Program Overview

International Sales Negotiations Module

Overview

The International Sales Negotiations module 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.

Content, Progress, and Pedagogy

The course covers 6 sessions and includes 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

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

Skills

• 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

• 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

Exam

Prerequisite for Enrollment

• 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.

Exam Details

• Name of exam: International Sales Negotiations
• Type of exam: Written or oral exam, Individual
• ECTS: 5
• Permitted aids: Allowed aids are stated in the course description
• Assessment: 7-point grading scale
• Type of grading: Internal examination
• Criteria of assessment: The criteria of assessment are stated in the Examination Policies and Procedures

Facts about the Module

• Danish title: Internationale salgsforhandlinger
• Module code: KAMAR
• Module type: Course
• Duration: 1 semester
• Semester: Autumn
• ECTS: 5
• Language of instruction: English
• Location of the lecture: Campus Aalborg
• Responsible for the module: Morten Munkgaard Mřller

Organisation

• Education owner: Master of Science (MSc) in Economics and Business Administration
• Study Board: Study Board of Economics and Business Administration
• Department: Aalborg University Business School
• Faculty: Faculty of Social Sciences and Humanities

Curriculum

The module is part of the following curricula:

• Curriculum for the Master of Science (MSc) in Economics and Business Administration (Organisation, Strategy and Leadership), 2022
• Curriculum for the Master of Science (MSc) in Economics and Business Administration (Management Accounting and Control), 2022
• Curriculum for the Master of Science (MSc) in Economics and Business Administration (Finance), 2022
• Curriculum for the Master of Science (MSc) in Economics and Business Administration (International Business), 2022
• Curriculum for the Master of Science (MSc) in Economics and Business Administration (Marketing and Sales), 2022
• Curriculum for the Master of Science (MSc) in Technology (Entrepreneurial Business Engineering), 2022
• Curriculum for the Master of Science (MSc) in Economics and Business Administration (Business Data Science), 2022
• Studieordning for kandidatuddannelsen i erhvervsřkonomi (organisation, strategi og ledelse), 2025