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Fundamentals of Negotiation in Sales and Marketing

MKT 3343

Naveen Jindal School of Management

This course is designed to develop skills applicable in professional business negotiating contexts. The course explores the processes of bargaining and negotiation as social and managerial activities through 1) learning core principles of negotiation; 2) developing and executing preparation strategies; 3) rapport building exercises; and 4) applying negotiation techniques in role play and simulations. Applied skill practice around pricing, supply, quality, and other resources, both internal to the company and external with customers and suppliers, will be conducted. Students will also be introduced to multicultural elements of negotiating that applies to global companies as well as serving customers around the world. 3 credit hours.

Prerequisite: Junior or Senior Standing and MKT 3300.

Offering Frequency: Each year

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