MAKT 447 – Negotiation Skills– 3 hours credit –Emphasis on fundamental skills in negotiation across a variety of settings, including business, law, health care, and public administration; basics of both collaborative and competitive approaches, including planning tools and techniques; will address international focus.
LEARNING OUTCOMES
Upon successful completion of this course, student will have skills to:
- Evaluate their usual style of negotiation.
- Identify the strengths and weaknesses of their own and the other person’s negotiation positions.
- Execute a structured and recommended approach to negotiation situations.
- Understand the objective of procurement from the contractor’s prospective.
- Understand when negotiation might not be possible or desirable and plan appropriate actions.
- Understand that there are two clear sides in negotiation – both equal.
- Prepare pre-negotiation objectives that are fair to both the buyer and seller.
- Identify the strengths and weaknesses of their own and the other person’s negotiation positions.
- Explain what ‘negotiation’ means and how it relates to their own sales activities.
- Explain what win-win means and how to achieve it.
- Effectively use the pricing skills to benefit the organization.