Academy of Technical and
Art Applied Studies Belgrade

Technical Business Communications and Presentations Course code: TPKP | 6 ECTS credits

Basic information
Level of Studies: Undergraduate applied studies
Year of Study: 2
Semester: 3
Requirements:
Goal: Course objective is the acquisition of knowledge and skills necessary for good communication in business situations. Negotiation is a way to resolve conflicts and differences through direct communication, which arise due to different interests and goals in business. Business negotiation, as a form of business communication, manifests itself directly and interactively when people of opposite expectations and interests strive to achieve their goals in communication. Mastering the methods of written business communication and presentation skills, as an integral part of business communication, is of great importance for achieving optimal business results.
Outcome: Acquiring knowledge based on research and practice, understanding techniques and skills of communication and negotiation, mastering the methods of written communication and the skill of preparing and holding presentations.
Contents of the course
Theoretical instruction:
  1. Definition of terms of negotiation, communication and presentation
  2. Elements of negotiation (negotiators, result, process)
  3. Principles of negotiation
  4. Communication skills in the negotiation process (verbal, nonverbal, written communication)
  5. Communication problems (Causes and nature of conflict, Participants and methods of conflict resolution)
  6. Effective presentations in business (Creating presentations)
  7. Preparation for negotiation (Formation of a negotiation team; Identification of motives for negotiation
  8. Gathering information, Model of developing negotiation skills)
  9. Stages of the negotiation process (Defining the problem, Finding common interests, Focusing on the profit of both parties, Assessing and making decisions at the right time, Types of negotiations);
  10. Negotiation process (Strategies, Phases, Verbal and non-verbal elements, Business negotiation techniques, Environment, Intercultural negotiation)
  11. Evaluation of the results of the negotiation process
Practical instruction (Problem solving sessions/Lab work/Practical training):
  1. Workshops and case study solutions where participants would be able to communicate with each other and implement their knowledge. The emphasis of group work would be on putting participants in the role of negotiator and the possibility of changing roles
  2. Exercises in written communication
  3. Making presentations in a computer lab
  4. Public presentation
Textbooks and References
  1. Filipović V., Kostić M., Prohaska S.: Odnosi s javnošću – Poslovna komunikacija, Poslovni imidž, Profesionalno ponašanje, FON Menadžment, Beograd, 2003.
  2. Cvetanović V.: Kultura poslovnog komuniciranja, Obeležja, Školska knjiga, Beograd, 1999.
  3. Fisher R., Ury W., Paton B.: Getting to Yes, Negotiating Agreement Without Giving In, Random House Business Book, London, 1999.
  4. Stevanović V.: ECDL Modul 6 - Prezentacije, Službeni glasnik, Beograd, 2012.
Number of active classes (weekly)
Lectures: 2
Practical classes: 1
Other types of classes: 0
Grading (maximum number of points: 100)
Pre-exam obligations
Points
activities during lectures
10
activities on practial excersises
30
seminary work
20
colloquium
10
Final exam
Points
Written exam
0
Oral exam
30