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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

  • Izgraditi govornu, pisanu i prezentacijsku profesionalnu komunikacijsku pojavnost.
  • Pripremiti i isporučiti jasnu i sažetu poslovno predstavljanje usredotočeno na publiku.
  • Surađivati u malim skupinama koje pripremaju poslovnu komunikaciju i donose odluke.
  • Oblikovati pregovaračke argumente za pitanja koja se mogu poslovno propitivati.
  • Oblikovati i razvijati poslovne ideje i prijedloge rješenja korištenjem multimedijalnih alata za prezentiranje.

Preferred learning outcomes

  • Usporediti i kritički interpretirati govornu, pisanu i prezentacijsku profesionalnu komunikacijsku pojavnost.
  • Usporediti i kritički vrednovati jasno i sažeto poslovno predstavljanje usredotočeno na publiku.
  • Uspješno surađivati i upravljati malim skupinama koje pripremaju poslovnu komunikaciju i donose odluke.
  • Usporediti i kritički interpretirati pregovaračke argumente za pitanja koja se mogu poslovno propitivati.
  • Usporediti i kritički interpretirati poslovne ideje i prijedloge rješenja korištenjem multimedijalnih alata za prezentiranje.