Negotiation Skills and PresentationLaajuus (3 cr)
Code: LT00DB52
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
- video CV
Qualifications
1. year communication and marketing studies
Assessment criteria, satisfactory (1)
The student knows how to argue but does not always know how to use it appropriately. The student has participated in the teaching, and he can use negotiation strategies and tactics as part of sales work. The student can satisfactorily analyze his own interaction skills and tactics, and communication is sender-oriented.
Assessment criteria, good (3)
The student knows how to argue and justify his claims appropriately. The student has participated actively and knows how to use various negotiation strategies and tactics as part of sales work. The student knows how to analyze his own interaction skills and performance and he knows how to maintain interaction.
Assessment criteria, excellent (5)
The student can argue versatile and convincingly. The student communicates skillfully and participates actively. The student has participated actively and knows how to make versatile use of various negotiation strategies and tactics in sales work. The student also knows how to comprehensively analyze his own interaction skills and his performance.
Materials
Kansanen, A. 2002. Neuvottelu- ja kokoustaito. Helsinki: WSOY.
Enrollment
13.11.2023 - 06.01.2024
Timing
08.01.2024 - 18.02.2024
Credits
3 op
Virtual proportion (cr)
0.5 op
Teaching languages
- Finnish
Degree programmes
- Bachelor of Business Administration, Business Management
Teachers
- Saija Råtts
Scheduling groups
- Pienryhmä 1 (Size: 30. Open UAS: 0.)
- Pienryhmä 2 (Size: 30. Open UAS: 0.)
Student groups
-
LITA22B
Education groups
- Small group 1
- Small group 2
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
- video CV
Materials
Miettinen, S. & Torkki, J. 2019. Uusi Neuvotteluvalta: saat minkä neuvottelet, et mitä ansaitset. Helsinki: WSOY
Kortetjärvi-Nurmi, S. & Murtola, K. 2015. Areena: Yritysviestinnän käsikirja. Helsinki: Edita.
Other material provided by lecturer
Teaching methods
Lectures
Online learning
International connections
Possible COIL
Student workload
This is a 3-credit course, which means approximately 80 hours of student work.
The course consists about 25 hours of contact lectures.
Independent study, preparation for assignments, and acquiring materials take approximately 50 hours
Further information
Possible COIL.
Evaluation scale
1-5
Assessment criteria, satisfactory (1)
The student knows how to argue but does not always know how to use it appropriately. The student has participated in the teaching, and he can use negotiation strategies and tactics as part of sales work. The student can satisfactorily analyze his own interaction skills and tactics, and communication is sender-oriented.
Assessment criteria, good (3)
The student knows how to argue and justify his claims appropriately. The student has participated actively and knows how to use various negotiation strategies and tactics as part of sales work. The student knows how to analyze his own interaction skills and performance and he knows how to maintain interaction.
Assessment criteria, excellent (5)
The student can argue versatile and convincingly. The student communicates skillfully and participates actively. The student has participated actively and knows how to make versatile use of various negotiation strategies and tactics in sales work. The student also knows how to comprehensively analyze his own interaction skills and his performance.
Assessment methods and criteria
Spoken and Written assignments
Qualifications
1. year communication and marketing studies