Negotiation and Presentation Skills (5 cr)

Evaluation scale

H-5

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

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 %.