International sales negotiations (5 cr)
Code: LT00DP41-3008
General information
Enrollment
06.01.2024 - 24.02.2024
Timing
04.03.2024 - 31.05.2024
Number of ECTS credits allocated
5 op
Virtual portion
1 op
Mode of delivery
80 % Contact teaching, 20 % Distance learning
Campus
Kouvola Campus
Teaching languages
- English
Seats
20 - 40
Degree programmes
- Degree Programme in Business Management
Teachers
- Sara Czabai-Leppänen
Teacher in charge
Sara Czabai-Leppänen
Groups
-
LTKV22SP3Business, 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?
Materials
To be found in Learn
Teaching methods
-
Employer connections
-
Exam schedules
To be found in Learn
Evaluation scale
1-5
Assessment methods and criteria
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