How to Win Every NegotiationLaajuus (3 cr)

Objective

At the end of this introductory level course, students will be better informed about the principles associated with successful negotiation techniques, to anticipate obstacles to successful negotiations and to explain how they would be able to overcome these obstacles. This course will motivate students to examine their own negotiation style and make adjustments. At the end of this course, students will be able to
- identify key components of successful negotiation,
- indicate the different types of negotiation styles and explain the challenges that they cause,
- design winning negotiation experiences and strategies,
- explain the importance of using right technique suitable in given circumstances/environment,
- identify the mistakes they have made in past negotiations and how to improve in the future.

Content

Imagine a world where you win every negotiation and people agree with your terms and conditions. What do you think; is that possible? In this introductory course, we will try to find the answer and a way of winning every negotiation. You will be exposed to more than 100 practical techniques which will enable you to improve your negotiation style. This course will provide you with the opportunity to reflect upon your negotiation techniques and to design strategies for improvements.

Assessment criteria, satisfactory (1)

Students’ active attendance (3 classes)
Students’ active participation in class discussions (3 classes)
Students’ submission of assignments (3 classes)

Assessment criteria, good (3)

Students’ active attendance (4 classes)
Students’ active participation in class discussions (4 classes)
Students’ submission of assignments (4 classes)

Assessment criteria, excellent (5)

Students’ active attendance (All classes)
Students’ active participation in class discussions (All classes)
Students’ submission of assignments (All classes)

Assessment criteria, approved/failed

Students’ active attendance (3 classes)
Students’ active participation in class discussions (3 classes)
Students’ submission of assignments (3 classes)