Course Overview
This course builds on basic selling and business communication skills and enables students to develop negotiating and conflict resolution skills for business. The focus on this course will be on business negotiations which rely on trusting relationships, and which lead to win-win agreements, most commonly in seller-buyer interactions. Students will be expected to engage in several experiential negotiating exercises to develop and apply their negotiation skills in a wide range of business situations.
- Not offered this term
- This course is not offered this term. Notify me to receive email notifications when the course opens for registration next term.
Learning Outcomes
Upon successful completion of this course, the student will be able to:
- Develop effective public speaking skills by delivering oral presentations (individual and team) to audiences of diverse sizes.
- Prepare for a negotiation by gathering information on the other party and evaluating the other party’s requirements, interests, and negotiating style.
- Formulate a plan for a win-win negotiation which values trust and the relationship with the other party.
- Implement a proven process to conduct a successful negotiation and apply effective communication skills within each step of the process.
- Identify and adapt to different types of negotiation styles and situations.
- Evaluate a negotiated agreement and the effect of personal negotiation styles.
- Describe the pros and cons of common negotiation tactics and prepare appropriate responses to difficult tactics.
- Define the terms concession, contingency, and good/bad faith.
- Apply negotiation methods to resolving conflict in business situations.
- Identify cultural and social style influences on negotiation behaviours.
- Differentiate the Harvard Method from other methods of negotiating.
Effective as of Fall 2024
Related Programs
Business Negotiation Skills (MKTG 3334) is offered as a part of the following programs:
- Indicates programs accepting international students.
School of Business + Media
- Marketing Management (Entrepreneurship Option)
Diploma Full-time
- Marketing Management (Professional Real Estate Option)
Diploma Full-time
- Marketing Management (Professional Sales Option)
Diploma Full-time
- Marketing Management (Tourism Marketing and Sales Option)
Diploma Full-time
Programs and courses are subject to change without notice. Find out more about BCIT course cancellations.