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?

Evaluation

Students can

a.use professional business negotiation vocabulary.

e. choose appropriate strategies to conduct successful negotiations in cross-cultural settings.

f. work as team members in international team negotiation situations in a professional way.

Course material

In Learn

Study forms and methods

For daytime students only.

RDI and work-related cooperation

Case studies

Evaluation scale

1-5

Assessment methods and criteria

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.