Negotiation Skills and PresentationLaajuus (3 cr)
Code: LT00CK77
Objective
Students master various negotiation strategies and tactics in sales work. The student is able to analyze his / her own communication skills and performances and to use personal branding as part of his / her presentation skills.
Content
- negotiation strategies and tactics
- argumentation and feedback
- communication tools
- personal branding as part of performance skills
Qualifications
1. year communication and marketing studies
Assessment criteria, satisfactory (1)
Argumentation is biased and scant and illustration is scant and irrelevant. Communication is sender-oriented: the goal, receiver or the situation are not taken into account sufficiently. The student is taking part scheduled studies and the student is on satisfactory level able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, good (3)
Argumentation is quite unbiased and believable and illustration is relevant . The structure of text is mainly clear and coherent. The student is able to maintain interaction in communication. The student is quite actively taking part scheduled studies and the student is able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, excellent (5)
Argumentation is unbiased, taking different viewpoints into account, and convincing and illustration is relevant, effective and considered. Follows the structure characteristic of the genre, text is logic, clear and coherent. Interaction in communication is highly skillful. The student is very actively taking part scheduled studies and the student is very well able to utilize negotiation strategies and tactics as a part of sales.
Materials
Kansanen, A. 2002. Neuvottelu- ja kokoustaito. Helsinki: WSOY.
Enrollment
14.11.2022 - 31.12.2022
Timing
09.01.2023 - 17.02.2023
Credits
3 op
Virtual proportion (cr)
1 op
Teaching languages
- Finnish
Degree programmes
- Bachelor of Business Administration, Business Management
Teachers
- Saija Råtts
Student groups
-
LITA21B
Objective
Students master various negotiation strategies and tactics in sales work. The student is able to analyze his / her own communication skills and performances and to use personal branding as part of his / her presentation skills.
Content
- negotiation strategies and tactics
- argumentation and feedback
- communication tools
- personal branding as part of performance skills
Materials
Kortetjärvi-Nurmi, S. & Murtola, K. 2015. Areena: Yritysviestinnän käsikirja. Helsinki: Edita.
Kansanen, A. 2002. Neuvottelu- ja kokoustaito. Helsinki: WSOY.
Material provided by lecturer
Teaching methods
Lectures and assignments, partially online lectures
Student workload
Total 80 h
Lectures (partially online lectures) about 20 h
Independent work 30 h
Assignments 30 h
Evaluation scale
1-5
Assessment criteria, satisfactory (1)
Argumentation is biased and scant and illustration is scant and irrelevant. Communication is sender-oriented: the goal, receiver or the situation are not taken into account sufficiently. The student is taking part scheduled studies and the student is on satisfactory level able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, good (3)
Argumentation is quite unbiased and believable and illustration is relevant . The structure of text is mainly clear and coherent. The student is able to maintain interaction in communication. The student is quite actively taking part scheduled studies and the student is able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, excellent (5)
Argumentation is unbiased, taking different viewpoints into account, and convincing and illustration is relevant, effective and considered. Follows the structure characteristic of the genre, text is logic, clear and coherent. Interaction in communication is highly skillful. The student is very actively taking part scheduled studies and the student is very well able to utilize negotiation strategies and tactics as a part of sales.
Assessment methods and criteria
Individual and group assignments
Assessment criteria, good (3)
Opiskelija osaa argumentoida, mutta ei osaa aina hyödyntää sitä tarkoituksenmukaisesti. Opiskelija on osallistunut opetukseen ja hän osaa tyydyttävästi hyödyntää neuvottelustrategioita ja taktiikoita osana myyntityötä. Opiskelija osaa tyydyttävästi analysoida omia vuorovaikutustaitojaan ja taktiikoita ja viestintä on lähettäjäkeskeistä.
Assessment criteria, excellent (5)
Opiskelija osaa argumentoida ja perustella väitteitään melko hyvin. Opiskelija on osallistunut aktiivisesti ja hän osaa hyödyntää erilaisia neuvottelustrategioita ja taktiikoita osana myyntityötä. Opiskelija osaa melko hyvin analysoida omia vuorovaikutustaitojaan ja esiintymistään ja hän osaa ylläpitää vuorovaikutusta.
Assessment criteria, approved/failed
Opiskelija osaa argumentoida monipuolisesti ja vakuuttavasti. Opiskelija viestii taitavasti. Opiskelija on osallistunut aktiivisesti ja hän osaa hyödyntää monipuolisesti erilaisia neuvottelustrategioita ja taktiikoita myyntityössä. Opiskelija osaa erittäin hyvin analysoida myös omia vuorovaikutustaitojaan sekä esiintymistään.
Qualifications
1. year communication and marketing studies
Enrollment
15.10.2021 - 31.01.2022
Timing
10.01.2022 - 18.02.2022
Credits
3 op
Teaching languages
- Finnish
Degree programmes
- Bachelor of Business Administration, Business Management
Teachers
- Saija Råtts
Student groups
-
LITA20B
Objective
Students master various negotiation strategies and tactics in sales work. The student is able to analyze his / her own communication skills and performances and to use personal branding as part of his / her presentation skills.
Content
- negotiation strategies and tactics
- argumentation and feedback
- communication tools
- personal branding as part of performance skills
Materials
Kortetjärvi-Nurmi, S. & Murtola, K. 2015. Areena: Yritysviestinnän käsikirja. Helsinki: Edita.
Kansanen, A. 2002. Neuvottelu- ja kokoustaito. Helsinki: WSOY.
Material provided by lecturer
Teaching methods
Lectures and assignments
Student workload
Total 80 h
Lectures about 20 h
Independent work 30 h
Assignments 30 h
Evaluation scale
1-5
Assessment criteria, satisfactory (1)
Argumentation is biased and scant and illustration is scant and irrelevant. Communication is sender-oriented: the goal, receiver or the situation are not taken into account sufficiently. The student is taking part scheduled studies and the student is on satisfactory level able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, good (3)
Argumentation is quite unbiased and believable and illustration is relevant . The structure of text is mainly clear and coherent. The student is able to maintain interaction in communication. The student is quite actively taking part scheduled studies and the student is able to utilize negotiation strategies and tactics as a part of sales.
Assessment criteria, excellent (5)
Argumentation is unbiased, taking different viewpoints into account, and convincing and illustration is relevant, effective and considered. Follows the structure characteristic of the genre, text is logic, clear and coherent. Interaction in communication is highly skillful. The student is very actively taking part scheduled studies and the student is very well able to utilize negotiation strategies and tactics as a part of sales.
Assessment methods and criteria
Individual and group assignments
Assessment criteria, good (3)
Opiskelija osaa argumentoida, mutta ei osaa aina hyödyntää sitä tarkoituksenmukaisesti. Opiskelija on osallistunut opetukseen ja hän osaa tyydyttävästi hyödyntää neuvottelustrategioita ja taktiikoita osana myyntityötä. Opiskelija osaa tyydyttävästi analysoida omia vuorovaikutustaitojaan ja taktiikoita ja viestintä on lähettäjäkeskeistä.
Assessment criteria, excellent (5)
Opiskelija osaa argumentoida ja perustella väitteitään melko hyvin. Opiskelija on osallistunut aktiivisesti ja hän osaa hyödyntää erilaisia neuvottelustrategioita ja taktiikoita osana myyntityötä. Opiskelija osaa melko hyvin analysoida omia vuorovaikutustaitojaan ja esiintymistään ja hän osaa ylläpitää vuorovaikutusta.
Assessment criteria, approved/failed
Opiskelija osaa argumentoida monipuolisesti ja vakuuttavasti. Opiskelija viestii taitavasti. Opiskelija on osallistunut aktiivisesti ja hän osaa hyödyntää monipuolisesti erilaisia neuvottelustrategioita ja taktiikoita myyntityössä. Opiskelija osaa erittäin hyvin analysoida myös omia vuorovaikutustaitojaan sekä esiintymistään.
Qualifications
1. year communication and marketing studies