BUS 374 Personal Selling & Negotiation

This course examines negotiations among two or more parties in a variety of contexts, paying particular attention to negotiations that occur in business.  Students will learn the importance of framing, process, and empathy in negotiations.  The course covers strategies specific to sales people negotiating with a customer’s or potential customer’s buying center.  Students will learn specific techniques used in prospecting, lead qualification, customer interactions, and account management.  Students will analyze cases and practice their own negotiation skills through role play.