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Masters

International Sales and Negotiations

Aalborg University
Aalborg , Denmark
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Start Date
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Medium of studying
Not Available
Duration
1 semesters
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Program Details
Degree
Masters
Major
International Business | Marketing | Sales
Area of study
Business and Administration
Course Language
English
About Program

Program Overview

International Sales and Negotiations Module

Content, Progress, and Pedagogy of the Module

The International Sales and Negotiations module introduces students to business negotiation fundamentals, enabling them 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 introduces negotiation techniques and strategies to plan and engage in negotiations as part of sales and marketing processes.


Learning Objectives

Knowledge

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

Skills

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


  • Suggesting appropriate negotiation strategies for specific contexts
  • Negotiating in practice
  • Selecting central and relevant methods for how to achieve different outcomes through negotiations

Competences

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


  • Analyzing negotiation situations to suggest improvements
  • Managing and planning negotiation strategies for business
  • Applying theoretical and practical approaches of how to influence and persuade in different situations

Type of Instruction

For information, see Ï 17.


Exam

Exams

  • Name of exam: International Sales and Negotiations
  • Type of exam: Oral exam, Group examination with a maximum of 4 students
  • ECTS: 5
  • Assessment: Passed/Not Passed
  • 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: International forhandling og salg
  • 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: Karina Burgdorff
  • Used in:
    • 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

Organisation

  • Study Board: Study Board of Economics and Business Administration
  • Department: Aalborg University Business School
  • Faculty: Faculty of Social Sciences and Humanities
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