Negotiation Skills and Presentation (3cr)

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.