Course Syllabus
Negotiating - Getting to a Win Syllabus
Course Syllabus: SYLLABUS - MKTG 121 -64331- Negotiation SPRING 2019
Meet Your Instructor: See Instructor Contact page for all the details.
Course Description: Marketing 121 is a four-week online 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.
IMPORTANT NOTE: Due to the fast-paced, 4-week nature of the course, NO LATE OR MAKEUP EXAMS OR ASSIGNMENTS WILL BE ACCEPTED.
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:
- Theories of negotiation
- Negotiation behaviors.
- Objections in negotiating process
- Mental process of negotiations
- Negotiating techniques
Course Summary:
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