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  Reregistered  2023-06-30  QCTO 
    Elective  48784   National Diploma: Translation  Level 5  NQF Level 05  Reregistered  2021-06-30  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. A4 Consultancy CC 
    3. Access Employment Skills & Development Agency 
    4. ADVANCED RISK SOLUTIONS 10000 (PTY) LTD 
    5. AFRIC POLICING INSTITUTE 
    6. Africa Corporate Training Institute and HR Consulting 
    7. Africa Institute For Public Administration 
    8. AGAMA CONSULTING AND SERVICES 
    9. All Access Holdings 
    10. Amabamba Recruitment 
    11. Amaqamu Project Management and Consulting 
    12. ARKE LEGAL ADVISORS 
    13. AVAX SA 481 CC. T/A Mandisa Development Services 
    14. AVC Corporate Advisory Services (PTY) LTD. 
    15. Bafedile M (PTY) LTD 
    16. Bangwaketse Trading and Projects 
    17. Bantubanye Skills 
    18. BATES COLLEGE OF TECHNOLOGY POLOKWANE 
    19. BC TRAINING ACADEMY 
    20. Big Fish School of Digital Filmmaking (Pty) Ltd 
    21. Boikgantsho Consulting & Events 
    22. Boikgantsho Consulting & Events cc 
    23. Boni Africa Events & Development 
    24. BOSTON ADMINISTRATION SERVICES BELLVILLE 
    25. BOSTON ADMINISTRATION SERVICES BENONI 
    26. BOSTON ADMINISTRATION SERVICES BLOEMFONTEIN 
    27. BOSTON ADMINISTRATION SERVICES BRAAMFONTEIN 
    28. BOSTON ADMINISTRATION SERVICES GERMISTON 
    29. BOSTON ADMINISTRATION SERVICES KEMPTON PARK 
    30. BOSTON ADMINISTRATION SERVICES KIMBERLEY 
    31. BOSTON ADMINISTRATION SERVICES KRUGERSDORP 
    32. BOSTON ADMINISTRATION SERVICES ORANGE GROVE 
    33. BOSTON ADMINISTRATION SERVICES POLOKWANE 
    34. BOSTON ADMINISTRATION SERVICES PRETORIA 
    35. BOSTON ADMINISTRATION SERVICES RICHARDS BAY 
    36. BOSTON ADMINISTRATION SERVICES ROODEPOORT 
    37. BOSTON ADMINISTRATION SERVICES SOMERSET WEST 
    38. BOSTON ADMINISTRATION SERVICES STANGER 
    39. BOSTON ADMINISTRATION SERVICES WELKOM 
    40. BOSTON ADMINISTRATION SERVICES WITBANK 
    41. Boston City Campus & Business Coll 
    42. Boston City Campus and Business College (PTY) Ltd 
    43. Breakeven 59(PTY) Ltd 
    44. BREAKING GROUND LEARNING AND DEVELOPMENT 
    45. Bull's Business and Skills Training Institute 
    46. C&L SKILLS MANAGEMENT CC 
    47. CAE College of Audio Engineering 
    48. CAMBLISH TRAINING INSTITUTE PTY LTD 
    49. CAPRICON TVET COLLEGE 
    50. CCI CALL CENTRES 
    51. CENTRE FOR COMMUNITY JUSTICE AND DEVELOPMENT 
    52. Chartall Business College 
    53. Commisioned Training cc 
    54. Continuing Education Programme 
    55. CUSTOMER CENTRIC SOLUTIONS PTY LTD 
    56. Daily Double Traiding 281 
    57. Davest Trading 36 Pty Ltd 
    58. Development Bank of Southern Africa (DBSA) 
    59. DialNx Consultants 
    60. Dintshang Trading 
    61. Ditirelo Skills Development Services 
    62. Ditlou Solutions 
    63. DUNSINEA DEVELOPMENT AND CONSULTING PTY LTD 
    64. E E L PROTECTION SERVICES 
    65. East Coast Media cc 
    66. EDUTEL SKILLS DEVELOPMENT PTY LTD 
    67. Edutraining Business College 
    68. ELASON PRO-ACTIVE SECURITY (PTY) LTD 
    69. Elective Training Institute Enterprise CC 
    70. eMedia Investment 
    71. Express Model 405 
    72. Faisit (Pty) Ltd 
    73. FILM Mentorship & Training 
    74. FUTURE PERFORMANCE TRAINING PTY LTD 
    75. Glere Skills and Consultants 
    76. GOBELA CONSULTING 
    77. Gotsec Skills Training 
    78. Green Horizon Consulting (Pty) Ltd 
    79. Gudlhuza Development Solutions cc 
    80. Hadima Training Academy 
    81. HILLCROSS BUSINESS COLLEGEPTY LTD 
    82. HJN TRAINING CC Pretoria 
    83. Hlombe and Associates 
    84. IGKM Management Services (Pty) Ltd 
    85. IMPACT SOURCING ACADEMY 
    86. IN TOTO LEGAL AND CORPORATE SERVICES 
    87. Institute for Local Government and Housing 
    88. IQ Skills Academy (PTY) LTD. 
    89. ITO Focus Reagile 
    90. Iziko Capacity Building CC. 
    91. JIT Projects 
    92. Jobafrik Consulting 
    93. Josmap Training Institute 
    94. Jucamo Shelf 4 CC. 
    95. JUSTICE COLLEGE 
    96. Kalideen Management 
    97. Kernel Management and Consulting (PTY) LTD. 
    98. Keydimensions Risk Solutions 
    99. KEYSTONE LEARNING 
    100. Kgolo Institute 
    101. Kgotla Trading Enterprise 
    102. Khosithi Training 
    103. Khula Nonke Training & Development 
    104. Kia Chuma 
    105. Kitso Bokamoso Training Solution 
    106. KUKHULA GLOBAL PROJECTS PTY LTD 
    107. LBK Trading 
    108. LEARNING AND PERFORMANCE ACADEMY 
    109. LEGAL EAGLES ACADEMY 
    110. Legal Environment Safety & Health Requirements cc 
    111. Legal Expenses Insurance SA 
    112. Leratham Supply Distribution and Enterprise 
    113. Leronsa Trading Enterprise 
    114. Letlhabile Institute Of Management and Training 
    115. Letlhokoa Management Services CC 
    116. Lewerb Holdings (PTY) Ltd 
    117. Longata Consultant 
    118. M.I.C. Training and Development 
    119. MACCAUVLEI LEARNING ACADEMY PTY LTD 
    120. Madingoane and Family Construction 
    121. Magumzane Traiding cc 
    122. Mahayi HRD Services cc 
    123. Makhophila Business Enterprise 
    124. Management College of Southern Africa (MANCOSA) 
    125. Mapheto Business Enterprises t/a MBE 
    126. Maraba Event and Entertainment Pty Ltd 
    127. MAS SAFE SECURITY CC 
    128. Mathye and Ditlou Dynasty Corporate 
    129. Mbokazi & Mkhize 
    130. MENTORNET (PTY) LTD 
    131. Mgwezane Training and Events Management CC. 
    132. Miczo's Enterprise 
    133. Mimoisa Business Solutions CC 
    134. Misol Projects cc 
    135. MJ Mafunisa Consulting (PTY) LTD 
    136. Mmanape Management Solutions 
    137. MML Consulting CC. 
    138. Mod-Mosh Projects and Consulting (PTY) LTD 
    139. Mortarboard Training Solutions 
    140. Mosako Wa Kitso 
    141. MPACT 
    142. Multiple Productive Management Solutions 
    143. Ndrendre Building & General Services 
    144. NEBSA MANAGEMENT SERVICES CC 
    145. Nemalale Eagles Consultancy CC 
    146. NEMISA 
    147. Neopeo Trading & Projects 
    148. NETWORK FOR CAREER DEVELOPMENT 
    149. Networx for Career Development 
    150. Nhlahle Development Agency 
    151. NJ & L Trading Enterprise CC. 
    152. NKANGALA TRAINING CENTRE 
    153. NKANGALA TVET COLLEGE 
    154. Nkinane Training Institute and Consulting (Pty) Ltd 
    155. NS Global Academy 
    156. Ntevho-Ketso Training and Recruitement Consultancy cc 
    157. Ntsangalala Business Enterprise 
    158. Oakfields College 
    159. ORGANISATIONAL DEVELOPMENT INTERNATIONAL PTY LTD 
    160. OSCAR MADLALA CONSULTING AND PROJECTS CC 
    161. Outeniqua Leadership Institute 
    162. OXY TRADING 735 CC 
    163. Pebetse Training and Consulting 
    164. PEOPLE SOLUTIONS 
    165. PHALAPHALA MANAGEMENT CONSULTING CC 
    166. Pioneer Business Consulting 
    167. Pitt Institute T/A Imithombo Institute 
    168. PMA Holdings (PTY ) LTD. 
    169. Power Rush Trading 170 CC. 
    170. Powergate Trading 1040 
    171. Powernexus 
    172. PRODUCTION MANAGEMENT INSTITUTE OF SOUTHERN AFRICA PTY LTD 
    173. Professional Development and Training Institute (Pty) Ltd 
    174. Pulakgadi Training Consulting CC 
    175. QUALITY SOLUTIONS 
    176. RAMAZWI SECURITY SERVICES CC 
    177. Regent Business School (Pty) Ltd t/a Regent Business School 
    178. Resonance Institue of Learning 
    179. SABC Limited 
    180. Sebobatho Project Management 
    181. Senelo Trading CC 
    182. SERVILINX 65 CC T/A SKILLS DEVELOPMENT ACADEMY 
    183. SHEMULA TRADING ENTERPRISE 
    184. Sisodwa Investment Enterprise 
    185. SKIMOZ (PTY) LTD 
    186. SNAP SOLUTIONS NETWX PTY LTD 
    187. Sogwa Business Enterprise 
    188. Solstice Networks CC. 
    189. South African ABET Development Agency SAADA 
    190. South African Film Institute 
    191. SOUTH AFRICAN LAW SCHOOL 
    192. South West Media College (Pty) Ltd 
    193. Supersport Pty Ltd 
    194. SWARANANG MANAGEMENT CONSULTING CC 
    195. T Mabuya & Associates CC 
    196. Talent Centre Training 
    197. Talent Emporium Academy (PTY) Ltd 
    198. Thabelanang t/a Thabelanang Trading Enterprise 
    199. THATHA ARTS 
    200. THE CONSORTIUM FOR LANGUAGE & DIMENSIONAL DYNAMICS 
    201. THE GMC GROUP PTY LTD 
    202. THE IMAGE FIRM STUDIOS PTY LTD 
    203. The Media Workshop cc 
    204. Thubelihle Graduate Institute 
    205. Thuto Botshabelo Training Academy 
    206. Thuto-Boswa Education and Training Solution 
    207. Tlaletso Consultants 
    208. Tradesman Consulting and Training Solutions 
    209. Tshamutengo General Dealers CC. 
    210. Tshelopele Development Institution 
    211. TSHIREDO TRAINING ACADEMY CC 
    212. Tshwane Training Institute (PTY) LTD. 
    213. TTTC 
    214. Tummo Development Enterprise 
    215. Twin Peak Technologies 
    216. Tytons (Pty) LTD 
    217. UCADEMY PTY LTD 
    218. UKWAKHILE TRAINING 
    219. Ulwazi Training & Development 
    220. Umfolozi FET College 
    221. Umqondo Consultancy 
    222. Umsenge SDCS 
    223. University of Venda 
    224. Vantage Training 
    225. Vicmat Consultants 
    226. VISHAL JUNKEEPARSAD AND COMPANY INC 
    227. VPK BUSINESS VENTURE C C 
    228. Vuselela FET College - Klerksdorp Campus 
    229. W Z EVENTS AND PROJECTS MANAGEMENT 
    230. Work Skills Resources 
    231. World Pace Development and Training Institute 
    232. Ya Hina Management Consulting and projects 
    233. ZMG CONSULTING 



    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.