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.
$498.40 - $506.09 See individual course offerings below for actual costs.
Getting Ready to Negotiate: The Getting to Yes Workbook
Roger Fisher, Danny Ertel
Getting to Yes: Negotiating Agreement Without Giving In
Roger Fisher, William Ury, Bruce Patton
No information on books is currently available for Fall 2018 offerings of this course.
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