|
|
 Ratings
|
|
|
| Reviewed: |
Oct 19, 2005 by Business Editorial Board |
| Overview: |
This site provides general guidelines for negotiation. The focus is on creative
collaboration between buyers and sellers. The guidelines are written for the
seller, but issues facing buyers are also raised. The site has extensive web
links to additional resources with exercises and other helpful material to use
in the unviersity classroom or training sessions.
|
| Learning Goals: |
The major learning goal is to teach individuals the basics of negotation. The
applicable context is variable and is certainly appropriate to the selling
environment as well as other business settings where negotiating is needed.
It does not appear to be targeted to students in particular, but rather the
general population.
|
| Target Student Population: |
Upper level students of Professional Selling Techniques and Sales Management
could benefit from this site as could other advanced undergraduate business
students. This source could also be used for graduate students or other
students with work experience.
|
| Prerequisite Knowledge or Skills: |
A basic understanding of buying and selling and the roles in the buyer-seller
environment would be helpful, such as that presented in a Principles of
Marketing course.
|
| Type of Material: |
Text discussion with links to additional online sources of a wide-range of
training activiites.
|
| Recommended Uses: |
This material might best be used as a supplemental reading when covering
material on buyer-seller interactions. The negotiation text discussion could be
assigned reading with follow-up class discussion and role-plays. The links to
training actitivies could be used by faculty for development of in-class
exercises.
|
| Technical Requirements: |
Internet access and a browser are required, unless the instructor chooses to
copy the material for handouts. It appears that copies are permittable as long
as the copyright statement, located at the bottom of the page, is included.
|
|
|
|
| Strengths: |
The material is presented in a straight-forward, and easy to read manner. The
basic components of any negotiation process are covered. The author also
provides, via links for training purposes, information on salary negotiations
and debt negotiations with creditors. The latter two pages might be
particularly useful for undergraduate students.
|
| Concerns: |
The material does not cover the finer points of negotation; as such, instructors
covering the topic in-depth would need supplemental materials. More examples
would help the student/reader grasp how these concepts are used in the business
environment. Through several links, this site promotes the books/services of
several consultants. The writing is not standard American English (it is
British) and the students should be told as much since they may have difficulty
with some parts of it or see it as an example of appropriate business writing.
|
|
|
Potential Effectiveness as a Teaching Tool |
Rating:     |
|
| Strengths: |
This site contains fairly straightforward material that students could read as
an out-of-class assignment. There is enough depth for students to get a good
idea of some of the issues involved in sales negotiations without being
overwhelming. Certainly, this site could provide the foundation for a strong
class session on negotiating. Instructors could use this site to reiterate key
points covered in class, or as a supplemental reading of a topic they don't have
time to cover in class.
|
| Concerns: |
With the exception of a link to negotiation role plays, the material lacks
interaction. In order to use this material successfully in the classroom,
in-class assignments or exercises will need to be developed.
|
|
|
Ease of Use for Both Students and Faculty |
| Rating: |
|
| Strengths: |
The material is easy to read and understand. All links were active.
|
| Concerns: |
While students will find the site easy to access, they may find it a bit dry to
read.
|
|
|
| Other Issues and Comments: |
The site offers several other links that may be helpful to instructors. Many
are links to material covering basic concepts, such as the AIDA model, the BCG
Matrix, Porter's five forces, and SWOT analyses. There is enough substance to
the site without requiring students to invest more money in books or copying
costs.
|
|
