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1 STUDENT:
2 COMPANY:
3 MATERIAL: INTERNATIONAL NEGOTIATIONS - SALES EXECUTIVE COURSE
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5 Class # Duration Scheduled date Actual date Content
6 0 1:30 Trial class/Presenting material and timetable
7 1 1:30 Developing Negotiating Skills; Extra material: OxEnSalandPurch Page 5
8 2 1:30 Developing Negotiating Skills; Extra material: OxEnNeg Page 6;7
9 3 1:30 1A Preparing to negotiate
10 4 1:30 1B Preparing to negotiate; Extra material: OxEnNeg Page 8;9
11 5 1:30 2A Relationship-building; Extra material
12 6 1:30 2A Relationship-building; Extra material: The Economist article - Customer Relationship Management - http://www.economist.com/node/14298886
13 7 1:30 2B Relationship-building; Extra material: Harvard Business Review article - Building Rapport Across Cultures - https://hbr.org/2016/05/building-rapport-across-cultures
14 8 1:30 Review
15 9 1:30 Module Test #1
16 10 1:30 3 Establishing a procedure; Extra material: OxEnNeg Page 14;15
17 11 1:30 3 Establishing a procedure; Extra material: Video Youtube Developing a Strategic Plan https://www.youtube.com/watch?v=h9O77vFpSMg
18 12 1:30 4A The proposal Stage; Extra material: How to Make A Convincing Business Proposal https://www.youtube.com/watch?v=WNK9mbmfA0M
19 13 1:30 4A The proposal Stage; Extra material: OxEnNeg Page 14;15
20 14 1:30 4A The proposal Stage; Extra material: OxEnSalandPurch Page 25; 27; 28
21 15 1:30 4B The proposal Stage; Extra material: OxEnSalandPurch Page 29; 30; 31
22 16 1:30 4B The proposal stage
23 17 1:30 Review
24 18 1:30 Module Test #2
25 19 1:30 5A Questioning techniques; Extra material: OxEnNeg Page 53;54;55;56
26 20 1:30 5A Questioning techniques; Extra material: Video Open ended Questions For Sales That Get You Outstanding Results https://www.youtube.com/watch?v=hQvDuNspJOQ
27 21 1:30 5A Questioning techniques; Extra material: Video A Sale is a Love Affair https://youtu.be/5ZckGSY5UPA
28 22 1:30 6A Exploring interests; Extra material: OxEnSalandPurch Page 32
29 23 1:30 6A Exploring interests; Extra material: OxEnSalandPurch Page 33; 34
30 24 1:30 6B Exploring interests;
31 25 1:30 Review
32 26 1:30 Module Test #3
33 27 1:30 7A The bargaining zone; Extra material: Global Entrepreneurship article Negotiations, The Harvard Method https://globalentrepreneurship.wordpress.com/management/negotiations-the-harvard-method/
34 28 1:30 7A The bargaining zone; Extra material: OxEnNeg Page 50; 51
35 29 1:30 7B The bargaining zone; Extra material: Chief Executive.Net article Six Do's and Don'ts for a Win-Win Negotiation http://chiefexecutive.net/six-dos-and-donts-for-a-win-win-negotiation/
36 30 1:30 7B The bargaining zone; Extra material: Video The skill of self-confidence https://www.youtube.com/watch?v=w-HYZv6HzAs
37 31 1:30 7B The bargaining zone; Extra material: Business Insider article 9 Tips To Drive Down The Price Of Just About Anything http://www.businessinsider.com/bargaining-tips-2014-11
38 32 1:30 7C The bargaining zone; Extra material: OxEnNeg Page 35; 36; 37
39 33 1:30 8A Powers of persuasion; Extra material: Video Science of Persuasion https://www.youtube.com/watch?v=cFdCzN7RYbw
40 34 1:30 8A Powers of persuasion
41 35 1:30 8B Powers of persuasion
42 36 1:30 8C Power of Persuasion - Video Top 10 Misleading Marketing Tactics
43 37 1:30 Review
44 38 1:30 Module Test #4
45 39 1:30 9A Handling breakdowns; Extra material: OxEnNeg Page 57; 58
46 40 1:30 9A Handling breakdowns
47 41 1:30 9B Handling breakdowns; Extra material: Karass.com article When Negotiating - Keep the Momentum Going http://www.karrass.com/blog/when-negotiating-keep-the-momentum-going/
48 42 1:30 9B Handling breakdowns
49 43 1:30 10 Closing the deal
50 44 1:30 10 Closing the deal - Final Negotiation activity
51 45 1:30 Review
52 46 1:30 Module Test #5
53 47 1:30 Review
54 48 1:30 Final Test
55 Total 73,5 hours
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