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Negotiation and Sales Management G (11332.2)

Level: Graduate Level
Credit Points: 3
HECS Bands: 2, 3
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.

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Unit Outlines

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  • Semester 2, 2020, ON-CAMPUS, BRUCE (197911) - View
  • Semester 2, 2019, ON-CAMPUS, BRUCE (190406) - 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 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.

Learning Outcomes

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.

Assessment Items

Contact Hours

Three hours of interactive workshops on-campus per week.





Assumed Knowledge


Incompatible Units

11171 Negotiation and Sales Management.

Equivalent Units


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