International sales negotiations (5 cr)
Code: LT00DP41-3012
General information
Enrollment
04.11.2024 - 17.11.2024
Timing
13.01.2025 - 31.05.2025
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Department of Business
Campus
Kouvola Campus
Teaching languages
- English
Seats
20 - 60
Degree programmes
- Degree Programme in Business Management
Teachers
- Harri Tuomola
Teacher in charge
Harri Tuomola
Groups
-
LTKV23SP3Business, 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?
Opiskelumateriaali
Personal selling 5 ECTS credits
Evaluation scale
1-5
Qualifications
Professional English 5 ECTS credits or equivalent knowledge