Study Guide

Objective

After the study unit the student is capable to
- plan and execute a business negotiation
- list the negotiable variables
- set the objectives and optional routes to agreement
- propose, bargain and agree
- prepare influential presentation materials

Content

Content
- Fundamentals of Negotiation
- Negotiation Strategies and Tactics
- Preparation for Negotiation
- Collaborative Negotiation
- Preparation Presentation Material
- Visual Storytelling

Materials

International Sales Training Student Fieldbook (pdf on Optima)
Sales meeting (video on Optima)
Case (pdf on Optima)
Malthora, D. – Bazerman, M.H. 2008. Negotiation Genius. How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. Harvard Business School. Bantam Books, USA.
Peterson, E. – Riesterer, T. – Smith, C. & Geoffrion, C. (2015). Three Value Conversations. How to Create, Elevate, Capture Customer Value at Every Stage of the Long-Lead Sale. McGraw-Hill, USA.
TED Talk https://www.ted.com/talks/amy_cuddy_your_body_language_shapes_who_you_are
Additional material is announced later.

Teaching methods

Analysing a negotiation case. Practical negotiation role play is applied from preparing in advance, to negotiation in the class. Videotaping a presentation..

International connections

Innovation pedagogy is applied to reach learning at individual, group and network level. The assignments are planned to develop the students actual work tasks around sales and business negotiations.

Completion alternatives

-

Student workload

1. Pre-assignment: Preparing to a negotiation based to the case. (accepted/not accepted)
2. Preparing a presentation and video and giving feedback to colleagues’ videos.(min 15 - max 30 p)
3. Analysis of the negotiation and presentation competences and writing a personal development plan. (min 35 - max 70).
Totat max 100 p, minimum 50 p. All assignments have to accepted.

Content scheduling

The study unit focuses on:
- Fundamentals of negotiation
- Negotiation strategies and tactics
- Preparation for negotiation
- Collaborative negotiation
- Preparation Presentation material
- Visual stoytelling
After the study unit the student is capable to
- plan and execute a business negotiation
- list the negotiable variables
- set the objective and optional routes to agreement
- prepare influential presentation materials.
Contact day is on 25.10.2019.

Evaluation scale

H-5

Assessment criteria, fail (0)

The assignments are not executed in the given timeline and they do not fulfill the instructions. The student is not present on the contact day.

Assessment criteria, satisfactory (1-2)

The manuscript of the sales situation is quite inadequate and the video is not matching the situation described in the manuscript. The video is unclear and the customer benefits as well as value cannot be recognized. No presentation or visual storytelling tools are utilized or even if it is, it does not contribute to the presentation/negotiation. Feedback is given less than two peer students and it is written only at general level.
Student is capable to describe the presentation and negotiation skills partly based on the materials or literature or issues presented in the class – what makes an excellent presenter and negotiator. The personal strengths and weaknesses are at some level presented but not argued. The reference material used is, also the feedback from peers poorly utilized. The development plan is written at general level and sounds unrealistic. The execution plan and evaluation according to the chosen measurements are poorly presented and not argued.

Assessment criteria, good (3-4)

The manuscript of the sales situation is quite clear and it includes almost all the areas that are described in the instruction. The video is quite well matching the situation described in the manuscript. The video is rather assertive and the customer benefits as well as value can be recognized. At least one presentation or visual storytelling tool is utilized so that it contributes at least some level to the presentation/negotiation.
Feedback for two peer students is written and they include both positive comments and development ideas, mainly based on subjective arguments.
Student is capable to describe the presentation and negotiation skills mainly based on the materials, literature and issues presented in the class – what makes an excellent presenter and negotiator. The argumentation of one’s personal strengths and weaknesses as a negotiator is somehow cursory. The reference material used is, also the feedback from peers is at some level utilized. The development plan is quite general level and partly unrealistic. Also, the execution plan and evaluation according to the chosen measurements are presented but not argued.

Assessment criteria, excellent (5)

The manuscript of the sales situation is clear and it includes all the areas that are described in the instruction. The video is clearly matching the situation described in the manuscript. The video is assertive and the customer benefits as well as value are clearly presented. At least one presentation or visual storytelling tool is well utilized so that it contributes to the presentation/negotiation.
Feedback for two peer students is written clearly and they include both positive comments and development ideas, and the feedback is reflecting the course material.
Student is capable to analyze critically the presentation and negotiation skills based on the materials, literature and issues presented in the class – what makes an excellent presenter and negotiator. The argumentation of one’s personal strengths and weaknesses as a negotiator are reflected to the excellent one
based on self-assessment. The reference material used is encompassing, also the feedback from peers is utilized and referred. The development plan is thoroughly written and realistic. Also, the execution plan and evaluation according to the chosen measurements is argued.