International sales negotiationsLaajuus (5 cr)

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

Evaluation

Students can
-use professional (sales) negotiation vocabulary and concepts in an expert way
-work as team members in international team negotiation situations in a professional way
-choose appropriate strategies to conduct negotiations in cross-cultural settings