Study Guide

Objective

Students active listening, debating and negotiation skills will develop.

After completing the course student can
- understand all steps of Business Negotiations preparation, execution and evaluation.
- handle basic Business Negotiations in an international environment.

Content

- Practice of skillsets in real or simulated Business Negotiations to develop related competences.
- Relevant theory, case studies, role-plays, exercises, group work and possibly Business Negotiations Competition.

Materials

European Sales Competition Manual 2019/2020
Articles, podcasts, and webinars announced during class

Teaching methods

The learning methods of the course consist of practical role-playing exercises, case exercises & participation in the sales competition. Moreover, some practical working-life related exercises or group works may be done during the course.

The coaching is mainly based on the European Sales Competition Manual.

Exam schedules

The course cannot be retaken; it must be completed by participating in the course and fulfilling its requirements.

International connections

Theory sessions in class
Role-playing exercises
Case exercises
Participating to the competition
Course book, current articles, podcasts, and webinars on sales

Student workload

Participation in exercises during class: 40%
Completion of case exercises (& possible other assignments like group works): 40%
Participation to the competition: 20%

A minimum participation rate of 50% is required. Participation to the competition is required for passing the course.

Content scheduling

The course consists of negotiation coaching sessions (online and onsite) & participation to the competition.

Further information

Relevant information and materials related to the course will be shared in the learning environment. The teaching takes place at the Kupittaa campus and in online-environment (e.g. Teams).

Evaluation scale

H-5

Assessment methods and criteria

Participation in exercises during class: 30%
Completion of case exercises (& possible other assignments/activities like e.g. group works): 40%
Participation to the competition: 30%

A minimum participation rate of 50% is required. Participation to the competition is required for passing the course.

Assessment criteria, fail (0)

Failure to participate in exercises and the competition
Participation rate below 50%

Assessment criteria, satisfactory (1-2)

Participation in sessions & exercises
Completion of the case assignment(s) and other assignments at a satisfactory level
Participation to the competition

Assessment criteria, good (3-4)

Active participation in sessions & exercises
Completion of the case & other assignments at a good level
Participation to the competition

Assessment criteria, excellent (5)

Active participation and demonstration of excellent skills in sessions & exercises
Excellent participation rate
Completion of the case & other assignments at an excellent level
Participation to the competition
Final placement in the competition