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
None

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

Identifying opportunities for negotiations
Characteristics of a successful negotiator
Developing a win/win philosophy
Planning and preparing for negotiations
Principled negotiation
Understanding the differences between disagreement and conflict
Case studies and scenarios
Critical mistakes in negotiating
Strategies and tactics

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

describe the various components of a successful negotiation
articulate a principled negotiation philosophy
identify the characteristics of a successful negotiator
differentiate between disagreement and conflict
identify practical opportunities for negotiations
identify the critical mistakes in negotiations
explain the process for planning and preparation in negotiations
demonstrate strategies and tactics in a variety of negotiation scenarios

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MKTG 2020 - Negotiation Strategies