Study Guide

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

Miettinen, S. & Torkki, J. 2019. Uusi Neuvotteluvalta: saat minkä neuvottelet, et mitä ansaitset. Helsinki: WSOY
Kortesuo, K. 2015. Karisman käsikirja. Helsinki: Kauppakamari
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, online learning

Employer connections

No workplacement

Completion alternatives

No alternative course mode.

Student workload

Total 80 h
Lectures and online learning 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
possible exams

Assessment criteria, good (3)

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, excellent (5)

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, approved/failed

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