Study Guide

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

Materials

Course material provided by the lecturer

Teaching methods

Negotiation cases in pairs and groups
Project work
Interactive lectures

Employer connections

N/A

Exam schedules

N/A

Completion alternatives

N/A

Evaluation scale

0-5

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.

Assessment criteria, approved/failed

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 methods and criteria

Participation in negotiation cases
Project work in groups
Participation in activating lectures

Prerequisites

Business Communication in English or equivalent competences