International sales negotiations (5 cr)
Code: LT00DP41-3004
General information
Enrollment
08.11.2021 - 21.01.2022
Timing
07.03.2022 - 01.05.2022
Number of ECTS credits allocated
5 op
Virtual portion
2 op
Mode of delivery
60 % Contact teaching, 40 % Distance learning
Unit
Liiketalouden koulutusyksikkö, Kouvola (vanhettu)
Campus
Kouvola Campus
Teaching languages
- English
Seats
20 - 50
Degree programmes
- Degree Programme in Business Management
Teachers
- Sara Czabai-Leppänen
Teacher in charge
Sara Czabai-Leppänen
Groups
-
LTKV20SP3Business, 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?
Opiskelumateriaali
In Learn
Yksilölliset oppimisväylät
Scheduled track:
Active participation in the contact sessions, assignments and exam.
Independent track:
Not offered.
Blended track:
No blended track offered.
TKI ja työelämäyhteistyö
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