Negotiating - Getting to a Win Syllabus

Course Syllabus: SYLLABUS 2018 SPRING - MKTG 121 - Negotiation

Meet Your Instructor:  See Instructor Contact page for all the details.

Course Description:  Marketing 121 is a four week on-line course that studies how to negotiate resulting in a successful close of business – and how marketers can benefit from knowing the driving factors behind successfully closing a negotiation.

Textbook Information: 

Getting to Yes – Negotiating Agreement Without Giving In  

by Roger Fisher & William L. Ury    Year: 2011

ISBN-13: 978-0143118756. 

Course/Student Learning Objectives: 

Learn the techniques of successfully negotiating a Win-Win business transaction. By learning the different negotiating styles, students will gain skills working with customers in all business segments.

Assist the students in obtaining an understanding of negotiating concepts and skills in order to establish a foundation of negotiating knowledge. The course objectives include learning:

1. Theories of negotiation
2. Negotiation behaviors.
3. Objections in negotiating process
4. Mental process of negotiations
5. Negotiating techniques