Description
ENTR 311. NEGOTIATION AND SALES FOR THE ENTREPRENEUR. The purpose of this course is to understand the theory and process of negotiation and sales as they are practiced in entrepreneurial settings. The course is designed to be relevant to the broad spectrum of negotiation and sales problems that are faced by entrepreneurs. A basic premise of the course is that while an entrepreneur needs analytical skills to create business plans, a broad array of negotiation skills are needed for these plans to be implemented. The course will allow students the opportunity to develop these skills experientially and to understand negotiation in useful analytical frameworks. Considerable emphasis will be placed on simulations, role-playing, and cases. Fall semester only, three hours.