Business Communication - Negotiations and Presentations

Introduction

This course is relevant to students who recognize that negotiations play a daily role in their professional and personal lives - whether it is negotiating salary, the price of a new apartment, or the terms of a contract with a customer. In this highly interactive course, students will learn negotiation theory and acquire the practical skills and techniques required to competently engage in a variety of negotiations. Aligning with BI’s sustainability strategy, this course addresses a bias within negotiation and strives for equality and inclusion.

In this learn-by-doing course, students will apply negotiation theory in in-class negotiations, critique the outcome of those negotiations, and practice designing and delivering presentations. These activities will enable students to strengthen their skills in two important areas of business communication that are most often carried out in English: (1) negotiations and (2) presentations.

Course content

1. Negotiations
   • Introduction to negotiations
   • Distributive bargaining
   • Principled negotiations
   • Alternative/supporting practical approach to negotiations
   • Criticism of the negotiation theories
   • Nine business case negotiation simulations - requiring students to prepare for and participate in in-class negotiations. Each negotiation concludes with a discussion/reflection on the approach, process and results.
2. Presentation
   • Introduction to presentations
   • Practice presentations
   • Components of an effective presentation
   • Feedback – receiving and delivering
   • Persuasive business presentation with advice, guidance, and feedback.
   • Dress rehearsal presentation in front of an audience with feedback.