W10 Negotiation: Closing the Deal . Negotiation is a valuable skill for businesspeople, regardless of their functional area or industry. Negotiations often occur when sales are made, employment contracts are signed, performance goals are set, or budgets are determined. This course is designed to provide
Calvin students with the skills needed to approach negotiations with confidence. Students in this class learn to develop negotiation strategies that often realize joint gains for both parties, and avoid making deals that leave them worse off than no deal at all. Students also learn how to evaluate the fairness of negotiation procedures, and the fairness of negotiation outcomes. Self-reflection, class discussion, and feedback from their counterparts in negotiation exercises help students to recognize their own strengths and weaknesses as negotiators. Finally, role-plays in negotiation case studies allow students to experience the pressure and progression of negotiations, practice bargaining skills, and provide shared experiences for class discussions about how differently the same negotiation can develop. Students are evaluated on the
basis of their negotiation outcomes,their reputation among their negotiation counterparts, their class participation, and a short (3-5 page) paper at the end of the class. Although intended primarily for Business majors, this course has no prerequisites and is open to students from all majors. J. Stansbury. 2:00 p.m. to
W11 Professional Selling. This course is an introduction of theory and practical application of professional selling techniques with a focus on customer needs, behavior, and relationship building. Students learn the theory, practice, and procedures of successful selling while examining the personal attributes necessary for a successful sales career. Student presentation skills are enhanced through developing and role-playing sales presentations. Evaluation will be based on four role-play presentations based on real products and/or a local company. S. Van Oostenbrugge. 8:30 a.m. to noon.
IDIS W81 China Business & Engineering. A. Si, L. Van Drunen