Detailed Course Information

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SBSM 301 - Negotiation Skills
This course develops skills for more effective negotiation both inside and outside the organization. The learners acquire and work with some of the most effective techniques used by today’s outstanding negotiators. Topics will cover negotiation and its components, personality and conflict, negotiation styles, communicating in negotiation, culture and gender differences, principles of persuasion, rules of negotiation, common mistakes, alternative styles, strategies and techniques of negotiation. Prerequisites Achievement Certificate in Sales and Marketing. Part of the: * Career Certificate in Sales Management Learning Outcomes: Upon successful completion of this course, the student will be able to: 1. Demonstrate the negotiation process 2. Analyze the negotiation situation 3. Plan for the upcoming negotiation 4. Organize effective negotiations 5. Evaluate efficiency of negotiation Term duration: 6 Weeks Schedule: 2 Sessions/week - 2.5 Hrs/Session Assessments and Attendance: Learners are assessed throughout the term by tests, quizzes, assignments, projects or othermeans of evaluation. End-of-term achievement tests measure learners’ overall performancein the course. The final grade in each course is based on learners’ performance oncontinual assessment measures and the final test. Final course grades are NOT based on attendance, since in accordance with SCE’s attendance policy, learners must attend at least 60% of the class sessions in order to be allowed to take the final examination. 3.000 Continuing Education Units 3.000 Lecture hours Levels: Continuing Education Schedule Types: Lecture SCE Career Development Department Course Attributes: SCE-BSD Courses-REG Restrictions: Must be enrolled in one of the following Programs: Sales Management Must be enrolled in one of the following Levels: Continuing Education Must be enrolled in one of the following Colleges: School of Continuing Education Must be enrolled in one of the following Majors: SCE Career Development Prerequisites: (Continuing Education level SBSM 101 Minimum Grade of D and Continuing Education level SBSM 102 Minimum Grade of D and Continuing Education level SBSM 103 Minimum Grade of D)

SBSM 301 - Negotiation Skills

This course develops skills for more effective negotiation both inside and outside the organization. The learners acquire and work with some of the most effective techniques used by today’s outstanding negotiators. Topics will cover negotiation and its components, personality and conflict, negotiation styles, communicating in negotiation, culture and gender differences, principles of persuasion, rules of negotiation, common mistakes, alternative styles, strategies and techniques of negotiation. Prerequisites Achievement Certificate in Sales and Marketing.

Part of the:
* Career Certificate in Sales Management

Learning Outcomes: Upon successful completion of this course, the student will be able to:
1. Demonstrate the negotiation process
2. Analyze the negotiation situation
3. Plan for the upcoming negotiation
4. Organize effective negotiations
5. Evaluate efficiency of negotiation

Term duration: 6 Weeks
Schedule: 2 Sessions/week - 2.5 Hrs/Session

Assessments and Attendance:
Learners are assessed throughout the term by tests, quizzes, assignments, projects or othermeans of evaluation. End-of-term achievement tests measure learners’ overall performancein the course. The final grade in each course is based on learners’ performance oncontinual assessment measures and the final test. Final course grades are NOT based on attendance, since in accordance with SCE’s attendance policy, learners must attend at least 60% of the class sessions in order to be allowed to take the final examination.

3.000 Continuing Education Units
3.000 Lecture hours

Levels: Continuing Education
Schedule Types: Lecture

SCE Career Development Department

Course Attributes:
SCE-BSD Courses-REG

Restrictions:
Must be enrolled in one of the following Programs:
Sales Management
Must be enrolled in one of the following Levels:
Continuing Education
Must be enrolled in one of the following Colleges:
School of Continuing Education
Must be enrolled in one of the following Majors:
SCE Career Development

Prerequisites:
(Continuing Education level SBSM 101 Minimum Grade of D and Continuing Education level SBSM 102 Minimum Grade of D and Continuing Education level SBSM 103 Minimum Grade of D)

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American University in Cairo

Detailed Course Information

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