International business negotiations (5 cr)
Code: IB00EC51-3005
General information
Enrollment
04.11.2024 - 17.11.2024
Timing
07.01.2025 - 28.03.2025
Number of ECTS credits allocated
5 op
Virtual portion
2 op
RDI portion
1 op
Mode of delivery
60 % Contact teaching, 40 % Distance learning
Unit
Department of Business
Campus
Kouvola Campus
Teaching languages
- English
Seats
20 - 60
Degree programmes
- Degree Programme in Digital International Business
Teachers
- Sara Czabai-Leppänen
Teacher in charge
Sara Czabai-Leppänen
Groups
-
IBKV24SP1Digital international business, full-time studies
- 14.01.2025 12:30 - 15:45, International business negotiations IB00EC51-3005
- 22.01.2025 12:45 - 16:15, International business negotiations IB00EC51-3005
- 04.02.2025 12:45 - 16:15, International business negotiations IB00EC51-3005
- 10.02.2025 12:00 - 16:00, International business negotiations IB00EC51-3005
- 12.02.2025 12:45 - 16:15, International business negotiations IB00EC51-3005
- 19.02.2025 12:45 - 16:15, International business negotiations IB00EC51-3005
- 05.03.2025 12:45 - 16:15, International business negotiations IB00EC51-3005
- 07.03.2025 10:00 - 14:00, International business negotiations IB00EC51-3005
- 12.03.2025 12:45 - 16:15, International business negotiations IB00EC51-3005
- 19.03.2025 12:45 - 16:15, International business negotiations IB00EC51-3005
- 26.03.2025 12:45 - 16:15, International business negotiations IB00EC51-3005
Objective
You can explain the theoretical principles and practical steps of the negotiation process.
You can select strategies and tactics for international business negotiation situations.
You can demonstrate negotiating skills in active sales negotiation situations.
You can describe and explain to the seller and buyer how a binding international sales contract is made and what rights and obligations a seller and a buyer have in international sale of tangible goods.
Content
What are the main theoretical principles and practical steps of the negotiation process?
How to select the right strategies and tactics in international business negotiation situations?
How to boost your negotiating skills through practical negotiation simulation exercises?
What kind of aspects should you take into account when making international b2b sales contracts?
Opiskelumateriaali
To be found in Learn
Yksilölliset oppimisväylät
Contact teaching, no online or blended track offered.
TKI ja työelämäyhteistyö
Case studies
Tentit ja muut määräajat
To be found in Learn
Kansainvälinen yhteistyö
-
Opiskelijan työmäärä
5 ECTS
Toteutuksen osien kuvaus
Overview and framework of international business negotiations
Distributive and integrative negotiation approach
Key terms, the negotiation process
You as a negotiator
Tactics and ploys in negotiation
Negotiation techniques
Sales negotiations specifics and sales contracts
Negotiating internationally
Importance of cultural intelligence in negotiations
Evaluation scale
1-5
Assessment methods and criteria
The assessment is based on activity completion, assignments and a quiz
The assignments of the course have to be completed during the course. The assessment is based on the tasks and assignments related to the lessons, thus no re-sit is possible.
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