SCM 328 - Pricing Concepts and Negotiation

Institution:

Lehigh University

Subject:

Description:

Examination of the components of price quotations and the behavioral foundations of the negotiation process. These concepts are exposed through both lectures and simulations and include such topics as quantity discount analysis, fixed and variable cost analysis, experience curve, break-even point, negotiation planning, tactics, power, concepts of win-win and win-lose, behavioral styles, cultural and gender differences, and individual and team negotiations.

Credits:

3.00

Credit Hours:

Prerequisites:

Corequisites:

Exclusions:

Level:

Instructional Type:

Lecture

Notes:

Additional Information:

Historical Version(s):

Institution Website:

www.lehigh.edu

Phone Number:

(610) 758-3000

Regional Accreditation:

Middle States Association of Colleges and Schools

Calendar System:

Semester

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