ERIC Number: EJ851113
Record Type: Journal
Publication Date: 2009
Reference Count: 4
Consulting on Negotiation: Teaching Business Students Basic Techniques
Layng, Jacqueline M.
Business Communication Quarterly, v72 n3 p341-344 2009
The art of negotiation is understood by few people or regularly utilized, and yet most people negotiate several times a day. Each time a person buys a product or service, an internal as well as external negotiation occurs. People barter professionally, personally, and psychologically with little or no thought of improving this much-needed skill. Many different universities, including Harvard Law School, offer seminars and classes on negotiation. In addition, journals and professional books, such as Donald Trump's bestseller "The Art of the Deal," discuss the issue, and yet college students lack this skill. For this reason, the author added an activity to her professional business communication class that deals with salary negotiation. In this article, she describes an activity that focuses on the practice of salary negotiation.
Descriptors: Class Activities, College Instruction, Business Communication, Business Skills, Salaries, Interviews, Feedback (Response), Business Administration Education, College Students
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Publication Type: Journal Articles; Reports - Descriptive
Education Level: Higher Education; Postsecondary Education
Authoring Institution: N/A