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MKTG410 - Contracting and Negotiating

Course Details

Course Code: MKTG410 Course ID: 3852 Credit Hours: 3 Level: Undergraduate

Students will explore the requirements for marketing to the federal government and corporate entities including an overview of proposals, performance, and bid or no bid decision making. This course describes the step-by-step process normally used in negotiating and preparing contracts, renewing contacts, and policies around breaking contract agreements. This course outlines the process and sets forth a set of flexible guidelines and methods designed to cope with the challenges of contract preparation and negotiating of contracts.

Course Schedule

Registration Dates Course Dates Session Weeks
09/28/21 - 03/04/22 03/07/22 - 05/01/22 Winter 2022 Session D 8 Week session

Current Syllabi

A successful student will fulfill the following learning objectives:

LO1 Describe and define negotiation
LO2 Explain strategies and tactics for different situations that commonly arise in management, marketing and transactional negotiations.
LO 3 Apply communication, problem solving, and influence techniques appropriate to a given situation LO4 Analyze the role of ethics in the negotiation process
LO5 Design effective negotiation strategies
LO6 Assess the process of best practices in negotiations.

NameGrade %
Assignments 36.00 %
Week 1 Assignment 6.00 %
Week 2 Assignment 6.00 %
Week 3 Assignment 6.00 %
Week 4 Assignment 6.00 %
Week 5 Assignment 6.00 %
Week 6 Assignment 6.00 %
Final Project 28.00 %
Final Project 28.00 %
Forums 36.00 %
Plagiarism 3.60 %
Introduction 3.60 %
Forum Week 1 3.60 %
Forum Week 2 3.60 %
Forum Week 3 3.60 %
Forum Week 4 3.60 %
Forum Week 5 3.60 %
Forum Week 6 3.60 %
Forum Week 7 3.60 %
Forum Week 8 3.60 %
Book Title: Negotiation: Readings, Exercises, and Cases, 7th ed - The VitalSource e-book is provided via the APUS Bookstore
Author: Lewicki, Roy Barry, Bruce Saunders, David
Publication Info: McGraw-Hill
ISBN: 9780077862428
Book Title: You must validate your cart to get access to your VitalSource e-book(s). If needed, instructions are available here -
Author: N/A
Publication Info: N/A

Book Title:Various resources from the APUS Library & the Open Web are used. Please visit to locate the course eReserve.*

Previous Syllabi

Not current for future courses.