MKTG 3342 - Negotiating Skills
Part-time Studies Course
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.
Below is one offering of this course for the Spring/Summer 2019 term.
Tue Apr 09 - Tue Jun 25
Class Meeting Times
Apr 09 - Jun 25
17:30 - 20:30
This course offering is in progress and full. Please check back next term or
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In Progress and Full
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
Books & Supplies
The BCIT bookstore carries textbooks, general reference books, software, and
stationery. Please visit
bcit.ca/bookstore for more
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
Getting To Yes Updtd & Rev
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