Curricula

Curriculum Table

Competences

Assessment Framework

General Information

Description

KB00DN21	Business Negotiations Skills (3 cr)
Prerequisites	Not applicable
Objectives	1) The student knows and can assess the (international) business negotiations framework of a company. 2) The student can explain the different aspects related to negotiations process, its structure and realization (sales, purchasing etc.). The student can develop and use argumentation in business negotiations. 3) The student understands the intercultural nature of (international) business negotiations. 4) The student works independently and cooperatively according to the task. 5) The student uses scientific literature and other reliable sources of information. 6) Student communicates and presents results.
Content	Business negotiator profiles, Practical business negotiation situations (sales, purchasing etc.), Negotiations process and structure, Argumentation, Negotiations across cultures, Interpersonal and group communication, Presentation skills, Report writing skills (minutes, memo).
Recommended optional programme components	If necessary, the student advisor will recommend optional programme components for each student based on their individual study plan.
Accomplishment methods	Not applicable
Execution methods	Not applicable
Materials	Not applicable
Literature	Not applicable
Evaluation Criteria	0-5
Evaluation Criteria	satisfactory (1-2) The student is able to list the basic individual concepts and methods related to business negotiations. The student can give examples of a business negotiations process in a company. The student can list argumentation usable in business negotiations.The student names the main factors to be observed when negotiating across cultures. The student attends learning tasks according to the agreed procedures. The student is able to find and utilize scientific and other appropriate information. Student can communicate and present results. good (3-4) The student describes the key concepts and methods related to (international) business negotiations.The student can evaluate and develop negotiation process, its structure, argumentation, and realization. The student defines and applies the central concepts of intercultural negotiations. The student analyzes the negotiating environment. The student works actively and develops knowledge by considering acquired feedback. The student participates actively and constructively in the discussions.The student searches for knowledge at each stage by utilizing versatile sources with source criticism. Student can communicate and present results according to the agreed procedures. excellent (5) The student classifies the key concepts and methods related to business negotiations. Student can use professional terminology consistently.The student analyzes the negotiations process function of a company. The student evaluates companies’ position for negotiations and uses the information produced by it to support decision-making in negotiations. Student is able to use professional terminology consistently. The student analyzes and justifies individual and collective performance. The student evaluates different information sources and justifies their use. Student communicates and presents results extensively and professionally.
Assessment Frameworks	Not applicable
Further Information	Not applicable
Responsible persons	Not applicable
Links	Not applicable

Implementations

No implementations.