Youth Skills Development NPO 
    169. Pioneer Business Consulting 
    170. Pitt Institute T/A Imithombo Institute 
    171. PM Skills House 
    172. PMA Holdings (PTY ) LTD. 
    173. Posh Multimedia 
    174. Princely Knowledge Consulting 
    175. Princetop Corporative Training (Pty) Ltd 
    176. Production Management Institute of Southern Africa 
    177. Professional Development and Training Institute (Pty) Ltd 
    178. PTDEV (Pty) Ltd 
    179. Pulakgadi Training Consulting CC 
    180. Q-NOTE DIGITAL MUSIC ACADEMY 
    181. Quality Solutions 
    182. Radio Active Productions Publi 
    183. RAMAZWI SECURITY SERVICES CC 
    184. RED Management Consultants 
    185. Redefined Skills Training & Development (Pty) Ltd 
    186. Reflections Development Institute 
    187. Regent Business School (Pty) Ltd t/a Regent Business School 
    188. Resonance Institue of Learning 
    189. Resonance Institute of Learning 
    190. Retshetse Training Project 
    191. REVOLT GROUP TRADING( PTY) LTD 
    192. RI A LINDA SECURITY SOLUTIONS 
    193. Royal Express 
    194. SA College of Technology (PTY) 
    195. SA PROTECTION AND SECURITY UNIT (PTY) LTD 
    196. SADHANA GOVENDER PROJECT CONSULTANTS 
    197. Salt Lake Residence Action Group (SARAG) 
    198. Sebenzisanane Human Capital 
    199. Servilinx 65 t/a Skills Development Academy 
    200. SHAMARIAH SECURITY AND TRAINING 
    201. Signa Academy 
    202. Silalele Consulting CC. 
    203. SIYANIVIKELA SECURITY SERVICES 
    204. SIZA NESU TRAINING AND DEVELOPMENT 
    205. SNAP SOLUTIONS NETWX PTY LTD 
    206. South African ABET Development Agency SAADA 
    207. South African Business and Tec 
    208. South African Corporate Training Association 
    209. South African Governance and Business College 
    210. SOUTH AFRICAN LAW SCHOOL 
    211. SOUTH AFRICAN LAW SCHOOL RANDBURG 
    212. South West Gauteng College - Molapo Campus 
    213. South West Media College(Pty) Limited 
    214. Southern African Youth Movement 
    215. Success Skills Development and Training Pty Ltd 
    216. Supersport Pty Ltd 
    217. T Mabuya & Associates CC 
    218. Tachfin Holdings 
    219. Talent Centre Training 
    220. Talent Development 
    221. Talent Emporium Academy (PTY) Ltd 
    222. Tasc Business Consulting and Training 
    223. TBL Empowerment Hub 
    224. TCNS Resources (PTY) Ltd 
    225. TESPRO 
    226. Thabelanang t/a Thabelanang Trading Enterprise 
    227. THE CONSORTIUM FOR LANGUAGE DIMENSIONAL DYNAMICS 
    228. THE GMC GROUP PTY LTD 
    229. The Institute of Entrepreneurial Excellence 
    230. The Institute of Paralegal Practice Development and Research 
    231. Thinking Mind Trading 
    232. Thubelihle Graduate Institute 
    233. Thuto-Boswa Education and Training Solution 
    234. Thuto-Botshabelo Training and Projects (Pty) Ltd 
    235. Tloumogale Business Development & Consulting 
    236. Tradesman Consulting and Training Solutions 
    237. Training Force (Pty) Ltd (Durban) (TP) 
    238. Trainingmania 
    239. Transafric Consulting Pty Ltd 
    240. Tru-ThoughtsTrading and Projects 
    241. Tshamutengo General Dealers CC. 
    242. Tshiredo Training Academy 
    243. Tshwane South Public FET College - Central Office 
    244. Tshwane South Public FET College - Pretoria West Campus 
    245. TSHWANE SOUTH TVET COLLEGE ATTERIDGEVILLE CAMPURS 
    246. TSHWANE SOUTH TVET COLLEGE ODI CAMPUS 
    247. TSHWANE SOUTH TVET COLLEGE PRETORIA WEST CAMPUS 
    248. Tshwane Training Institute (PTY) LTD. 
    249. Tummo Development Enterprise 
    250. TWASA 
    251. Ucademy 
    252. Ukwakhile Training 
    253. Ulwazi Training & Development 
    254. Umfolozi FET College 
    255. Umzansi Fretex Consultancy 
    256. UNIVERSITY OF BUSINESS EXCELLENCE(PTY)LTD 
    257. UNLOCK INNOVATIONS (PTY) LTD 
    258. Varsity Institute of Science & Technology (Pty)Ltd 
    259. Vicmat Consultants 
    260. VPK BUSINESS VENTURE C C 
    261. Vumilia Africa Group 
    262. VUTHLARI MARKETING CONSULTING 
    263. WEINVEST INVESTMENT CC 
    264. World Pace Development and Training Institute 
    265. WZ Events and Projects Management Umtata 
    266. XULU-MAKHATHINI CONSULTANT 
    267. Youth Media Movement 
    268. 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.