Learning Outcomes

• Explain key negotiating concepts.
• Discuss concerns and challenges in relation to being a negotiator within a sales context.
• Recommend appropriate negotiating strategies given various negotiation situations.
• Use models and processes discussed in the course to thoroughly plan and prepare to negotiate, working within a team of peers as well as independently.
• Demonstrate effective use of the negotiation process and skills explored in the course by conducting a face-to-face sales negotiation to reach the best agreement possible.
• Evaluate his or her performance as a sales negotiator.
• Provide constructive feedback to fellow students.

Effective as of Fall 2003