Knowledge

The student...

has knowledge about key negotiating and influencing strategies and typical problems that may arise
has knowledge about different main types of negotiating situations
has knowledge about factors that should be included in an influencing strategy
has knowledge about current research and development within negotiations and influencing and is able to keep his/her professional knowledge up-to-date
is able to keep his/her professional knowledge up-to-date by maintaining awareness of current research and development.

Skills

The student...

can identify various types of negotiations and apply the appropriate negotiation strategies.
can choose appropriate analysis tools and carry out analyzes using these
can define the situation they wish to influence, and analyse and identify the situation
can design a strategy of influence.
can reflect on their negotiation practices and influence processes in practical cases, and modify their strategies based on feedback and their own observations.
has insight into methods used to plan, analyse, execute and evaluate negotiating and influencing processes.
has insight into solving conflicts and be aware of ethical issues in negotiating and influencing.
is able to plan and execute work and processes that stretch over time, individually or in cooperation with others.

General competences

The student...

understands the extent and scope of negotiating and influencing.
is able to plan and carry out tasks related to negotiations and influencing in a structured and systematic way.
is able to work with this independently, and as part of a team.
is aware of ethical issues in sales and be able to handle these in a professional manner.
is able to reflect upon his or her own academic and personal development, and act self-regulating within the learning process.
is able to exchange points of view and experiences with others, and through this attribute to developing good practice.

Subject description 6104

Negotiations and Influencing