British Columbia Institute of


MKTG 3342 - Negotiating Skills

Marketing Management Part-time Studies Course

School of Business

Course Details

Designed to cover the key elements that take place within the marketing or sales negotiation context. Students will explore negotiating styles, strategies and tactics. You will also prepare for, conduct, then evaluate an actual negotiating situation. The impact of ethics, power and culture are also examined through case studies, role play simulations, lectures and discussions.





Spring/Summer 2019

Below is one offering of this course for the Spring/Summer 2019 term.

CRN 27519

Tue Apr 09 - Tue Jun 25 12 Weeks

Class Meeting Times

Dates Days Times Locations
Apr 09 - Jun 25 Tue 17:30 - 20:30 DTC Rm. 470


Ray Peterson

Course Outline



This course offering is in progress and full. Please check back next term or subscribe to receive email updates.

In Progress and Full

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

Related Programs

MKTG 3342 is offered as a part of the following programs:

School of Business

  1. Financial Management (Finance Option)
    Part-time   Certificate
  2. Financial Planning
    Part-time   Diploma
  3. Marketing Management (Marketing Communications Option)
    Part-time   Certificate
  4. Marketing Management (Professional Sales Option)
    Part-time   Certificate
  5. Marketing Management - Fundraising Management
    Part-time/Distance & Online Learning   Associate Certificate
  6. Marketing Management - Sales Skills
    Part-time   Associate Certificate
  7. Nonprofit Management
    Part-time/Distance & Online Learning   Associate Certificate

Books & Supplies

The BCIT bookstore carries textbooks, general reference books, software, and stationery. Please visit for more information.

Spring/Summer 2019

Books for Spring/Summer 2019 offerings of this course are available in the following BCIT online bookstores. Please choose the bookstore appropriate for the offering you are considering.

BCIT Downtown Campus Bookstore

If you are taking this course at the BCIT Downtown Campus (DTC), please purchase books for this course at the BCIT Downtown Campus Bookstore.

Getting Ready To Negotiate
Author Fisher
Publisher Penguin
Copyright 1995
Binding Paperback
ISBN 978-0-14023-531-9
Price $19.50

Getting To Yes Updtd & Rev
Author Fisher
Publisher Penguin
Copyright 2011
Binding Paperback
ISBN 978-0-14311-875-6
Price $18.95


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