| CODE | MRK2327 | ||||||
| TITLE | Negotiation Skills for Sales and Marketing | ||||||
| UM LEVEL | 02 - Years 2, 3 in Modular Undergraduate Course | ||||||
| MQF LEVEL | Not Applicable | ||||||
| ECTS CREDITS | 4 | ||||||
| DEPARTMENT | Marketing | ||||||
| DESCRIPTION | This study-unit builds on negotiation skills and techniques in a sales context. It addresses important issues such as planning and preparation, body language, questioning skills, motivational factors and provides a four-phase model for negotiation. For participants who want to develop a wider range of negotiation skills and techniques this study-unit emphasises the importance of planning for negotiations, developing strategies and tactics and applying a range of techniques to different situations. There will be a range of practical opportunities to review tactics and behaviours, consider strategies and develop arguments. Participants are able to reflect on where negotiations fit into the bigger picture and know how to use the skill effectively. The unit provides instructions on how to: - Prepare for negotiations, and proven strategies and tactics to be used in negotiations; - Employ effective negotiating skills, tactics and strategies; - Handle barriers to productive negotiating; - Avoid the traps and pitfalls associated with negotiating; - Correct problems encountered during negotiations. Study-unit Aims: The study-unit aims to assist participants in developing a wide range of negotiation skills and to identify the importance of planning the negotiation process. The study-unit seeks to illustrate the basic theory of effective negotiating and the elements and structure of negotiating. Learning Outcomes: 1. Knowledge & Understanding: By the end of the study-unit the student will be able to analyse the: - Different phases of negotiation and understand what is involved in preparing for negotiation; - Range of different styles and techniques of negotiations and understand the significance of body language. 2. Skills: By the end of the study-unit the student will be able to: - Manage the use of conflict in negotiations and conflict resolution; - Develop an effective negotiating plan Main Text/s and any supplementary readings: Main Text: Sales Negotiations: Pinpoint Sales Skill Development Training Series by Timothy F. Bednarz and Monika Pawlak, 2011. Supplementary Reading: Negotiation: Readings, Exercises, and Cases, 5th Edition Roy J. Lewicki, McGraw-Hill Irwin, 2007. The Third Side: Why We Fight and How We Can Stop, Ury, Penguin Books, 2000. Getting to Yes: Negotiating Agreement Without Giving In, Fisher, Penguin Books. |
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| STUDY-UNIT TYPE | Lecture | ||||||
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| LECTURER/S | Paul Gauci |
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The University makes every effort to ensure that the published Courses Plans, Programmes of Study and Study-Unit information are complete and up-to-date at the time of publication. The University reserves the right to make changes in case errors are detected after publication.
The availability of optional units may be subject to timetabling constraints. Units not attracting a sufficient number of registrations may be withdrawn without notice. It should be noted that all the information in the description above applies to study-units available during the academic year 2023/4. It may be subject to change in subsequent years. |
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