Study Guide

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

Online learning, practices and asignments

Student workload

2 ects, totally 54 h
Online learning and practices 20 h
Materials, assingments 30 h

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

Practices also in groups, written assignments

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.