International sales negotiations (5 cr)
Code: LT00DP41-3006
General information
- Enrollment
-
10.01.2023 - 20.01.2023
Registration for the implementation has ended.
- Timing
-
06.03.2023 - 30.04.2023
Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 3 cr
- Virtual portion
- 2 cr
- Mode of delivery
- Blended learning
- Unit
- Department of Business
- 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
-
LTKV21SP3Business, full-time studies
- Course
- LT00DP41
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
Evaluation scale
1-5
Qualifications
Professional English 5 ECTS credits or equivalent knowledge