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MKTG410 - Contracting and Negotiating


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.






Schedule of Classes

Registration Dates Course Dates Session
09/24/18 - 03/01/19 03/04/19 - 04/28/19 Winter 2019 Session D - 8 Week session
12/31/18 - 05/31/19 06/03/19 - 07/28/19 Spring 2019 Session D - 8 Week session

Course Materials

Previous Syllabi

Book Title: Negotiation: Readings, Exercises, and Cases, 7th ed - the VitalSource e-book is provided inside the classroom
ISBN: 9780077862428
Publication Info: VS-McGraw-Hill
Author: Lewicki, Roy Barry, Bruce Saunders, David
Unit Cost: $103.59
Electronic ISBN: 9781259535994
Electronic Unit Cost: $35.00