Negotiation and Sales Management (11177.2)
|Available teaching periods||Delivery mode||Location|
|View teaching periods|
|0.125||3||Faculty Of Business, Government & Law|
|Discipline||Study level||HECS Bands|
|Canberra Business School||Level 1 - Undergraduate Introductory Unit|| Band 4 2021 (Commenced After 1 Jan 2021)
Band 4 2021 (Commenced After 1 Jan Social Work_Exclude 0905)
Band 5 2021 (Commenced Before 1 Jan 2021)
Learning outcomesAfter 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.
Graduate attributes1. UC graduates are professional - communicate effectively
1. UC graduates are professional - display initiative and drive, and use their organisation skills to plan and manage their workload
1. UC graduates are professional - employ up-to-date and relevant knowledge and skills
1. UC graduates are professional - take pride in their professional and personal integrity
1. UC graduates are professional - use creativity, critical thinking, analysis and research skills to solve theoretical and real-world problems
1. UC graduates are professional - work collaboratively as part of a team, negotiate, and resolve conflict
2. UC graduates are global citizens - adopt an informed and balanced approach across professional and international boundaries
2. UC graduates are global citizens - behave ethically and sustainably in their professional and personal lives
2. UC graduates are global citizens - communicate effectively in diverse cultural and social settings
Equivalent units6413 Marketing Research Project
|Year||Location||Teaching period||Teaching start date||Delivery mode||Unit convener|
Lewicki, R., Barry, B. and Saunders, D. (2020). Negotiation. (8th Edition). McGraw Hill Education. New York.
Jobber, David., Lancaster, Geoffrey., Meunier-FitzHugh, Keeneth (2019). Selling and Sales Management (Eleventh Edition). Pearson, UK
Tanner, J., Honeycutt, E., and Erffmeyer, R. (2013). Sales Management: Shaping Future Sales Leaders (International Edition). Pearson.
Some useful journals include:
Journal of Marketing Theory and Practice
Industrial Marketing Management
Journal of Business Research
Journal of Marketing Research
Asia Pacific Journal of Marketing and Logistics
Journal of International Business Studies
Journal of Marketing
Journal of Personal Selling & Sales Management
Journal of International Management
Journal of Business & Industrial Marketing
Alavoinea, C & Estieub, C. (2015). You can't always get what you want: Strategic issues in Negotiation. Procedia- Social and Behavioral Sciences 207, 335-343.
Bobot, L. (2010). Teaching Sales and Negotiation with Combining Computer-Based Simulation and Case Discussions, Marketing Education Review, 20:2, 115-122.
Chaisrakeo, S. & Speece, M. (2004). Culture, intercultural communication competence, and sales negotiation: a qualitative research approach. Journal of Business & Industrial Marketing, 19 (4), 267-282.
Dinkevycha, E., Wilkena, R., Aykaca, T., Jacoba, F & Primeb, N. (2017). Can outnumbered negotiators succeed? The case of intercultural business negotiations. International Business Review, 26, 592-603.
Geiger, I. (2017). A model of negotiation issue–based tactics in business-to-business sales negotiations. Industrial Marketing Management, 64, 91-106.
Koseskaa, E., Batkoskaa, L. & Arnaudova, K. (2012). Negotiation Skills- A Factor for Insurance Development in Conditions of a Changeable Surrounding. Procedia - Social and Behavioral Sciences 44 (2012) 193-199.
Kujala, J., Murtoaro, J. & Artto, K. (2007). Negotiation Approach to Project Sales and Implementation. Project Management Journal, Vol. 38, No. 4, 33-44.
Lionel Bobot (2010). Teaching Sales and Negotiation with Combining Computer-Based Simulation and Case Discussions, Marketing Education Review, 20:2, 115-122.
Medeiros, D., Urtiga, M. & Morais, D. (2017). Integrative negotiation model to support water resources management. Journal of Cleaner Production, 150, 148-163.
Miller, O. (2014). The negotiation style: a comparative study between the stated and in practice negotiation style. Procedia - Social and Behavioral Sciences 124 (2014) 200-209.
Mintu-Wimsatt, A. & Gassenheimer, J. (2002) The Impact of Demographic Variables on Negotiators' Problem-Solving Approach: A Two Country Study, Journal of Marketing Theory and Practice, 10:1, 23-35.
Mintu-Wimsatt, A & Gassenheimer, J. (2000) The Moderating Effects of Cultural Context in Buyer- Seller Negotiation, Journal of Personal Selling & Sales Management, 20:1, 1-9.
Submission of assessment items
Special assessment requirements
Students who get 50% or more will pass the unit.
Students have a responsibility to uphold University standards on ethical scholarship. Good scholarship involves building on the work of others and use of others' work must be acknowledged with proper attribution made. Cheating, plagiarism, and falsification of data are dishonest practices that contravene academic values. Refer to the University's Student Charter for more information.
To enhance understanding of academic integrity, all students are expected to complete the Academic Integrity Module (AIM) at least once during their course of study. You can access this module within UCLearn (Canvas) through the 'Academic Integrity and Avoiding Plagiarism' link in the Study Help site.
Use of Text-Matching Software
The University of Canberra uses text-matching software to help students and staff reduce plagiarism and improve understanding of academic integrity. The software matches submitted text in student assignments against material from various sources: the internet, published books and journals, and previously submitted student texts.
It is highly recommended that students attend all classes and actively participate in the discussion.
Required IT skills
Students are expected to have sufficient word processing skills to enable them to submit work for assessment in accordance with the specified requirements, and to be able to access and use the Internet for research purposes, including the Library's databases. The Library provides training throughout the semester in the use of its on-line resources.
Work placement, internships or practicums