TTA-12017 Negotiation in Sales and Sourcing, 5 cr


All lectures in PB136 Cincinnati


Jouni Lyly-Yrjänäinen, Helena Vatanen


Toteutuskerta Periodi Vastuuhenkilö Suoritusvaatimukset
TTA-12017 2019-01 3 - 4 Jouni Lyly-Yrjänäinen
Helena Vatanen


The course provides B&T students with basic foundation for face-to-face negotiations. The main emphasis on the course is on meetings sales and sourcing professionals encounter in their work. Since some of the students are interested in sourcing and other in sales, these student profiles provide a very fruitful starting point for negotiation exercises. The negotiation exercise also use concepts and tools discussed in the courses during the first semester as well as financial information. Students will be able to define the basic principles of speech communication and factors of negotiation as human interaction. They will be able to interpret and explain theoretical perspectives related to speaker/communicator vs. listener/audience relationships and negotiation process approach. They will be able to support the perspectives by examples. Students will learn the key concepts of intercultural communication and thereafter they can define and classify the concepts in key terms supported by explanations and examples. Communication & negotiation skills: Students will be able to plan informative and persuasive outline plans for presentations and speeches. They will be able to apply the outline plans for presentations. They apply different verbal and visual support. Students will produce a negotiation plan, present the objectives of the plan in a multi-party group, and make decisions and compromises with group members.


Sisältö Ydinsisältö Täydentävä tietämys Erityistietämys
1. Communication theories, perspectives on human communication: -basic concepts, Johari Window, listening -mechanistic, psychologiacal, interactive, and pragmatic models -Johari Window, the disclosure of the self -speaker - listener relationship  -to apply models to the demands of different presentations, meetings, and negotiations   
2. Presentations -speaker-material-audience-occasion model, inventional approach -preparation of different presentations -persuasive and informative models -visual support and its impact  -key elements of the professional presentation applied to the situational variation  -knowledge how to plan presentations for culturally diverse audiences  
3. Intercultural communication -concept of the culture -stereotypes, ethnocentrism -low and high context cultures -cultural dimensions (Hofstede) -culture shock -intercultural aspects on nonverbal communication  -analysis of cultural diversity -analysis of the home culture and foreign target culture  -applying cultural competence 
4. Negotiation skills -negotiation concept and its key elements -preparation factors, process analysis, decision making -principled method of negotiating -practical skills of the participant and the chairperson  -means of persuasion and cooperation -understanding of the tactics and strategy   

Ohjeita opiskelijalle osaamisen tasojen saavuttamiseksi

-25% presentations & oral skills -25% negotiations & group activities -25% active participation, feedback discussions, group support -25% final test -mastering the learning outcomes in a good level gives grade 3 -performance above the average gives 4 -performance in an outstanding way gives 5, then the student can explain all the the theoretical viewpoints and support them with practice, and performs all the exercises in an axcellent way


Numerical evaluation scale (0-5)


Completion parts must belong to the same implementation


Opintojakso Vastaa opintojaksoa  Selite 
TTA-12017 Negotiation in Sales and Sourcing, 5 cr TTA-12016 Speech Communication and Negotiation Skills, 3 cr  

Päivittäjä: Vatanen Helena, 21.05.2019