Negotiation and Sales Management G (11332.2)

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.

Graduate attributes

1. UC graduates are professional - employ up-to-date and relevant knowledge and skills
1. UC graduates are professional - communicate effectively
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
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 - take pride in their professional and personal integrity
2. UC graduates are global citizens - think globally about issues in their profession
2. UC graduates are global citizens - adopt an informed and balanced approach across professional and international boundaries
2. UC graduates are global citizens - understand issues in their profession from the perspective of other cultures
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 - behave ethically and sustainably in their professional and personal lives
3. UC graduates are lifelong learners - reflect on their own practice, updating and adapting their knowledge and skills for continual professional and academic development
3. UC graduates are lifelong learners - be self-aware
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 - evaluate and adopt new technology

Prerequisites

None.

Corequisites

None.

Incompatible units

11171 Negotiation and Sales Management.

Equivalent units

None.

Assumed knowledge

None.