International business negotiations (5 cr)

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?

Course material

To be found in Learn

Study forms and methods

Contact teaching, no online or blended track offered.

RDI and work-related cooperation

Case studies

Timing of exams and assignments

To be found in Learn

International cooperation

-

Student workload

5 ECTS

Course part description

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