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  +
= Introduction to Career Development =
−
= Market Research for IT Startups =
  
−
* '''Course name''': Market Research for IT Startups
 +
* '''Course name''': Introduction to Career Development
−
* '''Code discipline''':
+
* '''Code discipline''': R-01
−
* '''Subject area''': Technological Entrepreneurship
 +
* '''Subject area''': Humanities
   
 
== Short Description ==
  
== Short Description ==
  +
The course provides students with an opportunity to learn and develop the necessary skills to engage in career planning and choice.
−
This course is for students who see themselves as entrepreneurs. The course is designed for the early development of business ideas and provides methods and guidelines for business research. The course teaches how to assess the potential of business ideas, hypothesis thinking, methods for generating ideas and testing their quality
  
  +
During the course students will learn how to write selling CVs and Cover letters, how successfully pass job interviewы, how to sell themselves and how to negotiate for salary. On top of that we will cover personal brand development and career planning. We will go through the Labor Law so that they can stand up for their rights.
  +
We will also cover microeconomics and then dive deeper on to micro level and, particularly, how students as engineers can contribute to the business. We will cover corporate culture, manipulation and boundaries violations, so that students could assert their boundaries to others at workplace.
  +
By the end of the course, students will have a clear answer to a question what value they can bring to the company, how they differentiate themselves, how they stand out from the crowd.
  +
The key concepts are sales, negotiation, personal brand, value proposition, competitive advantage, corporate culture, motivation.
  +
We will practice a lot by running mock interviews and salary negotiations.
  +
By the end of the course, students will have a written CV, a Cover letter, a personal brand statement, and a profile on hh.ru or Linkedin.
   
 
== Prerequisites ==
  
== Prerequisites ==
   
 
=== Prerequisite subjects ===
  
=== Prerequisite subjects ===
−
* N/A
 +
* n/a
   
 
=== Prerequisite topics ===
  
=== Prerequisite topics ===
−
* N/A
 +
* n/a
   
 
== Course Topics ==
  
== Course Topics ==
Line 22: Line 28:
 
! Section !! Topics within the section
  
! Section !! Topics within the section
 
|-
  
|-
  +
| Soft skills and Personal Brand ||
−
| Ideation tools ||
 
  +
# Soft skills and Networking
−
# Art VS Creativity
  
  +
# Self-confidence and Body language
−
# Ability to discover
  
  +
# Personal Brand
−
# How to generate ideas
  
  +
# Leadership skills
−
# Creativity sources
  
−
# Ideation in groups
  
−
# Rules for ideation for startups
  
 
|-
  
|-
  +
| How to write CV/Resume/Cover letter and pass job interviews ||
−
| Market research content ||
 
  +
# CV
−
# Types of research: primary vs secondary
  
  +
# Cover letter
−
# How to plan a research
  
  +
# Types of Job interviews, types of questions in an interview
−
# Market research chapters content
  
  +
# What business needs, and how engineers can contribute to business
−
# Frameworks used in a market research (SWOT, Persona, etc)
  
  +
# Sales and Negotiation
−
# Tools and sources to conduct a competitors analysis
  
  +
# Negotiation for salary and pay rise
 
|-
  
|-
−
| Customer development ||
+
| Work environment ||
  +
# Corporate culture
−
# Interviews are the main tool for “Get Out The Building” technique
  
  +
# Manipulation and boundaries violation
−
# The "Mum's Test"
  
  +
# Labor law
−
# Jobs-To-Be-Done
  
−
# Good and bad interview questions
  
 
|-
  
|-
−
| Market sizing ||
+
| Career development paths ||
  +
# What is capitalization and monetization
−
# Market analysis VS market sizing
  
  +
# Career choice. Career paths
−
# Sizing stakeholders and their interests
  
  +
# How to transform career
−
# Sizing methods
  
  +
# Slash careers
−
# TAM SAM SOM calculation examples
  
−
|-
  
−
| Data for a research ||
 
−
# Sources and tools for competitors overview
  
−
# Sources and tools for product and traffic analysis
  
−
# Sources and tools for trend watching
  
−
# Life hacks for search
  
−
|-
  
−
| Founder motivation ||
 
−
# Ways to Stay Motivated as an Entrepreneur
  
−
# Exercises for founders motivation
  
−
|-
  
−
| Pitch Day ||
 
−
# Market research results presentations
  
 
|}
 
|}
 
== Intended Learning Outcomes (ILOs) ==
  
== Intended Learning Outcomes (ILOs) ==
   
 
=== What is the main purpose of this course? ===
  
=== What is the main purpose of this course? ===
  +
What is the main goal of this course formulated in one sentence?
−
This course aims to give students theoretical knowledge and practical skills on how to assess market potential at an early stage of an IT startup (or any company) development. The ultimate goal is to teach students to conduct market research for their business.
  
  +
The main goal of this course is to help students gain skills to sell themselves during job and negotiate for salary, and have mindset that they need to drive their career
   
 
=== ILOs defined at three levels ===
  
=== ILOs defined at three levels ===
Line 71: Line 63:
 
==== Level 1: What concepts should a student know/remember/explain? ====
  
==== Level 1: What concepts should a student know/remember/explain? ====
 
By the end of the course, the students should be able to ...
  
By the end of the course, the students should be able to ...
  +
* Understand macroeconomics and economy of organizations on high level and what the main goal of organizations is
−
* Market research techniques using open data,
  
  +
* Understand concepts of manipulation and boundaries violation
−
* Typology of market assessment methods,
  
  +
* Know the Labor Law of Russia
−
* Types of research data and their application,
  
  +
* Differentiate between sales and negotiation
−
* Market research components: competitors overview, value proposition, trend watching, venture status, business models, buyers profile etc
  
  +
* Understand how hiring process in organisations
  +
* Explain what personal brand is and how to build it
  +
* Elaborate on soft skills and why they are important
   
 
==== Level 2: What basic practical skills should a student be able to perform? ====
  
==== Level 2: What basic practical skills should a student be able to perform? ====
 
By the end of the course, the students should be able to ...
  
By the end of the course, the students should be able to ...
  +
* Focus on soft skills and personal development
−
* Methods of ideation,
  
  +
* Define the structure of CVs and Cover letters or Motivation letters
−
* TAM SAM SOM method, 2 approaches,
  
  +
* Define the structure of hiring process and job interviews
−
* Applied tools and resources for market sizing,
  
  +
* Develop personal brand
−
* Principles to work with business hypotheses
  
  +
* Increase their contribution to business
   
 
==== Level 3: What complex comprehensive skills should a student be able to apply in real-life scenarios? ====
  
==== Level 3: What complex comprehensive skills should a student be able to apply in real-life scenarios? ====
 
By the end of the course, the students should be able to ...
  
By the end of the course, the students should be able to ...
  +
* Write CVs and Cover letters or Motivation letters
−
* Identify and describe the market
  
  +
* Go through job interview, sell themselves and negotiate for salary and land a job
−
* Assess market potential for any business idea
  
  +
* Clearly answer questions by telling the story: Tell me about yourself
−
* Conduct relevant market research before starting up a business
  
  +
* Explicitly answer the questions: Why should we hire you? What value can you bring to business?
−
* Use the most relevant and high-quality data for a market research
 
  +
* Plan their careers
  +
* Reinforce their personal brand
 
== Grading ==
  
== Grading ==
   
Line 97: Line 95:
 
! Grade !! Range !! Description of performance
  
! Grade !! Range !! Description of performance
 
|-
  
|-
−
| A. Excellent || 85.0-100.0 || -
 +
| A. Excellent || 85-100 || -
 
|-
  
|-
−
| B. Good || 70.0-84.0 || -
 +
| B. Good || 70-84 || -
 
|-
  
|-
−
| C. Satisfactory || 50.0-69.0 || -
 +
| C. Satisfactory || 50-69 || -
 
|-
  
|-
−
| D. Fail || 0.0-50.0 || -
 +
| D. Fail || 0-49 || -
 
|}
  
|}
   
Line 112: Line 110:
 
! Activity Type !! Percentage of the overall course grade
  
! Activity Type !! Percentage of the overall course grade
 
|-
  
|-
  +
| Final assignment (Exam) || 50
−
| Paper #0: Market research structure || 0-10 scale (costs 10% final)
  
 
|-
  
|-
  +
| CV || 15
−
| Paper #1: TAM SAM SOM || 0-10 scale (costs 20% final)
  
 
|-
  
|-
  +
| Cover Letter || 15
−
| Workshops activity || 3 points for each of 7 workshops: 1 point=participation, 2 points=discussion, 3 points=valuable results (costs 21% final)
  
 
|-
  
|-
  +
| Profile on LinkedIn || 10
−
| Paper #2: Market research || 0-10 scale (costs 30% final)
  
 
|-
  
|-
  +
| Attendance more than 90% of lectures || 5
−
| Final Presentation || 0-10 scale (costs 20% final)
  
  +
|-
  +
| Active engagement, the class vote || 5
 
|}
  
|}
   
 
=== Recommendations for students on how to succeed in the course ===
  
=== Recommendations for students on how to succeed in the course ===
  +
na
−
Participation is important. Showing up and participating in discussions is the key to success in this course.<br>Students work in teams, so coordinating teamwork will be an important factor for success.<br>Reading the provided materials is mandatory, as lectures will mainly consist of discussions and reflections not slides or reading from scratch.<br>The main assignment in the course is Market research paper which is supposed to be useful not only for this course but s a basis for future business oriented courses
  
   
 
== Resources, literature and reference materials ==
  
== Resources, literature and reference materials ==
   
 
=== Open access resources ===
  
=== Open access resources ===
  +
* Ted Talk by Amy Cuddy ‘Your body language may shape who you are’
−
* - article with reflections on the methodology book on the 55 typical business models
  
  +
* Tone Crabbe, How to thrive in a world of too much
−
* - a book with instructions on how to communicate with your potential users. How to conduct interviews so that you understand what the client wants to say and not what you want to hear.
  
  +
* Useful presentation phrases
−
* - the case book on the Jobs To Be Done. With JTBD, we can make predictions about which products will be in demand in the market and which will not. The idea behind the theory is that people don't buy products, but "hire" them to perform certain jobs.
  
  +
* The Commencement address delivered by Steve Jobs at Stanford University, 2005
−
* A selection of with a summary of key ideas from Harvard Business Review
  
  +
* The Labour Code of the Russian Federation
−
* F. Sesno "" - the book on how to get information out of people through questions.
  
−
* a visual guide book to dealing with your inner procrastinator
  
   
 
=== Closed access resources ===
  
=== Closed access resources ===
  +
−
* Crunchbase.com
  
−
* Statista.com
  
   
 
=== Software and tools used within the course ===
  
=== Software and tools used within the course ===
  +
* Provide at least 3 open/freemium access tools
−
* Boardofinnovation.com
  
  +
* na
−
* Miro.com
  
−
* Notion.com
  
−
* MS Teams
 
 
= Teaching Methodology: Methods, techniques, & activities =
  
= Teaching Methodology: Methods, techniques, & activities =
   
Line 151: Line 147:
 
|+ Activities within each section
  
|+ Activities within each section
 
|-
  
|-
−
! Learning Activities !! Section 1 !! Section 2 !! Section 3 !! Section 4 !! Section 5 !! Section 6 !! Section 7
 +
! Learning Activities !! Section 1 !! Section 2 !! Section 3 !! Section 4
 
|-
  
|-
−
| Interactive Lectures || 1 || 1 || 1 || 1 || 1 || 1 || 1
 +
| Lectures || 1 || 1 || 1 || 1
 
|-
  
|-
−
| Lab exercises || 1 || 1 || 1 || 1 || 1 || 1 || 0
 +
| Interactive Lectures || 1 || 1 || 1 || 1
 
|-
  
|-
−
| Group projects || 1 || 0 || 0 || 0 || 0 || 1 || 1
 +
| Quizzes (written or computer based) || 1 || 1 || 0 || 0
 
|-
  
|-
−
| Flipped classroom || 1 || 1 || 1 || 1 || 1 || 1 || 0
 +
| Peer Review || 1 || 1 || 1 || 1
 
|-
  
|-
−
| Discussions || 1 || 1 || 1 || 1 || 1 || 1 || 1
 +
| Discussions || 1 || 1 || 1 || 1
 
|-
  
|-
−
| Presentations by students || 1 || 0 || 1 || 0 || 0 || 0 || 1
 +
| Simulations and role-plays || 1 || 1 || 1 || 1
−
|-
  
−
| Oral Reports || 1 || 0 || 1 || 0 || 0 || 0 || 1
  
−
|-
  
−
| Cases studies || 0 || 1 || 0 || 1 || 1 || 1 || 0
  
−
|-
  
−
| Experiments || 0 || 0 || 1 || 0 || 0 || 0 || 0
  
−
|-
  
−
| Written reports || 0 || 0 || 1 || 0 || 0 || 1 || 0
  
−
|-
  
−
| Individual Projects || 0 || 0 || 0 || 1 || 0 || 0 || 0
  
−
|-
  
−
| Peer Review || 0 || 0 || 0 || 0 || 0 || 0 || 1
  
 
|}
 
|}
 
== Formative Assessment and Course Activities ==
  
== Formative Assessment and Course Activities ==
Line 187: Line 171:
 
! Activity Type !! Content !! Is Graded?
  
! Activity Type !! Content !! Is Graded?
 
|-
  
|-
  +
| Test || 1. Describe the difference between hard skills and soft skills.<br>2. List soft skills<br>3. List communication skills<br>4. What is the key concept about Body Language described by Amy Cuddy? How does our body language govern how we think and feel about ourselves?<br>5. List hygienic and non-hygienic factors as per Herzberg Theory<br>6. Write down your personal brand statement<br>7. List leadership skills || 0
−
| Discussion || Difference between Art and Creativity. Examples from your personal experience<br>Tools to manage your attention: work with exercises above<br>Is it true that an ideation stage is the very first step to take when starting your own business? If not, what needs to be done before?<br>Idea diary: share your experience, was it useful? How to keep motivation to continue?<br>Sharing your business ideas: is it risky for a founder? Why?<br>Name and discuss principles of hypothesis thinking<br>Name and comment on ideation tool you know. Did you have an experience with it?<br>Where to take creativity? Your advice<br>Lets find examples of “Steal like an artist” approach among startups<br>Create a list of 5 business ideas you have ever had in your mind. Choose 1 and make an exhaustive list of the problems that are associated with the proposed business idea. || 0
  
−
|-
  
−
| Workshop || Break into teams, choose from the list below 1 tool to work with. Use the templates to create new business ideas. Summarize the results. Share your results and experience of using the template with other teams || 1
  
−
|-
  
−
| Exercise || Start an "Idea diary" (not necessarily business ideas): create a convenient place for notes (notion, pinterest, instagram, paper notebook, etc.). Note the time/place/circumstances of ideas coming, learn to write down ideas. Draw conclusions from 1 week's work: where, when, how, why new ideas arise and whether you can manage their flow. || 0
  
 
|}
 
|}
 
==== Section 2 ====
  
==== Section 2 ====
Line 199: Line 179:
 
! Activity Type !! Content !! Is Graded?
  
! Activity Type !! Content !! Is Graded?
 
|-
  
|-
  +
| Quiz || What is difference between sales and negotiation?<br>What comes first and why?<br>What is BATNA?<br>Why is BATNA important?<br>What does ‘bargain over position’ mean?<br>Describe the concept of fairness in negotiation<br>What is ZOPA? <br>Why do you need to define ZOPA?<br>What does STAR stand for? <br>Revision: how do we answer to objections and how we answer if we are asked about salary expectations.<br>What are businesses’ key objectives?<br>What value can you bring to business? || 0
−
| Discussion || What are the basic steps in market research?<br>What are the commonly used market research methods?<br>What research question types can be asked in surveys?<br>Should startup prefer primary or secondary research? || 0
  
−
|-
  
−
| Workshop || SWOT analysis: compare your business idea with competitors and market situation<br> Get familiar with industry trends and reports: Find and create a list of 3 to 5 business research papers or trend reports in your industry || 0
  
 
|-
  
|-
  +
| Quiz || Objections – Answers<br>Salary expectations - Answers || 0
−
| Home written assignment || Market research doc: create a structure that is:<br>1-2 pages long<br>Describes your business idea<br>Contains the structure of your future research<br>Contains a list of questions to answer during the research for each chapter proposed<br>Contains links and references to data sources potentilly interesting to use in a research<br>Its feasible: it should be a chance you may answer all the questions stated in the doc<br>The doc format is designed and well structured || 1
  
 
|}
 
|}
 
==== Section 3 ====
  
==== Section 3 ====
Line 211: Line 189:
 
! Activity Type !! Content !! Is Graded?
  
! Activity Type !! Content !! Is Graded?
 
|-
  
|-
  +
| Quiz || Na || 0
−
| Oral test || Good or bad interview question?<br>Useful or useless feedback? || 0
  
−
|-
  
−
| Workshop || Work on your customer profile using the Persona template. Make a client interview script with the help of the Problem-validation-script. || 1
  
−
|-
  
−
| Case study || Watch the video with the case study. This is an example of HOW NOT to take a customer discovery interview. Discuss what went wrong? || 0
  
 
|}
 
|}
 
==== Section 4 ====
  
==== Section 4 ====
Line 223: Line 197:
 
! Activity Type !! Content !! Is Graded?
  
! Activity Type !! Content !! Is Graded?
 
|-
  
|-
  +
| Quiz || Na || 0
−
| Workshop || Estimate your target market using the TAM-SAM-SOM template in MIRO. Explain the data. || 1
  
−
|-
  
−
| Case study || Learn a market sizing case: online babysitting service || 0
  
−
|}
 
−
==== Section 5 ====
  
−
{| class="wikitable"
  
−
|+
 
−
|-
  
−
! Activity Type !! Content !! Is Graded?
  
−
|-
  
−
| Workshop || Use 3 tools from this lesson's theory that you are least familiar with or have not used at all. From each source, take one insight on the state of your project's market. (For example, the total size of your target market, a leading competitor, number of users, or a growing trend) || 0
  
−
|-
  
−
| Oral presentation || Take one tool from the list below and create a “how-to” guide to the service for your classmates. The guide could be done in a form of 1) video-instruction 2) text 3) visualized scheme 4) presentation. The guide must answer how to use a tool and give an example of its use on concrete case study. Studying the guide should take your reader not mach then 15 min. || 1
  
−
|}
 
−
==== Section 6 ====
  
−
{| class="wikitable"
  
−
|+
 
−
|-
  
−
! Activity Type !! Content !! Is Graded?
  
−
|-
  
−
| Workshop || Exercises:<br>Personal SWOT Analysis<br>List of Personal Achievements<br>Analysis of Motivating Activities<br>Your Personal Vision || 0
  
−
|}
 
−
==== Section 7 ====
  
−
{| class="wikitable"
  
−
|+
 
−
|-
  
−
! Activity Type !! Content !! Is Graded?
  
−
|-
  
−
| Pitch session || The final Market Research report should follow the structure discussed <br>Content of the oral presentation may include: business description, market overview, main sources used in the research, competitors overview, monetization opportunity, market size, further stages of research or business work, team, comments on some challenges during the work || 1
  
 
|}
 
|}
 
=== Final assessment ===
  
=== Final assessment ===
 
'''Section 1'''
  
'''Section 1'''
  +
# Can be a final exam, project defense, or some other equivalent of the final exam.
−
# For the final assessment, students should complete the Market Research paper.
  
  +
# For the final assessment, students go through mock interview. Student are not allowed to take exam if they have not submitted a CV and a Cover Letter.
−
# It should follow the market research paper structure, contain information about market volume (TAM SAM SOM), data must be gathered with help of data sources learnt.
  
  +
# Final assessment (Exam):
−
# The paper should refer to market potential and give the basis to make business decisions, answer questions on how to start and develop your idea, what is your business model, target customer persona, product MVP etc.
  
  +
# To pass a mock interview – 50%
−
# Grading criteria for the final project presentation:
  
  +
# Provide a convincing answer to the question: Tell me about yourself – 10%
−
# Market sizing has been carried out
  
  +
# Not avoid eye contact, communicate clearly and precisely, look friendly, self-confident – 10%
−
# Customer segments are named
  
  +
# Communicate clearly their brands, what value they can bring to business giving a clear answer to the question Why should we hire you – 15%
−
# Сompetitor analysis has been conducted
  
  +
# Negotiate for salary – 15
−
# At least 2 prominent data sources are used
 
−
# Customer discovery interviews conducted
  
−
# Future steps are mapped out
  
−
# The final report is visualized clearly and transparent
  
 
'''Section 2'''
  
'''Section 2'''
   
Line 271: Line 214:
   
 
'''Section 4'''
  
'''Section 4'''
−  
−
'''Section 5'''
  
−  
−
'''Section 6'''
  
−  
−
'''Section 7'''
  
   
   
 
=== The retake exam ===
  
=== The retake exam ===
 
'''Section 1'''
  
'''Section 1'''
  +
# The grading criteria are the same as for the final exam
−
# For the retake, students have to submit the results of the market sizing exercise with the TAM SAM SOM method in the form of a visual framework studied.
  
  +
# P7. Activities and Teaching Methods by Sections
  +
# Mark what techniques and methods are used in each section (1 is used, 0 is not used).
  +
# Table A1: Teaching and Learning Methods within each section
  +
# Table A2: Activities within each section
 
'''Section 2'''
  
'''Section 2'''
   
Line 287: Line 228:
   
 
'''Section 4'''
  
'''Section 4'''
−  
−
'''Section 5'''
  
−  
−
'''Section 6'''
  
−  
−
'''Section 7'''
  

Revision as of 16:28, 9 February 2023

Introduction to Career Development

  • Course name: Introduction to Career Development
  • Code discipline: R-01
  • Subject area: Humanities

Short Description

The course provides students with an opportunity to learn and develop the necessary skills to engage in career planning and choice. During the course students will learn how to write selling CVs and Cover letters, how successfully pass job interviewы, how to sell themselves and how to negotiate for salary. On top of that we will cover personal brand development and career planning. We will go through the Labor Law so that they can stand up for their rights. We will also cover microeconomics and then dive deeper on to micro level and, particularly, how students as engineers can contribute to the business. We will cover corporate culture, manipulation and boundaries violations, so that students could assert their boundaries to others at workplace. By the end of the course, students will have a clear answer to a question what value they can bring to the company, how they differentiate themselves, how they stand out from the crowd. The key concepts are sales, negotiation, personal brand, value proposition, competitive advantage, corporate culture, motivation. We will practice a lot by running mock interviews and salary negotiations. By the end of the course, students will have a written CV, a Cover letter, a personal brand statement, and a profile on hh.ru or Linkedin.

Prerequisites

Prerequisite subjects

  • n/a

Prerequisite topics

  • n/a

Course Topics

Course Sections and Topics
Section Topics within the section
Soft skills and Personal Brand
  1. Soft skills and Networking
  2. Self-confidence and Body language
  3. Personal Brand
  4. Leadership skills
How to write CV/Resume/Cover letter and pass job interviews
  1. CV
  2. Cover letter
  3. Types of Job interviews, types of questions in an interview
  4. What business needs, and how engineers can contribute to business
  5. Sales and Negotiation
  6. Negotiation for salary and pay rise
Work environment
  1. Corporate culture
  2. Manipulation and boundaries violation
  3. Labor law
Career development paths
  1. What is capitalization and monetization
  2. Career choice. Career paths
  3. How to transform career
  4. Slash careers

Intended Learning Outcomes (ILOs)

What is the main purpose of this course?

What is the main goal of this course formulated in one sentence? The main goal of this course is to help students gain skills to sell themselves during job and negotiate for salary, and have mindset that they need to drive their career

ILOs defined at three levels

Level 1: What concepts should a student know/remember/explain?

By the end of the course, the students should be able to ...

  • Understand macroeconomics and economy of organizations on high level and what the main goal of organizations is
  • Understand concepts of manipulation and boundaries violation
  • Know the Labor Law of Russia
  • Differentiate between sales and negotiation
  • Understand how hiring process in organisations
  • Explain what personal brand is and how to build it
  • Elaborate on soft skills and why they are important

Level 2: What basic practical skills should a student be able to perform?

By the end of the course, the students should be able to ...

  • Focus on soft skills and personal development
  • Define the structure of CVs and Cover letters or Motivation letters
  • Define the structure of hiring process and job interviews
  • Develop personal brand
  • Increase their contribution to business

Level 3: What complex comprehensive skills should a student be able to apply in real-life scenarios?

By the end of the course, the students should be able to ...

  • Write CVs and Cover letters or Motivation letters
  • Go through job interview, sell themselves and negotiate for salary and land a job
  • Clearly answer questions by telling the story: Tell me about yourself
  • Explicitly answer the questions: Why should we hire you? What value can you bring to business?
  • Plan their careers
  • Reinforce their personal brand

Grading

Course grading range

Grade Range Description of performance
A. Excellent 85-100 -
B. Good 70-84 -
C. Satisfactory 50-69 -
D. Fail 0-49 -

Course activities and grading breakdown

Activity Type Percentage of the overall course grade
Final assignment (Exam) 50
CV 15
Cover Letter 15
Profile on LinkedIn 10
Attendance more than 90% of lectures 5
Active engagement, the class vote 5

Recommendations for students on how to succeed in the course

na

Resources, literature and reference materials

Open access resources

  • Ted Talk by Amy Cuddy ‘Your body language may shape who you are’
  • Tone Crabbe, How to thrive in a world of too much
  • Useful presentation phrases
  • The Commencement address delivered by Steve Jobs at Stanford University, 2005
  • The Labour Code of the Russian Federation

Closed access resources

Software and tools used within the course

  • Provide at least 3 open/freemium access tools
  • na

Teaching Methodology: Methods, techniques, & activities

Activities and Teaching Methods

Activities within each section
Learning Activities Section 1 Section 2 Section 3 Section 4
Lectures 1 1 1 1
Interactive Lectures 1 1 1 1
Quizzes (written or computer based) 1 1 0 0
Peer Review 1 1 1 1
Discussions 1 1 1 1
Simulations and role-plays 1 1 1 1

Formative Assessment and Course Activities

Ongoing performance assessment

Section 1

Activity Type Content Is Graded?
Test 1. Describe the difference between hard skills and soft skills.
2. List soft skills
3. List communication skills
4. What is the key concept about Body Language described by Amy Cuddy? How does our body language govern how we think and feel about ourselves?
5. List hygienic and non-hygienic factors as per Herzberg Theory
6. Write down your personal brand statement
7. List leadership skills		 0

Section 2

Activity Type Content Is Graded?
Quiz What is difference between sales and negotiation?
What comes first and why?
What is BATNA?
Why is BATNA important?
What does ‘bargain over position’ mean?
Describe the concept of fairness in negotiation
What is ZOPA?
Why do you need to define ZOPA?
What does STAR stand for?
Revision: how do we answer to objections and how we answer if we are asked about salary expectations.
What are businesses’ key objectives?
What value can you bring to business?		 0
Quiz Objections – Answers
Salary expectations - Answers		 0

Section 3

Activity Type Content Is Graded?
Quiz Na 0

Section 4

Activity Type Content Is Graded?
Quiz Na 0

Final assessment

Section 1

  1. Can be a final exam, project defense, or some other equivalent of the final exam.
  2. For the final assessment, students go through mock interview. Student are not allowed to take exam if they have not submitted a CV and a Cover Letter.
  3. Final assessment (Exam):
  4. To pass a mock interview – 50%
  5. Provide a convincing answer to the question: Tell me about yourself – 10%
  6. Not avoid eye contact, communicate clearly and precisely, look friendly, self-confident – 10%
  7. Communicate clearly their brands, what value they can bring to business giving a clear answer to the question Why should we hire you – 15%
  8. Negotiate for salary – 15

Section 2

Section 3

Section 4


The retake exam

Section 1

  1. The grading criteria are the same as for the final exam
  2. P7. Activities and Teaching Methods by Sections
  3. Mark what techniques and methods are used in each section (1 is used, 0 is not used).
  4. Table A1: Teaching and Learning Methods within each section
  5. Table A2: Activities within each section

Section 2

Section 3

Section 4

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