International sales negotiations (5cr)

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: LTKV21SP3
Business, full-time studies

Course: LT00DP41

Unfortunately, no reservations were found for the realization International sales negotiations LT00DP41-3006. It's possible that the reservations have not yet been published or that the realization is intended to be completed independently.

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