International business negotiations (5 cr)
Code: IB00EC51-3001
General information
Enrollment
14.12.2020 - 14.01.2021
Timing
01.01.2021 - 25.02.2021
Number of ECTS credits allocated
5 op
Virtual portion
3 op
Mode of delivery
40 % Contact teaching, 60 % Distance learning
Teaching languages
- English
Degree programmes
- Degree Programme in Digital International Business
Teachers
- Sara Czabai-Leppänen
- Päivi Ollila
Teacher in charge
Sara Czabai-Leppänen
Groups
-
IBKV20SP1Digital international business, full-time studies
-
IBKV20SP2Digital 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?
Materials
August & Al. International Business Law, Texts, Cases and Readings. Chapter 10 Sales.
Course material in Learn.
Teaching methods
Scheduled track:
Active participation in the contact sessions, exercises and assignments and exams.
Independent track:
Not offered.
Blended track:
No blended track offered.
Exam schedules
Students have two re-attempts to pass a failed exam within one year of the date of beginning of the course. Re-attempts are done in exam aquarium (exam.xamk.fi). Instructions for the use of exam system are given in Student.
Content scheduling
The course consists of two parts: Negotiations 3 ECTS and Contracts 2 ECTS. Both parts must be completed and are independently assessed.
Evaluation scale
1-5
Assessment methods and criteria
Active participation, exercises and assignments and exams.