Study Guide

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

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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