Presentations and Negotiations (5 cr)

Objectives (course unit)

The student can give a sales presentation and negotiate in English.

The student is able to
- plan and give a sales presentation - "pitching".
- prepare and carry out a business negotiation.
- communicate in English in negotiations.
- adapt the presentation or negotiation according to different cultural characteristics.

Content (course unit)

What is a good sales presentation like?
How do you communicate with a customer?
How do you prepare and carry out a successful business negotiation?
How do you consider your target group and customer's needs in business communication?

Prerequisites (course unit)

Previous modules completed or equivalent knowledge.

Assessment criteria, satisfactory (1-2) (course unit)

The student performs the required assessments. The student recognizes the main elements that influence business presentations and negotiation skills. The student recognizes the existing challenges in business communication.

Assessment criteria, good (3-4) (course unit)

The student performs the required assessments. The student knows the main elements that influence business presentations and negotiation skills. The student recognizes the elements and significance of intercultural communication in business communication.

Assessment criteria, excellent (5) (course unit)

The student performs the required assessments. The student knows and adapts the main elements that influence business presentations and negotiation skills. The student modifies their communication style according to the existing context and takes cultural features into consideration.

Assessment criteria, pass/fail (course unit)

The student is not able to give a business presentation or carry out a negotiation in English. The student does not know how to modify their communication style according to the cultural context.

Location and time

Three contact lessons during autumn 2025, independent learning between the contact sessions.

Exam schedules

No exam.

Assessment methods and criteria

Final grade is based on:

Individual assignment 1 (0-5) - 50%
Individual assignment 2 (0-5) - 50%
Individual assignment 3 (pass/fail)
Group assignment 1 (pass/fail)
To get a passed grade (1-5) contribution in all four (4) assignments mentioned above needs to be made.
In addition to assignments, the grade is defined by the level of presence during the course.
Being present during contact classes impacts the grade in the following way:
0 times present -> grade 0
1 times present -> max. grade 1
2 times present -> max. grade 3
3 times present -> max. grade 5

Assessment scale

0-5

Teaching methods

Study module implementation is based on two face to face contact lessons and one online lesson. Guidance and support available when needed.
Independent and proactive approach is expected from students.
Working independently with a group and alone.

Student workload

10 h = contact lessons
125 h = independent work

Content scheduling

Every contact lessons will include one or two of the main themes of the course.

Completion alternatives

No alternative method of completing the course.