Negotiation Skills and Presentation
| Structure Type: | Course |
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| Code: | LTVAMA103 |
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| Type: | Elective |
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| Level: | Bachelor |
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| Credits: | 3.0 points |
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| Responsible Teacher: | Råtts, Saija |
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| Teacher Team: | Råtts, Saija |
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| Language of Instruction: | Finnish |
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Course Implementations, Planned Year of Study and Semester
| Curriculum | Semester | Credits | Start of Semester | End of Semester |
| LITAKO-2015 |
2 spring |
3.0 |
2017-01-01 |
2017-07-31 |
| LITAKO-2015 |
3 spring |
3.0 |
2018-01-01 |
2018-07-31 |
| LITAKO-2016 |
2 spring |
3.0 |
2018-01-01 |
2018-07-31 |
Learning Outcomes
The student is able to use different negotiation strategies and tactics during sales. The student is able to analyze his/hers own communication skills, presentation skills and argumentation skills as a part of sales negotiations.
Student's Workload
Total workload 81 h; Lectures about 30 h (inc. web based learning) and independent study about 50 h.
Prerequisites / Recommended Optional Courses
1. year communication and marketing studies
Contents
- negotiation strategies and tactics
- argumentation and making impact with communication styles
- virtual negotiations
- sending more effective messages
Recommended or Required Reading
Kansanen, A. 2002. Neuvottelu- ja kokoustaito. Helsinki: WSOY.
Mode of Delivery / Planned Learning Activities and Teaching Methods
- lectures, independent and group work
Assessment Criteria
1:
Argumentation is biased and scant and illustration is scant and irrelevant. Communication is sender-oriented: the goal, receiver or the situation are not taken into account sufficiently. The student is taking part scheduled studies and the student is on satisfactory level able to utilize negotiation strategies and tactics as a part of sales.
3:
Argumentation is quite unbiased and believable and illustration is relevant . The structure of text is mainly clear and coherent. The student is able to maintain interaction in communication. The student is quite actively taking part scheduled studies and the student is able to utilize negotiation strategies and tactics as a part of sales.
5:
Argumentation is unbiased, taking different viewpoints into account, and convincing and illustration is relevant, effective and considered. Follows the structure characteristic of the genre; text is logic, clear and coherent. Interaction in communication is highly skillful. The student is very actively taking part scheduled studies and the student is very well able to utilize negotiation strategies and tactics as a part of sales.
Assessment Methods
Oral and written individual and group assignments, active partisipation.
Work Placement
No workplacement.
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