Negotiation Skills and Presentation (3cr)
Code: LTVAMA103-1
General information
- Enrollment
- 30.10.2015 - 15.01.2016
- Registration for the implementation has ended.
- Timing
- 04.01.2016 - 12.02.2016
- Implementation has ended.
- Number of ECTS credits allocated
- 3 cr
- Local portion
- 3 cr
- Mode of delivery
- Contact learning
- Degree programmes
- Bachelor of Business Administration, Business Management
- Teachers
- Saija Råtts
- Course
- LTVAMA103
Evaluation scale
1-5
Objective
The student is able to use different negotiation strategies and tactics during sales. The student is able to analyze his/hers own communication skills, presentation skills and argumentation skills as a part of sales negotiations.
Content
- negotiation strategies and tactics
- argumentation and making impact with communication styles
- virtual negotiations
- sending more effective messages
Materials
Kansanen, A. 2002. Neuvottelu- ja kokoustaito. Helsinki: WSOY.
Teaching methods
- lectures, independent and group work
Employer connections
No workplacement.
Student workload
Total workload 81 h: Lectures about 30 h (inc. web based learning) and independent study about 50 h.
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.
Qualifications
1. year communication and marketing studies