The Creative Art of Selling and Negotiation

Module code: ENTE 2535

Module description

The Creative Art of Selling and Negotiation Module offers a different approach to the old-fashioned ‘hard sell’ ethos, and sits comfortably with the general fact that we all need businesses (large, medium, or small, profit or not-for-profit) to be successful and make money in order that we all have a sustainable lifestyle.

You will learn to develop skills such as networking, listening, handling meetings, negotiating, reading buying signals, dealing with rejections, influencing people and time management. These skills will be invaluable to you in both your working and personal life. We all have to be salespeople and negotiate at some stage in our lives; this module prepares you and gives you another vital tool to be used during and after university.

The module introduces you to the importance, and significance of various aspects of selling and negotiation: namely selling techniques, networking, tendering and negotiating. The unique difference with the approach to sales and negotiation techniques introduced in this module is that unlike many which focus on endless training aids for sales people, it looks at selling from the perspective of the BUYER first and foremost …the psychology of the buying process.

Contact hours per student per year

  • Lectures: 14 hours
  • Seminars 9 hours

Assessments

  • Report (2000 words): 60%
  • Group role-play / sim. negotiation (15 minutes + 1 page summary): 40%

Additional costs: No extra costs other than purchase of books

 
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