International sales negotiations (5 cr)

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?

Evaluation

Students can
-use professional (sales) negotiation vocabulary and concepts in an expert way
-work as team members in international team negotiation situations in a professional way
-choose appropriate strategies to conduct negotiations in cross-cultural settings

Course material

Course material in Learn.

Study forms and methods

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

Independent track:
Not offered.

Blended track:
No blended track offered.

Timing of exams and assignments

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