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Business Communication and Negotiation

Business Communication and Negotiation

  • Class 30
  • Practice 10
  • Independent work 80
Total 120

Course title

Business Communication and Negotiation

Lecture type

Obligatory

ECTS

4

Lecturers and Associates

The course aims

This course introduces the basics of communication and negotiation strategy and persuasion: audience analysis, communicator credibility, message construction and delivery. It provides opportunities for students to improve business speaking and writing skills, regardless of current skill level. Students will deliver individual and team presentations, and will receive feedback to improve their communication effectiveness. Team presentations will be based on case studies. Students will be challenged to craft presentations that persuades audiences to accept their proposals, recommendations and negotiate win-win offerings. This highly interactive course will students become more dynamic, persuasive communicators and negotiators.

Content

Lecture topics: L1: Introduction to business communication and negotiation management L2: Key concepts of business communication L3: Importance of business communication L4: Basic delivery issues L5: Content of personal presentation L6: Audience adaptation for personal presentation L7: Organization of personal presentation L8: Telling a Story with presentation L9: Image creation L10: Credibility L11: Nonverbal behavior (exercise) L12: Effective use of visuals L13: Presenting as a team L14: Master the art of asking (exercise) L15: How to really answer interview questions (exercise) L16: Communicating proposal for change L17: Image reparation L18: Known cognitive and logical errors L19: Security and privacy concerns L20: Win-win contracts negotiation skills Topics for seminar classes: S1: Communication theory and negotiation process S2: Giving strong feedback S3: Listening S4: Language style S5: Internal/external communication S6: Communicating brand S7: Image creation through communication S8: Nonverbal communication S9: Delivering oral presentations S10: Presentation structures S11: Ethos, logos, pathos S12: Building credibility in oral and written communication S13: Using emotion to sell self S14: Strategic argument S15: Team presentation S16: Answering questions S16: Interviewing S17: Negotiation stages and tactics S18: Intercultural communication S19: Negotiation skills and behavior S20: Effective use of visuals

Literature

Munter, M. (2009) Guide to Managerial Communication: Effective Business Writing and Speaking. 8th Edition. Prentice Hall.

Supplementary literature

Munter and Russell (2008) Guide to Presentations. 2nd Edition. Prentice Hall

Minimum learning outcomes

  • Develop a professional speaking, writing and presenting communication presence.
  • Design and deliver clear, concise, and audience-centered business appearances.
  • Collaborate in small groups that prepare business communication and make decisions.
  • Articulate negotiation arguments regarding issues of business concerns.
  • Shape and develop business ideas and solution proposals using multimedia presentation tools.

Preferred learning outcomes

  • Compare and critically interpret professional speaking, writing and presenting communication presence.
  • Compare and critically assess clear, concise, and audience-centered business appearances.
  • Collaborate successfully and manage small groups that prepare business communication and make decisions.
  • Compare and critically interpret negotiation arguments regarding issues of business concerns.
  • Compare and critically interpret business ideas and solution proposals using multimedia presentation tools.