Course

Course Summary
Credit Type:
Course
ACE ID:
USPO-0011
Organization:
U.S. Postal Service Supply Management
Location:
Classroom-based
Length:
36 hours plus 8 hours outside reading (1 week)
Dates Offered:
Credit Recommendation & Competencies
Level Credits (SH) Subject
Upper-Division Baccalaureate 2 Business Administration, Public Administration, Purchasing or Procurement
Note: Students must have successfully completed Principles of Purchasing (34260-00) or Principles of Purchasing Self-Study (34560-00) and Contract Formation (34263-00) to receive credit for this course (5/94).
Description

Objective:

To provide methodology that can be applied to the negotiation process, emphasizing the relationship between theory and practice.

Learning Outcomes:

  • Prepare for a negotiation by setting objectives, converting objectives into primary and secondary issues, and prioritizing primary issues
  • Compare and contrast competitive techniques and negotiation stages
  • Identify both competitive and collaborative processes
  • Identify tension relievers, attitudinal shifts, and emotional postures relevant to managing a negotiation
Instruction & Assessment

Instructional Strategies:

  • Audio Visual Materials
  • Case Studies
  • Classroom Exercise
  • Discussion
  • Lectures
Supplemental Materials