International business negotiationsLaajuus (5 cr)

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.

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?

Evaluation

Students can
a. use professional business negotiation vocabulary.
e. choose appropriate strategies to conduct successful negotiations in cross-cultural settings.
f. work as team members in international team negotiation situations in a professional way.