FSH 3550 - BUYING FUNDAMENTALS ANDEFFECTIVE NEGOTIATION

credits: 3.0
Crosslisted/Same As: MER 3550
Crosslisted/Same As (2): MGT 3550
FSH 3550-MER 3550-MGT 3550. Effective negotiation skills are a key to all business dealings, and form an important aspect of the fashion merchandising process. Will examine the negotiating process from the perspective of fashion buyers and others in areas such as resource procurement, vendor relationships, retailing and more. Topics include the buying cycle, planning and forecasting, financial analysis, sourcing and vendor and supplier relationships. Material covered will involve hands-on experiential learning including case studies, guest speakers and industry contact. Objectives: A) To explain key aspects of the negotiating process in fashion merchandising, including planning and forecasting, financial analysis; B) Understand the role of a fashion buyer, and their relationships with vendors, suppliers and other stakeholders; C) To describe communications and procedural skills for negotiation; D) Analyze negotiating strategies in the context of fashion merchandising; E) To create a successful negotiation process in case study examples. Method of Instruction: Lectures and class discussion, guest speakers, assigned readings and cases, field trips, and in-the-field hands on experiences / project based learning. Method of Evaluation: Assignments: Case studies, 30%; Exams / Quizzes, 20%; Group Facilitator, 20%; and Experiential Learning Project / Portfolio, 30%.

Prerequisite(s): FSH 3270 - FASHION MERCHANDISING: DOMESTIC, GLOBAL, AND OMNI and MGT 2240 - PRINCIPLES OF MANAGEMENT (or) MER 3270 - FASHION MERCHANDISING: DOMESTIC, GLOBAL, AND OMNI and MGT 2240 - PRINCIPLES OF MANAGEMENT (or) MGT 2240 - PRINCIPLES OF MANAGEMENT and MGT 3270 - FASHION MERCHANDISING:DOMESTIC, GLOBAL, AND OMNI