International Sales and Negotiations


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



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.


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.


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.



Name of examInternational Sales and Negotiations
Type of exam
Oral exam
Group examination with max. 4 students.
AssessmentPassed/Not Passed
Type of gradingInternal examination
Criteria of assessmentThe criteria of assessment are stated in the Examination Policies and Procedures

Facts about the module

Danish titleInternational forhandling og salg
Module codeKAMAR202211
Module typeCourse
Duration1 semester
Language of instructionEnglish
Location of the lectureCampus Aalborg
Responsible for the module


Study BoardStudy Board of Economics and Business Administration
DepartmentAalborg University Business School
FacultyFaculty of Social Sciences and Humanities