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SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD THAT HAS PASSED THE END DATE: 

Use negotiation in multi-faceted situations to achieve the objectives of a function 
SAQA US ID UNIT STANDARD TITLE
264409  Use negotiation in multi-faceted situations to achieve the objectives of a function 
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  Level 6  Level TBA: Pre-2009 was L6  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 for learners who are already managers of functions or aspiring to become managers of functions. This Unit Standard meets the needs of the sector and of the society by providing competent function managers who, by being able to negotiate in multi-faceted situations, thereby contributing to the effective management of the function.

The learner successfully completing this Unit Standard will gain essential knowledge and practical skills required to negotiating service level agreements, partnership agreements and contract agreements.

Learners credited with this standard will be able to:
  • Demonstrate an understanding of the theoretical aspects regarding negotiation.
  • Determine the objective of the negotiation.
  • Develop a negotiation strategy.
  • Formulate a course of action. 
    		•

    LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
    It is assumed that the learner has the following knowledge and skills:
  • Communication at NQF Level 5. 
    		•

    UNIT STANDARD RANGE 
  • Negotiations can include discussions, agreements, contracts pertaining to multifaceted situations and could relate to labour disputes, intra- and extra-function service delivery and situations relating to the achievement of the performance of the function.
  • Function refers to the core task or responsibility carried out by a department, directorate or group within an organisation or entity. 
    		•

    Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Demonstrate an understanding of the theoretical aspects regarding negotiation. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    The primary methods and techniques of dispute resolution are analysed in terms of their advantages and disadvantages. 
    ASSESSMENT CRITERION RANGE 
    Methods include but are not limited to negotiation, mediation and arbitration.
     

    ASSESSMENT CRITERION 2 
    The foundations of negotiation theory and the theories of negotiation are analysed to provide a theoretical framework within which negotiations take place. 
    ASSESSMENT CRITERION RANGE 
  • Foundations include decision analysis, behavioural decision making, game theory and negotiation analysis.
  • Theories include structural analysis, strategic analysis, process analysis, integrative analysis, and behavioural analysis.
     
    		•

    ASSESSMENT CRITERION 3 
    Power relations in the negotiation process are analysed in order to understand how strategies are developed to deal with them. 

    SPECIFIC OUTCOME 2 
    Determine the objectives of the negotiation. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    The situation for which a negotiation process is required is analysed so that a comprehensive understanding of the problem is obtained. 

    ASSESSMENT CRITERION 2 
    The objectives to be achieved for the function through negotiation are analysed in relation to the goals of the function. 

    SPECIFIC OUTCOME 3 
    Develop a negotiation strategy. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    The financial implications of different options are analysed to assess the financial viability of each course of action. 

    ASSESSMENT CRITERION 2 
    The objectives and needs of the other party/parties are analysed in order to develop a clearer picture of its/their positions. 

    ASSESSMENT CRITERION 3 
    Strategies and techniques that could be used by the other party/parties in negotiations are analysed in order to develop strategies to deal with them. 

    ASSESSMENT CRITERION 4 
    Compromise or fall-back positions of own function are generated to deal with unexpected developments during negotiations. 

    ASSESSMENT CRITERION 5 
    The needs and negotiation position of own function are analysed in terms of the proposed set of strategies. 

    ASSESSMENT CRITERION 6 
    The advantages and disadvantages of each strategy is analysed to assist in making a decision about the strategy to be chosen. 

    ASSESSMENT CRITERION 7 
    A strategy is chosen on the basis of appropriate theory and best practices of negotiation. 

    SPECIFIC OUTCOME 4 
    Formulate a course of action. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    A course of action for the negotiations is developed from the selected strategy. 

    ASSESSMENT CRITERION 2 
    Contingencies for the selected strategy are developed for possible changing scenarios and/or positions during the negotiations. 

    ASSESSMENT CRITERION 3 
    The non-negotiables of the function are analysed so that there is no doubt and ambiguity of these aspects. 

    ASSESSMENT CRITERION 4 
    The criteria for evaluating the success of the negotiations are analysed in terms of the original objectives set out to be achieved. 


    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, or an ETQA that has a Memorandum of Understanding with the relevant ETQA.
  • Anyone assessing a learner against this Unit Standard must be registered as an assessor with the relevant ETQA or with an ETQA that has a Memorandum of Understanding 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 or with an ETQA that has a Memorandum of Understanding with the relevant ETQA.
  • Moderation of assessment will be conducted by the relevant ETQA at its discretion. 
    		•

    UNIT STANDARD ESSENTIAL EMBEDDED KNOWLEDGE 
  • Theory of negotiations.
  • The negotiation process.
  • Negotiation strategies and techniques. 
    		•

    UNIT STANDARD DEVELOPMENTAL OUTCOME 
    N/A 

    UNIT STANDARD LINKAGES 
    N/A 


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Identifying and solving problems in which responses display that responsible decisions using critical and creative thinking have been made when:
  • Determining the objective of the negotiation.
  • Developing a negotiation strategy.
  • Formulating a course of action. 
    		•

    UNIT STANDARD CCFO WORKING 
    Working effectively with others as a member of a team, group, organisation, and community during:
  • The determining of the objective of the negotiations.
  • The development of a negotiation strategy.
  • The formulation of a course of action. 
    		•

    UNIT STANDARD CCFO ORGANISING 
    Organising and managing oneself and one's activities responsibly and effectively when:
  • Determining the objective of the negotiation.
  • Developing a negotiation strategy.
  • Formulating a course of action. 
    		•

    UNIT STANDARD CCFO COLLECTING 
    Collecting, analysing, organising and critically evaluating information to better understand and explain:
  • The theoretical aspects regarding negotiation. 
    		•

    UNIT STANDARD CCFO COMMUNICATING 
    Communicating effectively using visual, mathematical and/or language skills in the modes of oral and/or written persuasion when:
  • Determining the objective of the negotiation.
  • Developing a negotiation strategy.
  • Formulating a course of action. 
    		•

    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 
    N/A 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Core  74570   National Certificate: Labour Relations Practice  Level 6  Level TBA: Pre-2009 was L6  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  SERVICES 
    Elective  59201   National Certificate: Generic Management  Level 5  Level TBA: Pre-2009 was L5  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  As per Learning Programmes recorded against this Qual 
    Elective  93993   National Certificate: Labour Relations 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  80686   National Diploma: Supply Chain Management: Sensitive Consumer Products  Level 6  NQF Level 06  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  FOODBEV 


    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.