International sales negotiations (5 cr)
Code: LT00DP41-3002
General information
Enrollment
12.04.2021 - 25.04.2021
Timing
04.10.2021 - 17.12.2021
Number of ECTS credits allocated
5 op
Virtual portion
3 op
Mode of delivery
40 % Contact teaching, 60 % Distance learning
Campus
Kouvola Campus
Teaching languages
- English
Seats
20 - 60
Degree programmes
- Degree Programme in Business Management
Teachers
- Sara Czabai-Leppänen
Groups
-
LTKV20KM5Business, 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?
Materials
In Learn
Teaching methods
Scheduled track:
Active participation in the contact sessions, assignments and exam.
Independent track:
Not offered.
Blended track:
No blended track offered.
Employer connections
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