Negotiation and Sales Management (11177.2)
| Available teaching periods | Delivery mode | Location |
|---|---|---|
| View teaching periods | ||
| EFTSL | Credit points | Faculty |
| 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 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.
Graduate attributes
1. UC graduates are professional - communicate effectively1. 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
2. UC graduates are global citizens - make creative use of technology in their learning and professional lives
2. UC graduates are global citizens - think globally about issues in their profession
2. UC graduates are global citizens - understand issues in their profession from the perspective of other cultures
3. UC graduates are lifelong learners - adapt to complexity, ambiguity and change by being flexible and keen to engage with new ideas
3. UC graduates are lifelong learners - be self-aware
3. UC graduates are lifelong learners - evaluate and adopt new technology
3. UC graduates are lifelong learners - reflect on their own practice, updating and adapting their knowledge and skills for continual professional and academic development
Prerequisites
None.Corequisites
None.Incompatible units
None.Equivalent units
6413 Marketing Research ProjectAssumed knowledge
None.| Year | Location | Teaching period | Teaching start date | Delivery mode | Unit convener |
|---|
Required texts
Prescribed Text:
Lewicki, R., Barry, B. and Saunders, D. (2020). Negotiation. (8th Edition). McGraw Hill Education. New York.
Recommended texts/readings
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 |
Reading materials/articles:
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 must apply academic integrity in their learning and research activities at UC. This includes submitting authentic and original work for assessments and properly acknowledging any sources used.
Academic integrity involves the ethical, honest and responsible use, creation and sharing of information. It is critical to the quality of higher education. Our academic integrity values are honesty, trust, fairness, respect, responsibility and courage.
UC students have to complete the Academic Integrity Module annually to learn about academic integrity and to understand the consequences of academic integrity breaches (or academic misconduct).
UC uses various strategies and systems, including detection software, to identify potential breaches of academic integrity. Suspected breaches may be investigated, and action can be taken when misconduct is found to have occurred.
Information is provided in the Academic Integrity Policy, Academic Integrity Procedure, and University of Canberra (Student Conduct) Rules 2023. For further advice, visit Study Skills.
Participation requirements
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
None
