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Negotiation Skills and Presentation (3 cr)

Code: LT00DB52-3001

General information


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