Content, progress and pedagogy of the module

The elective aims to equip students with the skills and knowledge necessary to effectively negotiate in international sales contexts. Students will learn about negotiation theories, strategies, and tactics, with a focus on cross-cultural considerations and practical applications. By the end of the course, students will be able to develop negotiation plans, execute sales negotiations, and analyze negotiation outcomes.

The course covers 6 sessions and will include lectures, exercises, case work and self-study individually and in groups. It is possible to use this course to prepare for the European Sales competition which takes place in the Spring semester.

Learning objectives

Knowledge

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

• Theoretical perspectives on negotiation wioth a focus on sales
• Cross-cultural contexts of sales negotiation
• Ethical considerations in sales negotiation
• Negotiation tactics

Skills

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

• Negotiation Planning: Ability to develop comprehensive negotiation plans, including setting objectives, understanding the other party, and strategizing.
• Communication: Enhanced verbal and non-verbal communication skills tailored to negotiation contexts.
• Cultural Awareness: Proficiency in recognizing and adapting to cultural differences in negotiation styles and practices.
• Tactical Application: Mastery of various negotiation tactics and techniques, including handling difficult negotiations and psychological aspects.
• Ethical Decision-Making: Ability to navigate ethical dilemmas in negotiations and maintain integrity.
• Analytical Thinking: Skills in analyzing negotiation scenarios and outcomes, including case studies and real-world applications.

Competences

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

• Strategic Thinking: Competence in formulating and executing effective negotiation strategies.
• Problem-Solving: Enhanced problem-solving abilities in complex negotiation situations.
• Interpersonal Skills: Improved interpersonal skills for building rapport and trust in negotiations.
• Adaptability: Ability to adapt negotiation approaches based on situational and cultural contexts.
• Critical Evaluation: Competence in critically evaluating negotiation processes and outcomes.

Type of instruction

For information see § 17.

Exam

Prerequisite for enrollment for the exam

• Students have participated in at least three of the exercises offered in class. If students do not fulfill the requirements for the ordinary exam, they must pass a written assignment in order to participate in the re-exam.

Exams