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Negotiation Skills (2 cr)

Code: LT00DC84-3001

General information


Enrollment
11.11.2024 - 03.03.2025
Registration for the implementation has ended.
Timing
17.03.2025 - 31.05.2025
Implementation has ended.
Number of ECTS credits allocated
2 cr
Local portion
0 cr
Virtual portion
2 cr
Mode of delivery
Distance learning
Unit
SeAMK Business Management and SME Business Management
Campus
SeAMK Seinäjoki, Frami
Teaching languages
Finnish
Degree programmes
Bachelor of Business Administration, SME Business Management
Teachers
Anna Vierula
Eija Kalliokoski
Course
LT00DC84

Evaluation scale

1-5

Objective

The student is able to identify the means, tactics, and strategies of goal-oriented interaction as well as different negotiation styles and analyze their use in negotiation situations.

Content

- Effective messages
- Negotiation styles
- Negotiation strategies and tactics
- Argumentation

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 and asignments

Student workload

totally 54 h: learning and practices, assingments and exam

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 at a satisfactory level, he or she is able to utilize them in different negotiation situations. The student is on a satisfactory level able to analyze the process of negotiation. 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. 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 in many ways. The student shows initiative and new solutions and participates actively in learning activities.

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