Every SCM major now has to take: Global Negotiation…The fastest growing class at WMU. https://lnkd.in/ekhu3YHA. Thank you Dr. James Eckert! Almost 1/2 of U.S. employees do not feel confident in their negotiation skills… > 40% don’t feel confident in their negotiation skills, while a 1/4 admit to never having negotiated at all in the workplace, per a LinkedIn survey.


The results revealed that men feel more confident about negotiating than women, with 37% of males feeling self-assured in their abilities, compared with just 26% of females.

Of the 8 countries examined, workers in the U.S. are the most anxious negotiators. My theory: lack of formal training & we throw them into these roles too soon.

The Institute of Supply Management identifies negotiation as the most important skill of SCM professionals & yet the weakest in terms of delivery. However, not at WMU. In fact, our supply chain majors (a Top 10 program) take the class with Sales majors (another Top 10 program)! Do you see the synergy?

Our case-based negotiation course is taught in conjunction with students from our partner universities in Germany (w/ students from all over the world). You will gain strong knowledge about the negotiation process through lectures & associated quizzes & then will apply the knowledge with LIVE student-to-student negotiation experiences.

Global Negotiation
This course is designed to be a “learning laboratory” for developing negotiation skills. The course will focus on the negotiation process & how individuals can understand & thus shape that process to achieve more desired outcomes. Negotiation will be explored with a global orientation so that students can understand the impact of culture & business climate on the negotiation process. The course will use multiple cases w/ students negotiating these cases to reinforce the concepts they learn.

Final note: my students go into “buyer” roles very early on in their careers. However, the supplier sales rep on the other side of the table is not early in their career (they often have > 10-20 years, if not more, work experience). So, LEARN to negotiate!

Should college grads negotiate a higher starting salary? https://lnkd.in/gMJYNJkh.


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