1. Online Business Course – Proposed Program II - 2017
Course Information
Number of classes: twice a week / 8h a month Total of class/hours: 64
Level: Upper Intermediate and Advanced Small Groups: 2 to 4 students
Investiment: R$ 700,00 /monthly
(shared by the group)
Course length: 8 months
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2. Online Business Course – Proposed Program II - 2017
SECTION I = Presentations OBJECTIVES
1) Introducing a Presentation – BEP 101
• Introduce oneself and the topic of one’s presentation.
• Outline the main parts of one’s presentation.
• Discuss visual aids and timing.
• Link to the first part of on’s presentation.
2) Signposting a presentation – BEP 102
• Explain the structure of one’s talk.
• Link between parts of one’s presentation.
• Sequence or list information.
• Emphasize key points.
3) Describing charts and graphs – BEP 103+
106
• Attract attention to visuals in one’s presentation.
• Emphasize the key parts of the visuals.
• Relate the points of one’s presentation to each other.
• Refer to a previous point.
• Use of tone of voice to better put the ideas forward
4) Closing down and summarizing – BEP 107
• Finish off the last part of one’s talk.
• Summarize.
• Make a call to action.
• Open up the Q&A session.

3. Online Business Course – Proposed Program II - 2017
SECTION I = Presentations OBJECTIVES
1) Questions and Answers – Part I – BEP 108
• Prepare a Q&A session.
• Refer to earlier points.
• Introduce a paraphrase for the purpose of clarification
• Soften a disagreement by using buffers
• Clear up a misunderstanding.
2) Questions and Answers – Part II – BEP109
• Check whether one’s answer is sufficient.
• Deal with irrelevant questions.
• Deal with relevant questions, but not willing to answer
them.
• Deal politely with repetition of previously answered
questions .
• Deal politely with relevant questions, but to be answered
later on.
• Control timing.
• Redirect a question to another person.
• Encourage participation from the attendees.
• Redirect the question to questioner.

4. Online Business Course – Proposed Program II - 2017
SECTION I = Presentations OBJECTIVES
3) SWOT Analysis – Part I – BEP 110
• Give a quick but brief overview of one’s company.
• Describe the main strength of one’s company.
• Practice ways to maximize positive aspects of the firm.
• Acknowledge and introduce a weakness.
• Minimize negative impacts by considering wider contexts.
4) SWOT Analysis – Part II – BEP 111
• Discuss challenges in a positive way.
• Introduce an opportunity in a business conversation.
• Support ideas with more information.
• Introduce a threat by acknowledging external factors and
giving them careful consideration.
• Talk about a hypothetical situation
• Make general recommendation

5. Online Business Course – Proposed Program II - 2017
SECTION II = Successful Negotiations OBJECTIVES
1) Negotiation Strategy– BEP 401
• Describe a situation to which someone pays a lot of
attention.
• Practice specific expressions, e.g. ‘bargaining chip’.
• Define tactics and strategies, and distinguish one from the
other.
• Define BATNA and bottom line and distinguish them.
• Make an arrangement sweetner – ‘deal sweetners’
• Learn how to speak about making concessions.
2) Negotiation Strategy– BEP 402
• Determine the real parties – the decision makers.
• Consider the parties’ opinions and viewpoints.
• Create values by looking for synergy.
• Use different expressions: think out of the box.
• Learn ways to overcome or remove barriers/obstacles;
• Use different expressions: potential value of….to….

6. Online Business Course – Proposed Program II - 2017
SECTION II = Successful Negotiations OBJECTIVES
3) Negotiation Strategy– BEP 403 -
Building Relationships
• Make a good impression and create a good atmosphere (to
start off a conversation on the right foot).
• Take interest in the other person, developing the “you-
attitude” , useful in establishing trust and building rapport
in a relationship.
• Use phrases to establish common interest.
• Give emphasis to feelings of togetherness and solidarity as
effect methods to build a strong relationship.
• Learn how to use the expression “join forces” in context.
• Review further expressions for proposing the next step.
4) Negotiation Strategy – BEP 404 –
Starting Off
• Establish goodwill at the beginning of a negotiation.
• Start off a discussion.
• Recommend an agenda.
• Create guidelines for the talks.
• Clarify points in the negotiation.
• Learn different ways of probing ( ask deeper questions to
get information).
• Explore different possibilities for creating value.
• Learn how to be non-committal, thus use vague language.

7. Online Business Course – Proposed Program II - 2017
SECTION II = Successful Negotiations OBJECTIVES
3) Negotiation Strategy– BEP 405 -
Evaluating Positions
• Make clear statements of one’s position in the negotiation.
• Clarify the other party’s position.
• Give good reasons to justify or explain how one reached
that position.
• Appraise whether an offer or position is good or bad.
• How to negatively evaluate something.
4) Negotiation Strategy – BEP 406 –
Declining an Offer
• Learn example sentences on how to make final offers.
• Express dissatisfaction towards a proposal.
• Express regret.
• Examine phrases that can express goodwill when facing an
impasse.
5) Negotiation Strategy – BEP 407 –
Bargaining
• Emphasize possibilities for further cooperation for a better deal.
• Trade concessions.
• How to signal for a better deal.
• Pressure the other party into giving a better bargain.
• Be clear to the other party that an offer is unacceptable.
• Suggest alternatives and their benefits to move discussions forward.
• How to respond to a proposal: a cautious yes, a strong no, a soft no.

8. Online Business Course – Proposed Program II - 2017
SECTION II = Successful Negotiations OBJECTIVES
6) Negotiation Strategy– BEP 408 -
Restarting Talks, after earlier failures.
• Use polite language to restart talks after earlier failures.
• Learn useful expression on how to identify obstacles.
• Draw someone out in order to expand his/her points.
• Explore alternatives to see things in a new light.
• Give a positive reaction to the new proposal.
• Make a concrete or specific plan for the next step to take.
7) Negotiation Strategy – BEP 409 –
Closing a Deal
• Announce the good news to agree to the other party’s
terms.
• Make a summary of the terms.
• Use expressions to tie up loose ends at the end of a
negotiation.
• Reinforce the relationship with the other party.
• Use positive language to build stronger partnership for
future deals.

9. Online Business Course – Proposed Program II - 2017
Technical Resourses required Resources provided during the course
1) Laptop or PC computer 1) PDF handouts
2) Headset with microphone + camera 2) MP3 files
3) Online Platforms:
Skype ID and/or Google hangout
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