Negotiation and Sales Management G (11332.2)
|HECS Bands:||2, 3|
|Faculty:||Faculty of Business, Government & Law|
|Discipline:||Canberra Business School|
UC - Canberra, Bruce
Year Teaching Period Convener Mode of Delivery 2020 Semester 2 DR Majharul TALUKDER (Ph: +61 2 62012702 ) ON-CAMPUS
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- Semester 2, 2019, ON-CAMPUS, BRUCE (190406) - View
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Negotiation and Sales Management examines the theoretical and conceptual frameworks and provides you with the skills required for effective sales and negotiation management. You will examine the theoretical foundations of negotiation and sales management and develop a comprehensive negotiation and sales plan for an organisation of your choice. You will also enhance your interpersonal and communication skills through practical exercises such as negotiation simulations and sales force planning exercises. You will be able to critically analyse and evaluate different negotiation and sales strategies and reflect on your own strengths and weaknesses as a negotiator.
This unit may be co-taught with 11177 Negotiation and Sales Management.
After successful completion of this unit, students will be able to:
1. Critically analyse the theoretical and conceptual frameworks for negotiations in different cultural settings;
2. Compare and evaluate effective negotiations and sales strategies in a variety of business settings;
3. Develop high level persuasive oral and written communication skills appropriate to a variety of sales and negotiation settings;
4. Evaluate and critically reflect on the key tools of successful negotiators, including yourself;
5. Critically review approaches to sales force management including the use of digital platforms; and
6. Critically evaluate ethical issues in negotiation and sales management based on contemporary case studies.
Three hours of interactive workshops on-campus per week.
11171 Negotiation and Sales Management.