Negotiations

1.5 Credits · Level: Graduate

Effective negotiation is a key skill in supply chain management, impacting decisions such as order quantity, quality, service levels, total cost of ownership, and on-time delivery. Students will learn techniques and methods to prepare for negotiations and develop relationship management skills that improve their negotiation outcomes. Concepts such as developing a plan for negotiations, defining roles, developing high gain and high value questions, and demonstrating empathy and listening skills will be covered. Students will have the opportunity to practice via simulations and role play exercises.