Negotiation skills for specific purposes

studia pierwszego stopnia

English Philology - Practical Profile

semestr 3

studia stacjonarne

profil praktyczny

języki obce
obowiązkowe

Realizowany w sali

ECTS points in relation to student’s duties

total number of ECTS: 3

2 ECTS – 60 hours in class

0,5 ECTS – 15 hours preparation,

0,5 ECTS - 15 hours direct contact with the instructor

Course description

The course in Negotiation skills for specific purposes is designed to familiarise students with the specialist use of Business English and develop their communication skills in a range of applications: social English, telephoning, discussions and meetings, bargaining and negotiations.

Course objectives

The aim of the course is to develop students' language and communication skills in the field of business negotiations. Students will improve their core business skills: attending and leading meetings, bargaining, negotiating, socialising and telephoning, which will prepare them for a career in business. The course is focused on practical speaking tasks and role-play activities followed by short analysis sessions that will help students' evaluate their performance. These activities will occasionally be accompanied with listening activities to provide a model of key language and help course participants to develop their listening skills.

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Course content

The course will focus on developing students' skills in:

1) introductions (introducing yourself and someone else, welcoming visitors, making 'small talk', giving a guided tour in your workplace),

2) conversations (starting, ending and developing conversations, showing interest, making personal comments, agreeing and disagreeing in a polite way, making requests, offering and rejecting help),

3) arrangements (leaving messages, exchanging information, arranging a meeting and company visit, making and receiving inquiries, customer-supplier conversations, ordering, discussing terms of sale, apologizing, discussing markets and pricing policy, persuading).

4) presentations (introducing yourself, presenting your organization at the beginning of a negotiation),

5) preparing to negotiations (defining your 'must-haves' and 'give-aways', establishing minimum requirements and BATNA - best alternative to a negotiated agreement)

6) negotiations (recognizing the five stages of negotiation, preparing to negotiations, exploring , showing interest, making requests, making and rejecting offers, disagreeing, bargaining, closing the negotiation),

7) arrangements (leaving messages, exchanging information, arranging a meeting and company visit, making or receiving inquiries, customer/supplier conversations, ordering, discussing terms of sale, apologizing, discussing markets and pricing policy, persuading).

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Methods of instruction/ forms of classroom activity:

In-class activities: vocabulary activities, tasks solving, discussion, individual work, work in pairs and groups, role-play activities; ICT tools – MS Teams / Moodle

Reading list

A. obligatory reading (to get a credit):

A.1. used in class

Emmerson, P. (2002). Business Builder. Oxford: Macmillan.

Johnson, Ch. (2006). Intelligent Business: Skills Book. Intermediate. Harlow: Pearson.

Johnson, Ch., and I. Barall. (2006). Intelligent Business: Skills Book. Upper-intermediate. Harlow: Pearson.

A.2. used for self study

English, L. M., and S. Lynn. (1995). Business Across Cultures: Effective Communication Strategies. White Plains, NY: Longman.

B. supplementary reading

Hoszowska, M. B. (2016). International Business English in Everyday Use. Poltext.

Kowalska-Wilanowska, M. (2019). English for Business Communication Skills. C.H. Beck

Learning outcomes acc to PRK 2019

Knowledge

Students know and understand

1. specialist and official (formal) English used for specific purposes (Business English) (k_W02/P6S_WG)

2. techniques used in negotiations; how to start and develop busines relations, introduce themselves, present companies, welcome and entertain visitors, prepare to and take part in business negotiations and bargaining (k_W03/ P6S_WG)

Skills

Students can

3. use the Business English language in writing and speaking to tackle communication problems when socializing, negotiation, bargaining and haggling (k_U01/P6S_UW)

4. take part in debates, negotiations and less official or formal conversations during which they will effectively present and their opinions (k_U08/P6S_UK)

Social competences

Students are ready to

5. properly determine priorities in order to deal with the task undertaken (k_K01/P6S_KK),

6. be aware of and accept cultural differences, especially when negotiating (k_K04/P6S_KO)

Forms of evaluation of learnign outcomes:

1. Active participation in class activities – 25% of the final grade (outcomes: 1,2,3,4,5,6)

2. Presentation: video - 25% of the final grade (outcomes: 1,2,3,4)

3. Oral exam to check students' knowledge of the subject and mastered communication skills – 50% of the final grade (outcomes: 1,2,3,4,5,6)

Criteria of evaluation

1. Informed, participation in classes (pluses for informed participation in discussions and exercises: 2-3 pluses 3,0; 4-5 pluses 3,5; 6-7 pluses 4,0; 8-9 pluses 4,5; 10 pluses and more 5,0)

2. Presentation: video (3,0: 55%, 3,5: 63%, 4,0: 71%, 4,5: 81%, 5,0: 91%)

3. Oral exam (60% = 3,0; 70% = 4,0; 90% = 5,0)

pass at 60% of the final grade