This course offers practical approaches to sales and negotiation processes in an international business environment. In this context, it addresses the basic principles and characteristics of the sales process, negotiation and their role in international trade.
Students are encouraged to develop their understanding and skills regarding the highly competitive global business environment of the twenty-first century. They study and learn different negotiating styles suitable for different cultures and countries, and develop the ability to work with those with different styles.
Comprehends both theoretical and applied subjects in international trade at the advanced level, and uses his/her knowledge when necessary.
PO-2
Analyses basic concepts and data related to International Trade and Economics by scientific methods, interprets those with analytically, and evaluates those with regard to economic issues.
PO-3
Express his/her thoughts, comments and evaluations related to International Trade discipline both in written and oral forms.
PO-4
Defines current problems, and proposes solutions which are supported by evidence and research based quantitative and qualitative data.
PO-5
Inspects how public and private sector enterprises engaged in trade activities operates in practice, and evaluates the continuities and the dynamism in these sectors.
PO-6
Defines and tracks local, regional (such as European Union or Middle East) and global issues from the point of political economics, and relates these issues to each other.
PO-7
Possesses sufficient knowledge in other disciplines related to International Trade (such as Economics, Finance, International Business and Law), and reports this information.
PO-8
Follows publications and research in International Trade, Globalisation and Financial Systems in the English language, and communicates with his/her colleagues internationally.
PO-9
Uses a second language (Russian, Chinese, etc.) at the intermediate level.
PO-10
Possesses ethical principles and scientific values in collection, interpretation and release of data.
Learning Outcomes
LO-1
Understand the dynamics of international sales and negotiations.
LO-2
Attain a basic ability of effective negotiation skills.
LO-3
Learn the main principles and characteristics of sales process, negotiation and their role in international trade.
LO-4
Develop skills to prepare for negotiations in real world cases of international negotiations and selling.
LO-5
Apply knowledge of negotiation to prepare, execute and plan business negotiations within the framework of international sales.
