Study Guide

Objective

You understand the importance of negotiations
You can prepare for different types of negotiations
You are familiar with common negotiation techniques

You develop your performance skills in different work situations
You can document a conference and a meeting
You can perform in a unplanned situations

Content

Why and what to negotiate about?
How to prepare for the negotiations?
How to negotiate effectively?

How does nonverbal communication affect the negotiation and presentation situation?
How do you document negotiations and meetings?
How do you practice to present ex tempore?

Materials

The learning material is on the Learn platform.

Teaching methods

The study course is carried out as close-in and distance learning, according to the sequence of lessons.
In addition, tasks to be completed independently outside of teaching hours.

Employer connections

The subjects of the exercises are about working life.

Exam schedules

The implementation is based on the exercises to be evaluated.
A possible exam will be arranged at the beginning of the lesson.

Student workload

Negotiation skills, 2 credits = 54 h
- Remote teaching, 5 x 2 h
- Class and group assignments
- Exam

Presentation skills 3 ECTS = 81 h
- Attendance requirement 8 x 2.5 h
- Three presentations to be prepared

Content scheduling

Negotiation skills, 2 credits = 54 h
- Remote teaching, 5 x 2 h
- Class and group assignments
- Exam

Presentation skills 3 ECTS = 81 h
- Attendance requirement 8 x 2.5 h
- Three presentations to be prepared

Further information

More information
Negotiation skills tuula.kuparinen@xamk.fi
Presentation skills leena.griinari@xamk.fi

Evaluation scale

1-5

Assessment methods and criteria

The share of presentation skills in the evaluations is 60% and individual performances are evaluated from 1 to 5.
The task-specific evaluation criteria are on the Learn platform.

Negotiation skills account for 40% of the course grade. T