•   International sales negotiations LT00DP41-3002 04.10.2021-17.12.2021  5 credits  (LTKV20KM5) +-
    Learning outcomes of the course
    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.
    Prerequisites and co-requisites
    Professional English 5 ECTS credits or equivalent knowledge
    Course contents
    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?
    Mode of delivery

    40% Face-to-face, 60% Distance learning

    Recommended or required reading

    In Learn

    Assessment methods and criteria

    Active participation, assignments and exams.

    Language of instruction

    English

    Timing

    04.10.2021 - 17.12.2021

    Enrollment date

    12.04.2021 - 25.04.2021

    5 credits

    Group(s)
    • LTKV20KM5
    Seats

    20 - 60

    Unit, in charge

    Liiketalouden koulutusyksikkö, Kouvola (not translated)

    Teacher(s)

    Sara Czabai-Leppänen

    Programme(s)

    Degree Programme in Business Management

    Unit location

    Kouvola Campus

    Virtual proportion

    3 credits

    Evaluation scale

    1-5

    Planned learning activities and teaching methods

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

    Independent track:
    Not offered.

    Blended track:
    No blended track offered.

    Work placement(s)

    Real-life based case studies, negotiation-simulation exercises