International Negotiation SkillsLaajuus (5 cr)

Course unit code: LD00EH48

General information

Credits: 5 cr

Objective

Upon completion of the course students will be familiar with the entire negotiation process and understand cross cultural differences when negotiating.The student will be able to apply effective skills and techniques needed for successful negotiations and be able to analyze their performance in negotiations

Content

-commercial negotiations
-relationship building
-handling breakdowns
-effective questions and persuasion

Qualifications

Business Communication in English or equivalent competences

Assessment criteria, satisfactory (1)

The student has achieved the course objectives fairly. The student will be able to identify, define and use the course subject area’s concepts and models. The student understands the criteria and principles of the expertise development.

Assessment criteria, good (3)

The student has achieved the course objectives well, even though the knowledge and skills need improvement on some areas. The student is able to define the course concepts and models and are able to justify the analysis. The student is able to apply his/her knowledge in leisure, study and work situations. The student understands the importance of expertise in the field of business and is able to analyze his/her own expertise.

Assessment criteria, excellent (5)

The student has achieved the objectives of the course with excellent marks. The student masters commendably the course subject area’s concepts and models. The student is able to make justified and fluent analysis and to present concrete development measures. The student is well prepared to apply his/her knowledge in leisure, study and work situations. The student is able to analyze the business sector expertise and the development of his/her own expertise.