Negotiation Skills (2 cr)
Code: LT00BT71-3003
General information
Enrollment
14.11.2022 - 06.01.2023
Timing
14.01.2023 - 30.04.2023
Credits
2 op
Teaching languages
- Finnish
Degree programmes
- Bachelor of Business Administration, SME Business Management
Teachers
- Elisa Kannasto
Student groups
-
MPK21
Objective
The student is able to name different negotiation skills, strategies and tactics. The student is able to recognize different negotiation styles and is able to utilize them as a part of working life negotiation situations. The student is able to analyze the negotiation process.
Content
- Effective messages
- Negotiation styles
- Negotiation strategies and tactics
- Argumentation
- Negotiation process
- Personal branding
Materials
Miettinen, S. & Torkki, J. 2019. Uusi Neuvotteluvalta: saat minkä neuvottelet, et mitä ansaitset. Helsinki: WSOY
Other material provided by the lecturer
Teaching methods
Practices, online work and material
Evaluation scale
1-5
Assessment criteria, satisfactory (1)
The student is able to give examples of strategies and tactics. The student is able to recognize different negotiation styles and in satisfactory level, he or she is able to utilize them in different negotiation situations. The student is on satisfactory level able to analyze the process of negotiation and tell how the process is developing. The student is not so actively taking part.
Assessment criteria, good (3)
The student is able to name strategies and tactics. The student is able to recognize different negotiation styles and he or she is able to utilize them well in different negotiation situations. The student is able to analyze the process of negotiation and tell how the process is developing. The student participates actively in learning activities.
Assessment criteria, excellent (5)
The student is able to name strategies and tactics. The student is able to recognize different negotiation styles and he or she is able to utilize them effectively in different negotiation situations. The student is able to analyze the process of negotiation and tell how the process is developing. The student shows initiative and new solutions and participates actively in learning activities.
Assessment methods and criteria
Lecture practices, written assignments
possible exam
Assessment criteria, good (3)
The student is able to give examples of strategies and tactics. The student is able to recognize different negotiation styles and in satisfactory level, he or she is able to utilize them in different negotiation situations. The student is on satisfactory level able to analyze the process of negotiation and tell how the process is developing. The student is not so actively taking part.
Assessment criteria, excellent (5)
The student is able to name strategies and tactics. The student is able to recognize different negotiation styles and he or she is able to utilize them well in different negotiation situations. The student is able to analyze the process of negotiation and tell how the process is developing. The student participates actively in learning activities.
Assessment criteria, approved/failed
The student is able to name strategies and tactics. The student is able to recognize different negotiation styles and he or she is able to utilize them effectively in different negotiation situations. The student is able to analyze the process of negotiation and tell how the process is developing. The student shows initiative and new solutions and participates actively in learning activities.