Study Guide

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

Provided 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

Content scheduling

Course content:

A framework for international business negotiations
Distributive and integrative negotiation approach
Key terms, the negotiation process
You as a negotiator
Tactics and ploys in negotiation
Negotiation techniques
Negotiating internationally
Ethics in international negotiations

Further information

Study strategy:

Lectures and discussions
Assignments
Negotiation simulation exercises
Case studies
Presentations
Learn exam

Evaluation scale

1-5

Assessment methods and criteria

The assessment is based on activity completion and online exam.

The assignments of the course have to be completed during the course. The assessment is based on the tasks and assignments related to the lessons, thus no re-sit is possible.

Assessment Scale:

Excellent (5), Good (3-4), Fair (1-2), Fail (0)
51-60 --> 1
61-70--> 2
71-80 --> 3
81-90 --> 4
91-100 --> 5

Qualifications

Professional English 5 ECTS credits or equivalent knowledge