Dec 01, 2021  
2017-2018 Course Catalog 
2017-2018 Course Catalog [ARCHIVED CATALOG]

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MKTG 2020 - Negotiation Strategies

Credits: 3
Hours/Week: Lecture NoneLab None
Course Description: Negotiating is a fundamental skill that can be learned. This course introduces students to the techniques and tactics employed by sales professionals in a variety of business transactions. The skill of principled negotiation is used regularly by people engaged in business but is often overlooked by the same people in the conduct of their daily lives where it can influence and facilitate a number of important human activities.
MnTC Goals

Prerequisite(s): None
Corequisite(s): None
Recommendation: Assessment score placement in RDNG 1000  or completion of RDNG 0900  or RDNG 0950  with a grade of C or higher; assessment score placement in ENGL 1021  or completion of ENGL 0090  with a grade of C or higher.

Major Content
  1. Identifying opportunities for negotiations
  2. Characteristics of a successful negotiator
  3. Developing a win/win philosophy
  4. Planning and preparing for negotiations
  5. Principled negotiation
  6. Understanding the differences between disagreement and conflict
  7. Case studies and scenarios
  8. Critical mistakes in negotiating
  9. Strategies and tactics

Learning Outcomes
At the end of this course students will be able to:

  1. describe the various components of a successful negotiation
  2. articulate a principled negotiation philosophy
  3. identify the characteristics of a successful negotiator
  4. differentiate between disagreement and conflict
  5. identify practical opportunities for negotiations
  6. identify the critical mistakes in negotiations
  7. explain the process for planning and preparation in negotiations
  8. demonstrate strategies and tactics in a variety of negotiation scenarios

Courses and Registration

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