Content, progress and pedagogy of the module

International sales and negotiations will introduce the students to business negotiation fundamentals and enable the students to understand different theories of negotiations for marketing and sales contexts.

The ability to negotiate with customers and partners is essential to business, and understanding how to plan and execute a negotiation process is a key competency.

This module will introduce negotiation techniques and strategies to plan and engage in negotiations as part of sales and marketing processes.

Learning objectives

Knowledge

The objective is that the student after the module possesses the necessary knowledge on:

• negotiation theories for Business to Business.
• international differences in negotiation practices.
• creating different types of value with stakeholders when negotiating.

Skills

The objective is that the student after the module possesses the necessary skills in:

• suggest appropriate negotiation strategies for specific contexts.
• negotiating in practice.
• selecting central and relevant methods for how to achieve different outcomes through negotiations.

Competences

The objective is that the student after the module possesses the necessary competences in:

• analysing negotiation situations to suggest improvements.
• manage and plan negotiation strategies for business.
• applying theoretical and practical approaches of how to influence and persuade in different situations.

Type of instruction

For information see § 17.

Exam

Exams