International sales negotiations (5 cr)
Code: LT00DP41-3006
General information
Enrollment
10.01.2023 - 20.01.2023
Timing
06.03.2023 - 30.04.2023
Number of ECTS credits allocated
5 op
Virtual portion
2 op
Mode of delivery
60 % Contact teaching, 40 % Distance 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
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 scale
1-5
Qualifications
Professional English 5 ECTS credits or equivalent knowledge