International NegotiationsLaajuus (5 cr)

Objective

The student
- understands the complex nature of international negotiations from buying and selling perspectives
- is able to describe the challenges of sales and purchasing operations faced by international companies
- is able to apply and reflect upon central theories and models necessary for international negotiations
- is able to create a holistic view on a customer’s business and needs and offer working solutions for the customer.

Content

Key theories, methods and tools for international negotiation.
International negotiations as a business function for creating and maintaining successful business relationships.
Role plays.