Negotiation skills for specific purposes 1.S3.EP.PP.24
Course objectives
The aim of the course is to develop students' language and communication skills in the field of business negotiations. Students will improve their core business skills: attending and leading meetings, bargaining, negotiating, socialising and telephoning, which will prepare them for a career in business. The course is focused on practical speaking tasks and role-play activities followed by short analysis sessions that will help students' evaluate their performance. These activities will occasionally be accompanied with listening activities to provide a model of key language and help course participants to develop their listening skills.
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Course content
The course will focus on developing students' skills in:
1) introductions (introducing yourself and someone else, welcoming visitors, making 'small talk', giving a guided tour in your workplace),
2) conversations (starting, ending and developing conversations, showing interest, making personal comments, agreeing and disagreeing in a polite way, making requests, offering and rejecting help),
3) arrangements (leaving messages, exchanging information, arranging a meeting and company visit, making and receiving inquiries, customer-supplier conversations, ordering, discussing terms of sale, apologizing, discussing markets and pricing policy, persuading).
4) presentations (introducing yourself, presenting your organization at the beginning of a negotiation),
5) preparing to negotiations (defining your 'must-haves' and 'give-aways', establishing minimum requirements and BATNA - best alternative to a negotiated agreement)
6) negotiations (recognizing the five stages of negotiation, preparing to negotiations, exploring , showing interest, making requests, making and rejecting offers, disagreeing, bargaining, closing the negotiation),
7) arrangements (leaving messages, exchanging information, arranging a meeting and company visit, making or receiving inquiries, customer/supplier conversations, ordering, discussing terms of sale, apologizing, discussing markets and pricing policy, persuading).
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Methods of instruction/ forms of classroom activity:
In-class activities: vocabulary activities, tasks solving, discussion, individual work, work in pairs and groups, role-play activities; ICT tools – MS Teams / Moodle
Field of study
Student workload
Study level
Education profile
Type of course
foreign languages
The semester in which the subject is carried out
Mode
Course coordinators
Term 2023/24-Z: | Term 2024/25-Z: | Term 2022/23-Z: |
Learning outcomes
Learning outcomes acc to PRK 2019
Knowledge
Students know and understand
1. specialist and official (formal) English used for specific purposes (Business English) (k_W02/P6S_WG)
2. techniques used in negotiations; how to start and develop busines relations, introduce themselves, present companies, welcome and entertain visitors, prepare to and take part in business negotiations and bargaining (k_W03/ P6S_WG)
Skills
Students can
3. use the Business English language in writing and speaking to tackle communication problems when socializing, negotiation, bargaining and haggling (k_U01/P6S_UW)
4. take part in debates, negotiations and less official or formal conversations during which they will effectively present and their opinions (k_U08/P6S_UK)
Social competences
Students are ready to
5. properly determine priorities in order to deal with the task undertaken (k_K01/P6S_KK),
6. be aware of and accept cultural differences, especially when negotiating (k_K04/P6S_KO)
Assessment criteria
Forms of evaluation of learnign outcomes:
1. Active participation in class activities – 25% of the final grade (outcomes: 1,2,3,4,5,6)
2. Presentation: video - 25% of the final grade (outcomes: 1,2,3,4)
3. Oral exam to check students' knowledge of the subject and mastered communication skills – 50% of the final grade (outcomes: 1,2,3,4,5,6)
Criteria of evaluation
1. Informed, participation in classes (pluses for informed participation in discussions and exercises: 2-3 pluses 3,0; 4-5 pluses 3,5; 6-7 pluses 4,0; 8-9 pluses 4,5; 10 pluses and more 5,0)
2. Presentation: video (3,0: 55%, 3,5: 63%, 4,0: 71%, 4,5: 81%, 5,0: 91%)
3. Oral exam (60% = 3,0; 70% = 4,0; 90% = 5,0)
pass at 60% of the final grade
Bibliography
Reading list
A. obligatory reading (to get a credit):
A.1. used in class
Emmerson, P. (2002). Business Builder. Oxford: Macmillan.
Johnson, Ch. (2006). Intelligent Business: Skills Book. Intermediate. Harlow: Pearson.
Johnson, Ch., and I. Barall. (2006). Intelligent Business: Skills Book. Upper-intermediate. Harlow: Pearson.
A.2. used for self study
English, L. M., and S. Lynn. (1995). Business Across Cultures: Effective Communication Strategies. White Plains, NY: Longman.
B. supplementary reading
Hoszowska, M. B. (2016). International Business English in Everyday Use. Poltext.
Kowalska-Wilanowska, M. (2019). English for Business Communication Skills. C.H. Beck
Additional information
Additional information (registration calendar, class conductors, localization and schedules of classes), might be available in the USOSweb system: