University College Ghent
Geraard de Duivelstraat 5 - 9000 Ghent - Belgium
Phone: 09 243 33 33 - E-mail: info@hogent.be
Website: www.hogent.be
Commercial Training for Logistics (English language)35962/4572/2021/1/64
Study guide

Commercial Training for Logistics (English language)

35962/4572/2021/1/64
Academic year 2020-21
Is found in:
  • International Curriculum Business, Retail and Languages, programme stage 3
This is a single course unit.
Study load: 3 credits
Weight: 3,00
Total study time: 75,00 hours
It is not possible to enrol in this course unit under
  • exam contract (to obtain a credit).
  • exam contract (to obtain a degree).
Special admission is required to enrol in this course unit under credit contract.
Co-ordinator: Verbeiren Eric
Languages: English
Scheduled for: Semester 1

Final objectives

can apply commercial negotiation strategies and tactics

Objectives

Can prepare mentally and physically for a commercial negotiation
Can apply the most important heuristics from behavioral economics
Can prepare a multi-vector negotiation
Can apply the most important communication techniques in a commercial conversation
Can have a structured commercial conversation
Can handle objections in a commercial negotiation
Can conclude a commercial negotiation
Can ensure the follow-up of a commercial negotiation

Contents

Building inner motivation
Importance of emotions in interactions
Organization and planning of a commercial negotiation
Steps in a negotiation
Closing and follow-up

Organisation of education

Contactonderwijs24,00 hours

Teaching methods

  • Other
    Additional information: Role play
  • Activating lecture
  • Practice session

Evaluation

Evaluation(s) for first exam chance
MomentForm%Remark
Outside exam scheduleIntegrated assessment100,00Preparation and execution of role plays based on cases
Evaluation(s) for re-sit exam
MomentForm%Remark
Inside Regular exam scheduleIntegrated assessment100,00Preparation and execution of role plays based on cases
This course unit is marked out of 20 (rounded to an integer).
Re-sit exam: is possible.

Other study materials

Study material posted on Chamilo; student can print material
Possible deadlines for learning account: 01.12.2020 ()