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BUS 3761 Sales and Negotiations
SKEMA Business School - Direct Enroll Program
French Riviera, France
Dates: 1/2/27 - 4/11/27
BUS 3761 Sales and Negotiations
OVERVIEW
CEA CAPA Partner Institution: SKEMA Business School
Location: French Riviera: Antibes, France
Primary Subject Area: Business
Instruction in: English
Course Code: BUS 3761
Transcript Source: Partner Institution
Course Details: Level 300
Recommended Semester Credits: 3
Contact Hours: 45
DESCRIPTION
This course introduces the theory and practice of negotiation in contemporary business contexts. It develops students? ability to analyze negotiation situations, prepare strategically, communicate persuasively, manage objections, and work toward value-creating outcomes across sales, purchasing, and broader organizational settings. The course combines conceptual models with experiential learning through simulations, role plays, scenario development, and case analysis. Particular attention is given to negotiation preparation, behavioural tactics, power dynamics, communication, BATNA, ZOPA, and collaborative problem solving.