International sales negotiations (5 cr)
Code: LT00DP41-3009
General information
- Enrollment
-
26.08.2024 - 16.09.2024
Registration for the implementation has ended.
- Timing
-
02.09.2024 - 06.12.2024
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 - 40
- Degree programmes
- Degree Programme in Business Management
- Teachers
- Sara Czabai-Leppänen
- Teacher in charge
- Sara Czabai-Leppänen
- Groups
-
LTKV23KM5Business, part-time studies
- Course
- LT00DP41
Realization has 5 reservations. Total duration of reservations is 13 h 45 min.
| Time | Topic | Location |
|---|---|---|
|
Mon 16.09.2024 time 14:00 - 17:00 (3 h 0 min) |
International sales negotiations LT00DP41-3009 |
329A
Teoria-/monitoimitila (40+), 3. kerros
|
|
Mon 14.10.2024 time 14:00 - 17:00 (3 h 0 min) |
International sales negotiations LT00DP41-3009 |
149
Byod-/teorialuokka (32+1), päärakennus
|
|
Mon 25.11.2024 time 14:00 - 17:00 (3 h 0 min) |
International sales negotiations LT00DP41-3009 |
329A
Teoria-/monitoimitila (40+), 3. kerros
|
|
Mon 02.12.2024 time 10:00 - 12:00 (2 h 0 min) |
International sales negotiations LT00DP41-3009 |
329A
Teoria-/monitoimitila (40+), 3. kerros
|
|
Mon 09.12.2024 time 09:00 - 11:45 (2 h 45 min) |
International sales negotiations LT00DP41-3009 |
329A
Teoria-/monitoimitila (40+), 3. kerros
|
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?
Course material
To be found in Learn
Study forms and methods
-
RDI and work-related cooperation
-
Timing of exams and assignments
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