International business negotiationsLaajuus (5 cr)
Code: IB00EC51
Credits
5 op
Objective
You can explain the theoretical principles and practical steps of the negotiation process.
You can select strategies and tactics for international business negotiation situations.
You can demonstrate negotiating skills in active sales negotiation situations.
You can describe and explain to the seller and buyer how a binding international sales contract is made and what rights and obligations a seller and a buyer have in international sale of tangible goods.
Content
What are the main theoretical principles and practical steps of the negotiation process?
How to select the right strategies and tactics in international business negotiation situations?
How to boost your negotiating skills through practical negotiation simulation exercises?
What kind of aspects should you take into account when making international b2b sales contracts?
Enrollment
06.11.2023 - 17.11.2023
Timing
08.01.2024 - 23.02.2024
Number of ECTS credits allocated
5 op
Virtual portion
1 op
Mode of delivery
80 % Contact teaching, 20 % Distance learning
Unit
Liiketalouden koulutusyksikkö
Campus
Kouvola Campus
Teaching languages
- English
Seats
20 - 60
Degree programmes
- Degree Programme in Digital International Business
Teachers
- Sara Czabai-Leppänen
Teacher in charge
Sara Czabai-Leppänen
Groups
-
IBKV23SPDigital international business, full-time studies
Objective
You can explain the theoretical principles and practical steps of the negotiation process.
You can select strategies and tactics for international business negotiation situations.
You can demonstrate negotiating skills in active sales negotiation situations.
You can describe and explain to the seller and buyer how a binding international sales contract is made and what rights and obligations a seller and a buyer have in international sale of tangible goods.
Content
What are the main theoretical principles and practical steps of the negotiation process?
How to select the right strategies and tactics in international business negotiation situations?
How to boost your negotiating skills through practical negotiation simulation exercises?
What kind of aspects should you take into account when making international b2b sales contracts?
Opiskelumateriaali
To be found in Learn
Yksilölliset oppimisväylät
-
TKI ja työelämäyhteistyö
-
Tentit ja muut määräajat
To be found in Learn
Kansainvälinen yhteistyö
-
Evaluation scale
1-5
Assessment methods and criteria
Assessment Scale
Excellent (5), Good (3-4), Fair (1-2), Fail (0)
51-60 --> 1
61-70--> 2
71-80 --> 3
81-90 --> 4
91-100 --> 5
Enrollment
07.11.2022 - 18.11.2022
Timing
09.01.2023 - 24.02.2023
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Liiketalouden koulutusyksikkö
Campus
Kouvola Campus
Teaching languages
- English
Seats
20 - 50
Degree programmes
- Degree Programme in Digital International Business
Teachers
- Sara Czabai-Leppänen
Teacher in charge
Sara Czabai-Leppänen
Groups
-
IBKV22SPDigital international business, full-time studies
Objective
You can explain the theoretical principles and practical steps of the negotiation process.
You can select strategies and tactics for international business negotiation situations.
You can demonstrate negotiating skills in active sales negotiation situations.
You can describe and explain to the seller and buyer how a binding international sales contract is made and what rights and obligations a seller and a buyer have in international sale of tangible goods.
Content
What are the main theoretical principles and practical steps of the negotiation process?
How to select the right strategies and tactics in international business negotiation situations?
How to boost your negotiating skills through practical negotiation simulation exercises?
What kind of aspects should you take into account when making international b2b sales contracts?
Evaluation scale
1-5
Enrollment
08.11.2021 - 21.11.2021
Timing
03.01.2022 - 21.02.2022
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Liiketalouden koulutusyksikkö, Kouvola
Campus
Kouvola Campus
Teaching languages
- English
Degree programmes
- Degree Programme in Digital International Business
Teachers
- Sara Czabai-Leppänen
Teacher in charge
Sara Czabai-Leppänen
Groups
-
IBKV21SPDigital international business, full-time studies
Objective
You can explain the theoretical principles and practical steps of the negotiation process.
You can select strategies and tactics for international business negotiation situations.
You can demonstrate negotiating skills in active sales negotiation situations.
You can describe and explain to the seller and buyer how a binding international sales contract is made and what rights and obligations a seller and a buyer have in international sale of tangible goods.
Content
What are the main theoretical principles and practical steps of the negotiation process?
How to select the right strategies and tactics in international business negotiation situations?
How to boost your negotiating skills through practical negotiation simulation exercises?
What kind of aspects should you take into account when making international b2b sales contracts?
Opiskelumateriaali
In Learn
Yksilölliset oppimisväylät
For daytime students only.
TKI ja työelämäyhteistyö
Case studies
Evaluation scale
1-5
Assessment methods and criteria
The assignments of the course have to be completed during the course. The assessment is based on the tasks and assignments related to the lessons, thus no re-sit is possible.