Collaboration and Negotiation Skills (5 ECTS)

Learning outcomes

The student is able to develop effective communication and influencing skills with the internal and external stakeholders.
The student is able to conduct a thorough need assessment through effective communication with relevant stakeholders and co-create specifications based on that and market knowledge.
The student is able to identify the position of their own company in the supplier negotiations as a customer.
The student is able to compare and select different negotiation frameworks and tactics suitable for the business negotiations with suppliers.
The student is able to justify needs to solve procurement-related challenges and to influence on requirements set for the procurement-related development projects.

Content

• Effective communication and influencing skills
• Identification of market needs and specifications
• Positioning of negotiation power
• Negotiation frameworks, tactics and skills
• Justification of needs and requirements for procurement-related development projects

Prerequisites

Completed higher education degree (Bachelor level)

Teaching methods

This course is taught online in English. Active participation is expected throughout the course, also during the lectures.

Course material is shared in Moodle.

Location and time

Online sessions:

Wed 29.10. at 17-20 in Zoom
Wed 12.11. at 17-20 in Zoom
Wes 26.11. at 17-20 in Zoom
Wed 10.12. at 17-20 in Zoom

Learning materials and recommended literature

Course material will be available in Moodle.

Alternative completion methods of implementation

This course includes pair/group assignment(s) so students need to participate the course in person.

Exam dates and retake possibilities

No exam.

Student workload

5 ECTS = 135 hours of work.

Assessment methods and criteria

Evaluation scale 1-5

Evaluation scale

0-5

Assessment criteria, satisfactory (1)

The student has completed basic requirements to pass the course and has made an attempt to apply and articulate concepts and information both verbally and in writing but has not made enough effort overall. The student has demonstrated little effort, interest and motivation in individual or team activities / assignments and the output is rather weak.

Assessment criteria, good (3)

The student has good overall performance, can apply and articulate concepts and information well both verbally and in writing, but certain areas of individual or team output require further attention. The student shows appropriate level of interest and motivation in individual and team activities. Good presentation delivery and analysis.

Assessment criteria, excellent (5)

The student shows excellent performance in all elements of the course and shows interest and motivation in individual and team activities and assignments, fully applies and clearly articulates concepts and information both verbally and in writing. The student is able to support their arguments with references to the recommended reading and lecture content. Excellent presentation delivery and analysis.

Assessment criteria, approved/failed

The student has completed basic requirements to pass the course and has made an attempt to apply and articulate concepts and information both verbally and in writing but has not made enough effort overall. The student has demonstrated little effort, interest and motivation in individual or team activities / assignments and the output is rather weak.