Sales Negotiations & Ethics

In this course students will learn and practice, the skills of professional sales negotiations. A special emphasis will be placed on conducting all business transactions in an ethical manner. This course expands sales training beyond the formal presentation, providing students with the practical knowledge required to successfully perform in dynamic negotiations situations. Students will study a variety of negotiations principles and then practice these skills by assuming the role of negotiator in a variety of business scenarios including business-to-business, and business-to-consumer situations. Students will prepare for negotiations by conducting research appropriate to their role(s), engage in negotiation activities, and produce a negotiated result.