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. Utilizing Sales competition and videos as learning methods.

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

1. Pre assignment : Preparation for presentation and negotiation exercises, Assignement execution (20 %)
2. Attendance to the contact days:1. Presentation and 2. negotiation exercise (40 %)
3. Middle assignment : Participation to Turku Sales Competition or Evaluation and Analysis of the negotiation and presentation competences (20 %)
4. Post assignment: Writing a reflection and personal development plan or TALK Article (20%).

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


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 methods and criteria

On time delivery of the assignments, attendance, assignments execution

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.