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 hoursEvaluation
Evaluation(s) for first exam chance
| Moment | Form | % | Remark |
| Outside exam schedule | Integrated assessment | 100,00 | Preparation and execution of role plays based on cases |
Evaluation(s) for re-sit exam
| Moment | Form | % | Remark |
| Inside Regular exam schedule | Integrated assessment | 100,00 | Preparation 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 ()