PUR 240 Negotiations (3 credits)
The course is designed to develop the knowledge, attitude and skill required for successful purchasing negotiations. The course covers factors such as pace and style of negotiation, personal relationships, building cooperative supplier relationships, partnership development, decision making, and legal and administrative issues. Other areas covered: strategy and tactics development, communication styles, listening, understanding conflict, and assertiveness. The course will integrate the student and the instructor in a total learning environment with an appropriate mix of lecture, discussions, readings, case studies and realistic practice negotiations sessions.