Study Guide

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.