International sales negotiations (5cr)

Code: LT00DP41-3013

General information

Enrollment: 10.11.2025 - 21.11.2025; Registration for introductions has not started yet.

Timing: 09.02.2026 - 31.05.2026; The implementation has not yet started.

Number of ECTS credits allocated: 5 cr

Local portion: 5 cr

Mode of delivery: Contact learning

Unit: Department of Business

Campus: Kouvola Campus

Teaching languages: English

Seats: 20 - 50

Degree programmes: Degree Programme in Business Management

Teachers: Harri Tuomola

Teacher in charge: Harri Tuomola

Groups: LTKV24SP3
Business, full-time studies

Course: LT00DP41

Unfortunately, no reservations were found for the realization International sales negotiations LT00DP41-3013. It's possible that the reservations have not yet been published or that the realization is intended to be completed independently.

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?

Evaluation

Students can
-use professional (sales) negotiation vocabulary and concepts in an expert way
-work as team members in international team negotiation situations in a professional way
-choose appropriate strategies to conduct negotiations in cross-cultural settings

Course material

lecture materials, any additional material will be distributed in class

Study forms and methods

lectures, class discussions, presentations, negotiation simulations

RDI and work-related cooperation

no direct work life content

Evaluation scale

1-5

Qualifications

Professional English 5 ECTS credits or equivalent knowledge