MKTG 450B Industrial Marketing
450B. NEGOTIATION AND PERSUASION IN MARKETING (Credit, 3 hours). Explores the art and science of negotiation and persuasion within the context of marketing. This course covers the fundamental principles and strategies of negotiation and persuasion as they apply to various marketing scenarios, including sales, advertising, customer relations, sports marketing, and business-to-business interactions while emphasizing the importance of creating win-win outcomes and maintaining long-term relationships with stakeholders. Through engaging in practical exercises, role-playing simulations, and case studies that reflect real-world marketing challenges, students will learn to navigate complex negotiations, influence decision-making, and build sustainable partnerships.