Negotiation Skills (2 cr)
Code: LT00DC84-3001
General information
Enrollment
11.11.2024 - 02.02.2025
Timing
08.02.2025 - 15.04.2025
Credits
2 op
Virtual proportion (cr)
2 op
Teaching languages
- Finnish
Degree programmes
- Bachelor of Business Administration, SME Business Management
Teachers
- Anna Vierula
Student groups
-
MPK23
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
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 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.
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.