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Negotiation and Sales Management (11177.2)

Level: Level 1 - Undergraduate Introductory Unit
Credit Points: 3
HECS Bands:

Band 3 2013-2020 (Expires 31 Dec 2020) Band 4 2021 (Commenced After 1 Jan 2021) Band 5 2021 (Commenced Before 1 Jan 2021)

Faculty: Faculty of Business, Government & Law
Discipline: Canberra Business School


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For the remainder of 2020, resulting from Australian Government's directives requiring physical distancing and restrictions on movement because of the COVID-19 pandemic, any exams that are required for assessment in a unit will be online exams. Online exams may also use online proctoring to help assure the academic integrity of those exams. Please contact your unit convener with any questions.

While the University has made efforts to ensure that Unit Outlines reflect a unit’s learning activities and assessment items, any changes to Australian Government directives because of the COVID-19 pandemic may require changes to these during the semester to ensure the safety and well being of students and staff. These changes will not be updated in the published unit outline, but will be communicated to you via your unit’s UCLearn(Canvas) teaching site. Any changes made will continue to meet the unit’s learning outcomes, as described in the Unit Outline.

Unit Outlines

To view your Unit Outline, click View to log in to MyUC and access this information, or visit your unit's online teaching site.

  • Semester 2, 2020, ON-CAMPUS, BRUCE (197910) - View
  • Semester 2, 2019, ON-CAMPUS, BRUCE (184587) - View

If a link to your Unit Outline is not displayed, please check back later. Unit Outlines are generally published by Week One of the relevant teaching period.


Negotiation and Sales Management are considered essential skills for being an effective marketing manager. Students will be introduced to the theoretical foundations of negotiation and sales management and develop the necessary interpersonal and communication skills through practical exercises such as negotiation simulations and sales force planning exercises. Topics include negotiation strategies, sales planning including recruitment, training, motivation and compensation of staff as well as evaluation of negotiation and sales strategies.

Learning Outcomes

After successful completion of this unit, students will be able to:

1. Describe different negotiation and selling situations;

2. Identify effective negotiations and sales strategies for a variety of business settings;

3. Demonstrate persuasive oral and written communication skills appropriate to a variety of sales and negotiation settings;

4. Compare the key tools of successful negotiators and Identify approaches to sales force management including the use of digital platforms; and

5. Explain and apply ethical issues in negotiation and sales.

Assessment Items

Contact Hours

Three hours of interactive workshops on-campus per week.





Assumed Knowledge


Incompatible Units


Equivalent Units

6413 Marketing Research Project

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