BUSINESS NEGOTIATION & SELLING SKILLS (2 SCU)

Learning Outcomes:

Upon successful completion of this course, students are expected to be able to orchestrate the selling and negotiation process; design and execute more effective selling and negotiation strategies; and understand different strategic choices—and interpersonal skills—that drive relative success at the bargaining table.

Topics:

Selling and negotiating are inseparable skills in any business environment. This course is designed to enable students to understand selling and business negotiation concepts and its role in creating value for an organization. The course starts from understanding the principles of selling, building a profitable relationship, handling an objection, controlling the conversation, and questioning skills. Then the course concludes with an understanding of various negotiating styles, and how to develop practical and effective negotiating behaviors by mastering the ability to plan, structure, and conduct successful negotiations on each given situation.