Business Ethics and Negotiation Skills
| Course Code | MKTG-755 |
|---|---|
| Lecture hours per week | 3 |
| Lab hours per week | |
| Course Availability | Open |
| Description | In the era of digital transformation, businesses face complex ethical challenges and negotiation dynamics that go beyond traditional practices. This course explores key ethical issues and negotiation strategies within the context of digital sales and marketing, equipping students with the tools to navigate a rapidly evolving business landscape. Business Ethics
Students will reflect on the central question, “How can I be a good person and a good business person in the digital age?” while developing a nuanced understanding of the role of ethics in business strategies. In this course, you will develop an understanding of the process of negotiation. Students will learn to incorporate the negotiation skills that produce more creative, satisfying agreements, and avoid the worst kind of compromises. Though, we often don't realize it, each day there are negotiations in every facet of life. We negotiate not only contracts, leases, and purchases, but we also negotiate over less obvious issues. We need analytical skills to discover superior solutions to problems and we need negotiation skills to convince others to accept and implement these solutions. Too many of us, especially in professional selling (account management), negotiate poorly. We often compromise or "give in", when creative problem solving could lead to a deal that would be better for everyone involved. We will also discuss, throughout the semester, ethics in business and how certain acts may affect the sales process and relationships. Scandals such as those at Google, Volkswagen, Foxconn and, in Canada, at SNC Lavalin, demonstrate that, even in business, there is much more at stake than the bottom line. Some sense of ethical behaviour is also required. We will investigate some of the ethical issues facing businesses including acceptable risk, whistle-blowing, and ethical issues in business, marketing and, in particular, professional sales. |