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SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD: 

Negotiate international contracts of purchase and sale 
SAQA US ID UNIT STANDARD TITLE
252281  Negotiate international contracts of purchase and sale 
ORIGINATOR
SGB Transport and Logistics Operations 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 11 - Services Transport, Operations and Logistics 
ABET BAND UNIT STANDARD TYPE PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined  Regular  Level 5  Level TBA: Pre-2009 was L5  10 
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 replaces: 
US ID Unit Standard Title Pre-2009 NQF Level NQF Level Credits Replacement Status
11274  Negotiate International Contracts of Purchase and Sale  Level 5  Level TBA: Pre-2009 was L5  Complete 

PURPOSE OF THE UNIT STANDARD 
The person 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 international supplier negotiations.

The qualifying learner is capable of:
  • Identifying international contracts of purchase and sale.
  • Formulating negotiation strategies and conducting negotiations.
  • Applying negotiation techniques and interpersonal skills to facilitate international supplier negotiations.
  • Implementing the measures agreed to update supplier records and monitoring supplier performance, utilising the conclusions arrived at during international supplier negotiations.
  • Evaluating the international trading company's negotiation intellectual capital base. 

  • LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
    Learners accessing this qualification will be assumed competent in:
  • Communication at NQF Level 4 or equivalent.
  • Mathematical Literacy at NQF Level 4 or equivalent.
  • Communication at NQF Level 3 in Second Language or equivalent. 

  • UNIT STANDARD RANGE 
    N/A 

    Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Identify international contracts of purchase and sale. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    International contract of purchase and sale is analysed in order to list the criteria thereof. 

    ASSESSMENT CRITERION 2 
    International contract of purchase and sale is appraised in order to assess the terms of sale. 

    SPECIFIC OUTCOME 2 
    Formulate negotiation strategy and conduct negotiations. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    A negotiation strategy is determined which takes into account social and cultural issues. 

    ASSESSMENT CRITERION 2 
    Cultural and political information is used to determine the negotiation strategy. 

    ASSESSMENT CRITERION 3 
    A negotiation strategy is created using the supplier's details and requirements. 

    SPECIFIC OUTCOME 3 
    Apply negotiation techniques and interpersonal skills to facilitate international supplier negotiations. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    Negotiation techniques are identified and formulated which meet the requirements of the intended outcome. 

    ASSESSMENT CRITERION 2 
    Negotiation of international contracts of purchase and sale is conducted by following the strategy formulated. 

    ASSESSMENT CRITERION 3 
    Evidence is recorded according to standard operating procedures. 

    ASSESSMENT CRITERION 4 
    Agreement is reached between the parties and conclusion of the contract is made and communicated to the various parties. 

    ASSESSMENT CRITERION 5 
    Communication is made with the various parties to follow-up on the contract. 

    ASSESSMENT CRITERION 6 
    A report is compiled summarising the negations and the report is communicated to the parties. 

    SPECIFIC OUTCOME 4 
    Implement the measures agreed to update supplier records and monitor supplier performance. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    The terms agreed to and the parties involved in the contract are identified in order to formulate the contract. 

    ASSESSMENT CRITERION 2 
    The conditions of the contract are fulfilled and this is communicated to the parties involved. 

    ASSESSMENT CRITERION 3 
    Supplier records are revised and updated according to standard operating procedures. 

    ASSESSMENT CRITERION 4 
    Supplier performance is regularly checked and recorded against the conditions of the contract. 

    SPECIFIC OUTCOME 5 
    Evaluate the international trading company's negotiation intellectual capital base. 

    ASSESSMENT CRITERIA
     

    ASSESSMENT CRITERION 1 
    A summary of the negotiation concluded is drawn up in accordance with contract requirements. 

    ASSESSMENT CRITERION 2 
    A comparison is made between the summary and previous recorded transactions. 

    ASSESSMENT CRITERION 3 
    An evaluation of the process conducted is produced in accordance with the conditions of the contract. 

    ASSESSMENT CRITERION 4 
    A recommendation is made for possible future negotiations. 


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
  • An individual wishing to be assessed (including through RPL) against this unit standard may apply to an assessment agency, assessor or provider institution accredited by the relevant ETQA.
  • Anyone assessing a learner against this unit standard must be registered as an assessor with the relevant ETQA.
  • Any institution offering learning that will enable achievement of this unit standard or assessing this unit standard must be accredited as a provider with the relevant ETQA.
  • Moderation of assessment will be conducted by the relevant ETQA at its discretion. 

  • UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE 
  • Types of Negotiation:
    > Classifying objectives.
    > Classifying relationships.
    > Classifying styles.
    > Classifying content.
  • Preparation for Negotiation.
  • Negotiation as a process.
    > Starting and ending negotiations.
    > The potential for negotiation.
    > Conflict as the stimulus for negotiation.
  • The preparation phase of negotiation:
    > Objectives.
    > Analysis of the situation.
    > Identification of issues.
    > Analysis of information on negotiators.
    > Legal implications.
    > Financial Preparation.
    > Tactics.
    > Feedback.
  • Negotiating for Climate.
    > Phases of negotiation.
    > The dynamic agenda.
  • Factors that will affect the climate during negotiation:
    > Perceptual selectivity.
    > The influence of space.
    > Table shape.
    > Proximal 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.
  • Negotiating for a Common Ground:
    > Framing Common Ground and Prospect Theory.
    > Prospect theory.
    > Framing and Prospect Theory.
  • Common Ground Questions:
    > Asking questions.
    > Answering questions.
  • Power:
    >Power defined.
    > Interpersonal power.
    > Other forms of power.
    > Countering power.
    > The laws of power deployment.
    > Persuasive Communication.
    > Opening Proposals.
  • Presentation of Information on Issues:
    > Presenting information.
    > Message structure.
    > Changing attitude on issues.
  • Characteristics of the Communicator:
    > Successful negotiator behaviours.
    > The effect of personality.
    > The role of needs.
    > Handling Conflict and Aggression.
  • Causes and Consequences of Dysfunctional Conflict:
    > Social/ psychological causes of conflict.
    > Consequences of conflict.
  • Handling Conflict and Aggression:
    > 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.
    > 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. 

  • UNIT STANDARD DEVELOPMENTAL OUTCOME 
    N/A 

    UNIT STANDARD LINKAGES 
    N/A 


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Identify and solve problems related to the negotiations process for international contracts of purchase and sale. 

    UNIT STANDARD CCFO WORKING 
    Work effectively with others to ensure negotiations are conducted in an atmosphere of trust. 

    UNIT STANDARD CCFO COLLECTING 
    Collect, analyse, organise and critically evaluate information that will assist with the negotiations of international contracts of purchase and sale. 

    UNIT STANDARD CCFO COMMUNICATING 
    Communicate effectively with all role players involved in the negotiation process. 

    UNIT STANDARD CCFO SCIENCE 
    Use science and technology to capture, store and report on the negotiations and agreements reached. 

    UNIT STANDARD CCFO DEMONSTRATING 
    Demonstrate an understanding of the world as a set of related systems where negotiations can have a either a positive or negative impact on the organisation. 

    UNIT STANDARD ASSESSOR CRITERIA 
    N/A 

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

    UNIT STANDARD NOTES 
    This unit standard replaces unit standard 11274, "Negotiate International Contracts of Purchase and Sale", Level 5, 8 credits. 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Elective  59304   National Diploma: Freight Forwarding and Customs Compliance  Level 5  NQF Level 05  Reregistered  2023-06-30  TETA 


    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.