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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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Unit Outlines

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

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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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