Study Guide

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.

Materials

To be announced later

Teaching methods

The course is highly interactive between the class and the lecturer. Through case studies/presentations, problems, students will have the opportunity to use the concepts, ideas, and strategies presented in class. Problem-solving sessions occur in both individual (primarily) and team (occasionally) settings.

Exam schedules

As mentioned above, the grading will be based on assignments. No exam will be administered in this course.

International connections

classroom discussions, case study analysis, and project based learning.

Student workload

Contact sessions: 30 hours
Readings: ~40-60 hours
Working on the assignments: ~40-60 hours

Content scheduling

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

Further information

For more information contact:
Email: Otieno.Mbare@turkuamk.fi
Tel. +358 40 355 0175
Room (??)

Evaluation scale

H-5

Assessment methods and criteria

Evaluation will be based on four assignments, the submission of all cases of international negotiations (as will be assigned) and your final group oral and written presentation. There will be no exam in this course. The student need to put a lot of effort in the assignments as this will form the basis of the student's grade.

The grading system ranges from 1 - 5 where;
1 = Mediocre; 2 = Satisfactory; 3 = Good; 4 = Very good; 5 = Excellent
Assessment based on successful completion of course assignments and self-reflection.

Assessment criteria, fail (0)

FAILED
• Quantity: The work is not completed and or;
• Quality: The minimum content requirements are not met

Assessment criteria, satisfactory (1-2)

Acceptable, BUT Below Average
- limited understanding of key tenets of international negotiation, thinking, and communication are hardly acceptable
- Appear to grasp theory but unable to interpret the situation correctly.

Assessment criteria, good (3-4)

Satisfactory/Very Good
- knowledge of key tenets of negotiations, thinking, and communication are satisfactory and very good
- Understanding of theory and applicability but work could be stronger
- Demonstrate general understanding of theory and application in real life context

Assessment criteria, excellent (5)

Excellent:
- Mastery of theory and penetrating insights in real-life context;
- Outstanding knowledge in international negotiations, thinking, and communication