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International sales negotiationsLaajuus (5 cr)

Code: LT00DP41

Credits

5 op

Teaching language

  • English

Objective

You can explain the theoretical principles and practical steps of a sales negotiation process, including purchasing behavior.
You can recognize the impact and role of culture on negotiations.
You can select strategies and tactics for cross cultural negotiation situations.
You can demonstrate negotiating skills in face-to-face/video negotiation situations.

Content

How to conduct sales negotiations in international settings?
How to utilize sales psychology for smarter negotiations?
What is the impact of culture on international sales negotiations?
Which are the typical negotiating mistakes?

Qualifications

Professional English 5 ECTS credits or equivalent knowledge

Materials

Personal selling 5 ECTS credits

Enrollment

04.11.2024 - 17.11.2024

Timing

13.01.2025 - 31.05.2025

Number of ECTS credits allocated

5 op

Mode of delivery

Contact teaching

Unit

Department of Business

Campus

Kouvola Campus

Teaching languages
  • English
Seats

20 - 60

Degree programmes
  • Degree Programme in Business Management
Teachers
  • Harri Tuomola
Teacher in charge

Harri Tuomola

Groups
  • LTKV23SP3
    Business, full-time studies

Objective

You can explain the theoretical principles and practical steps of a sales negotiation process, including purchasing behavior.
You can recognize the impact and role of culture on negotiations.
You can select strategies and tactics for cross cultural negotiation situations.
You can demonstrate negotiating skills in face-to-face/video negotiation situations.

Content

How to conduct sales negotiations in international settings?
How to utilize sales psychology for smarter negotiations?
What is the impact of culture on international sales negotiations?
Which are the typical negotiating mistakes?

Opiskelumateriaali

Personal selling 5 ECTS credits

Evaluation scale

1-5

Qualifications

Professional English 5 ECTS credits or equivalent knowledge

Enrollment

26.08.2024 - 16.09.2024

Timing

02.09.2024 - 06.12.2024

Number of ECTS credits allocated

5 op

Virtual portion

2 op

Mode of delivery

60 % Contact teaching, 40 % Distance learning

Unit

Department of Business

Campus

Kouvola Campus

Teaching languages
  • English
Seats

20 - 40

Degree programmes
  • Degree Programme in Business Management
Teachers
  • Sara Czabai-Leppänen
Teacher in charge

Sara Czabai-Leppänen

Groups
  • LTKV23KM5
    Business, part-time studies

Objective

You can explain the theoretical principles and practical steps of a sales negotiation process, including purchasing behavior.
You can recognize the impact and role of culture on negotiations.
You can select strategies and tactics for cross cultural negotiation situations.
You can demonstrate negotiating skills in face-to-face/video negotiation situations.

Content

How to conduct sales negotiations in international settings?
How to utilize sales psychology for smarter negotiations?
What is the impact of culture on international sales negotiations?
Which are the typical negotiating mistakes?

Opiskelumateriaali

To be found in Learn

Yksilölliset oppimisväylät

-

TKI ja työelämäyhteistyö

-

Tentit ja muut määräajat

To be found in Learn

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

Qualifications

Professional English 5 ECTS credits or equivalent knowledge

Enrollment

06.01.2024 - 24.02.2024

Timing

04.03.2024 - 31.05.2024

Number of ECTS credits allocated

5 op

Virtual portion

1 op

Mode of delivery

80 % Contact teaching, 20 % Distance learning

Unit

Liiketalouden koulutusyksikkö, Kouvola (vanhettu)

Campus

Kouvola Campus

Teaching languages
  • English
Seats

20 - 40

Degree programmes
  • Degree Programme in Business Management
Teachers
  • Sara Czabai-Leppänen
Teacher in charge

Sara Czabai-Leppänen

Groups
  • LTKV22SP3
    Business, full-time studies

Objective

You can explain the theoretical principles and practical steps of a sales negotiation process, including purchasing behavior.
You can recognize the impact and role of culture on negotiations.
You can select strategies and tactics for cross cultural negotiation situations.
You can demonstrate negotiating skills in face-to-face/video negotiation situations.

Content

How to conduct sales negotiations in international settings?
How to utilize sales psychology for smarter negotiations?
What is the impact of culture on international sales negotiations?
Which are the typical negotiating mistakes?

Opiskelumateriaali

To be found in Learn

Yksilölliset oppimisväylät

-

TKI ja työelämäyhteistyö

-

Tentit ja muut määräajat

To be found in Learn

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

Qualifications

Professional English 5 ECTS credits or equivalent knowledge

Enrollment

06.04.2023 - 08.09.2023

Timing

02.10.2023 - 17.12.2023

Number of ECTS credits allocated

5 op

Virtual portion

3 op

Mode of delivery

40 % Contact teaching, 60 % Distance learning

Unit

Department of Business

Campus

Kouvola Campus

Teaching languages
  • English
Seats

20 - 50

Degree programmes
  • Degree Programme in Business Management
Teachers
  • Sara Czabai-Leppänen
Teacher in charge

Sara Czabai-Leppänen

Groups
  • LTKV22KM5
    Business, part-time studies

Objective

You can explain the theoretical principles and practical steps of a sales negotiation process, including purchasing behavior.
You can recognize the impact and role of culture on negotiations.
You can select strategies and tactics for cross cultural negotiation situations.
You can demonstrate negotiating skills in face-to-face/video negotiation situations.

Content

How to conduct sales negotiations in international settings?
How to utilize sales psychology for smarter negotiations?
What is the impact of culture on international sales negotiations?
Which are the typical negotiating mistakes?

Opiskelumateriaali

Provided in Learn

Yksilölliset oppimisväylät

Scheduled track:
Active participation in the contact sessions, assignments and quiz

Independent track:
Not offered.

Blended track:
No blended track offered.

TKI ja työelämäyhteistyö

Real-life based case studies, negotiation-simulation exercises

Toteutuksen osien kuvaus

Course content:

A framework for international business negotiations
Distributive and integrative negotiation approach
Key terms, the negotiation process
You as a negotiator
Tactics and ploys in negotiation
Negotiation techniques
Negotiating internationally
Ethics in international negotiations

Further information

Study strategy:

Lectures and discussions
Assignments
Negotiation simulation exercises
Case studies
Presentations
Quiz

Evaluation scale

1-5

Assessment methods and criteria

The assessment is based on activity completion, reflections based on the negotiation exercises done during the contact sessions, presentation and quiz

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.

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

Qualifications

Professional English 5 ECTS credits or equivalent knowledge

Enrollment

10.01.2023 - 20.01.2023

Timing

06.03.2023 - 30.04.2023

Number of ECTS credits allocated

5 op

Virtual portion

2 op

Mode of delivery

60 % Contact teaching, 40 % Distance learning

Unit

Department of Business

Campus

Kouvola Campus

Teaching languages
  • English
Seats

20 - 50

Degree programmes
  • Degree Programme in Business Management
Teachers
  • Sara Czabai-Leppänen
Teacher in charge

Sara Czabai-Leppänen

Groups
  • LTKV21SP3
    Business, full-time studies

Objective

You can explain the theoretical principles and practical steps of a sales negotiation process, including purchasing behavior.
You can recognize the impact and role of culture on negotiations.
You can select strategies and tactics for cross cultural negotiation situations.
You can demonstrate negotiating skills in face-to-face/video negotiation situations.

Content

How to conduct sales negotiations in international settings?
How to utilize sales psychology for smarter negotiations?
What is the impact of culture on international sales negotiations?
Which are the typical negotiating mistakes?

Evaluation scale

1-5

Qualifications

Professional English 5 ECTS credits or equivalent knowledge

Enrollment

06.04.2022 - 09.09.2022

Timing

03.10.2022 - 12.12.2022

Number of ECTS credits allocated

5 op

Virtual portion

3 op

Mode of delivery

40 % Contact teaching, 60 % Distance learning

Unit

Department of Business

Campus

Kouvola Campus

Teaching languages
  • English
Seats

20 - 60

Degree programmes
  • Degree Programme in Business Management
Teachers
  • Sara Czabai-Leppänen
Teacher in charge

Sara Czabai-Leppänen

Groups
  • LTKV21KM5
    Business, part-time studies

Objective

You can explain the theoretical principles and practical steps of a sales negotiation process, including purchasing behavior.
You can recognize the impact and role of culture on negotiations.
You can select strategies and tactics for cross cultural negotiation situations.
You can demonstrate negotiating skills in face-to-face/video negotiation situations.

Content

How to conduct sales negotiations in international settings?
How to utilize sales psychology for smarter negotiations?
What is the impact of culture on international sales negotiations?
Which are the typical negotiating mistakes?

Opiskelumateriaali

Provided in Learn

Yksilölliset oppimisväylät

Scheduled track:
Active participation in the contact sessions, assignments and exam.

Independent track:
Not offered.

Blended track:
No blended track offered.

TKI ja työelämäyhteistyö

Real-life based case studies, negotiation-simulation exercises

Toteutuksen osien kuvaus

Course content:

A framework for international business negotiations
Distributive and integrative negotiation approach
Key terms, the negotiation process
You as a negotiator
Tactics and ploys in negotiation
Negotiation techniques
Negotiating internationally
Ethics in international negotiations

Further information

Study strategy:

Lectures and discussions
Assignments
Negotiation simulation exercises
Case studies
Presentations
Learn exam

Evaluation scale

1-5

Assessment methods and criteria

The assessment is based on activity completion and online exam.

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.

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

Qualifications

Professional English 5 ECTS credits or equivalent knowledge

Enrollment

08.11.2021 - 21.01.2022

Timing

07.03.2022 - 01.05.2022

Number of ECTS credits allocated

5 op

Virtual portion

2 op

Mode of delivery

60 % Contact teaching, 40 % Distance learning

Unit

Liiketalouden koulutusyksikkö, Kouvola (vanhettu)

Campus

Kouvola Campus

Teaching languages
  • English
Seats

20 - 50

Degree programmes
  • Degree Programme in Business Management
Teachers
  • Sara Czabai-Leppänen
Teacher in charge

Sara Czabai-Leppänen

Groups
  • LTKV20SP3
    Business, full-time studies

Objective

You can explain the theoretical principles and practical steps of a sales negotiation process, including purchasing behavior.
You can recognize the impact and role of culture on negotiations.
You can select strategies and tactics for cross cultural negotiation situations.
You can demonstrate negotiating skills in face-to-face/video negotiation situations.

Content

How to conduct sales negotiations in international settings?
How to utilize sales psychology for smarter negotiations?
What is the impact of culture on international sales negotiations?
Which are the typical negotiating mistakes?

Opiskelumateriaali

In Learn

Yksilölliset oppimisväylät

Scheduled track:
Active participation in the contact sessions, assignments and exam.

Independent track:
Not offered.

Blended track:
No blended track offered.

TKI ja työelämäyhteistyö

Real-life based case studies, negotiation-simulation exercises

Evaluation scale

1-5

Assessment methods and criteria

Active participation, assignments and exams.

Qualifications

Professional English 5 ECTS credits or equivalent knowledge