International sales negotiations (5 cr)
Code: LT00DP41-3001
General information
Enrollment
14.12.2020 - 14.01.2021
Timing
15.02.2021 - 02.05.2021
Number of ECTS credits allocated
5 op
Virtual portion
2 op
Mode of delivery
60 % Contact teaching, 40 % Distance learning
Campus
Kouvola Campus
Teaching languages
- English
Seats
20 - 40
Degree programmes
- Degree Programme in Business Management
Teachers
- Sara Czabai-Leppänen
Teacher in charge
Sara Czabai-Leppänen
Groups
-
LTKV19SP3Business, full-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
Course material in Learn.
Teaching methods
Scheduled track:
Active participation in the contact sessions, exercises and assignments and exam.
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.
Evaluation scale
1-5
Assessment methods and criteria
Active participation, assignments and exam.
Qualifications
Professional English 5 ECTS credits or equivalent knowledge