Course description

Business Communication - Negotiations and Presentations


The course is relevant for students who believe that their bachelor programme selection may be preparing them for a future in an international business environment. It will enable them to strengthen their skills in two important areas of business communication that must often be carried out in English: (1) negotiations and (2) presentations.

Course content

  1. Business cases and negotiation techniques.
    • Introduction to negotiating
    • Distributive bargaining
    • Principled negotiating
    • Criticism of the negotiating theories
    • Four business cases requiring students to negotiate. Each process concluded with discussion/reflection over the negotiation process.
  2. Presentation
    • Introduction to presentations.
    • What makes a presentation effective?
    • All students develop their own presentation with advice and guidance.
    • ‘Dress rehearsal’ presentation in front of teacher and other students.

Learning outcome knowledge

The overall objective of this course, in common with the other English course (see SPÅ 2901), is that students develop skills which will enable them to communicate effectively in an international business environment. By the end of the course students will first have developed their competence as negotiators and will be able to reason and reflect orally in English on both the theoretical aspects of negotiation strategy and on their experience from negotiation practice. Second, they will also have developed their skill in preparing and making an effective business presentation in English.

Students will acquire a thorough theoretical knowledge of the two major approaches to negotiation theory: principled negotiating and distributive negotiating, and be able to explain them in their own words. Students will also acquire an appreciation of business presentations as a communicative exchange.

Exam organisation

  • Oral examination: 100%