BM4A.

QT01/KT

TRƯỜNG ĐẠI HỌC NGOẠI NGỮ - TIN HỌC KỲ THI KẾT THÚC HỌC PHẦN
THÀNH PHỐ HỒ CHÍ MINH Học kỳ 2: Năm học 2022 - 2023
KHOA NGOẠI NGỮ

GUIDELINES FOR THE FINAL EXAM

MODULE: NEGOTIATION SKILLS

A. INSTRUCTION
❖ All topics include 4 elements: Situation, People, Position and Negotiation targets.
❖ All groups must prepare the topics in advance and the performance must consist of
the following steps:
1. Preparing the ground
2. Setting up the agenda
3. Establish position & Clarifying position
4. Making & Responding proposal
5. Conclusion & Agreement
❖ Language requirements
• Welcoming and introductions
• Negotiating idioms (starting the negotiation)
• Presenting your position, getting feedback
• Asking question, showing interested, encourage
• Exerting pressure and making conditions
• Closing & concluding
+ summarize and document
+ thanks the other party for their efforts
+ leave the door open for further negotiation

B. MARKING CRITERIA
Max.
Criteria Requirements Note(s)
score
Formal appearance.
Preparation Well-prepared agenda. 2
Group member seating position outline.
Minimum 15 minutes Under 15
Timing 1
minutes: -1
Logical and clear structure
Demonstrated negotiation steps across items
Performance 2
discussed.
Reasonable allocation of tasks among members
Clear and reasonable arguments
Content Proper and keeping-to-the point expressions and 2
ideas
Clear and correct pronunciation, proper tone and
Vocabulary
intonation
and 3
Competency and accuracy in word choice and
grammar
grammar.