Study Guide

Objective

After completing the course, the student is able to
-Plan and execute a business negotiations
-List the negotiable variables
-Set the objectives and optional routes to agreement
-Propose, bargain and agree
-Prepare influential presentation materials

Content

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

Materials

International Sales Training Student Fieldbook
Sales meeting video
Case
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
Plus additional material.

Teaching methods

Preparation, execution and evaluation of negotiation with role play teaching method. Preparation, execution and evaluation of effective presentation. Generation of good presentation aids. 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

N/A

Student workload

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.(30%)
Attendance to the negotiation exersice (30 %)
3. Analysis of the negotiation and presentation competences and writing a personal development plan. (40%).

All assignments have to accepted and participated at least with 50 %.

Content scheduling

The course content:
- Fundamentals of negotiation
- Negotiation strategies and tactics
- Preparation for negotiation
- Collaborative negotiation
- Preparation Presentation material
-Presentation competences
- Visual stoytelling

After the course the student is capable to
- plan and execute a business negotiation
- list the negotiable variables
- set the objective and optional routes to agreement
- Conduct influential presentations

Evaluation scale

H-5

Assessment criteria, fail (0)

The assignments are not executed in the given timeline or they do not fulfill the instructions

Assessment criteria, satisfactory (1-2)

Poor attendance and participation on contact days. Feedback is not given as instructed.
Student is partly capable to utilize the presentation and negotiation skills based on the materials or literature or approaches learned in the class. The reference material is poorly utilized. The plan and analysis is written at general level and sounds unrealistic.

Assessment criteria, good (3-4)

Good attendance and participation on contact days. Feedback is given as instructed.
Student is capable to utilize the presentation and negotiation skills based on the materials or literature or approaches learned in the class. The reference material is utilized in good manner. The plan and analysis is written at good level and sounds realistic.

Assessment criteria, excellent (5)

Very good attendance and participation on contact days. Feedback is given as instructed with good insight.
Student is capable to utilize well the presentation and negotiation skills based on the materials or literature or approaches learned in the class. The reference material is utilized in very good manner. The plan and analysis is written at good level, has clear approaches and sounds realistic.