This course introduces practical approaches to selling and negotiation in an international business environment. Students are challenged to improve their understanding of, and capabilities in, the highly competitive global business environment of the twenty-first century.
The course begins with an introduction to the sales process itself, and students learn the key steps in effective selling. Building on this framework, students then focus on its application in
the global marketplace. The emphasis is on the challenges presented by widely differing business, national, and socio-cultural environments around the world.
The course then turns to a detailed examination of negotiation skills. Students learn strategies for negotiating successfully. The course emphasizes integrative strategies, which are centered on win-win outcomes. In addition, students develop communications and listening skills. Students examine and discuss different negotiating styles appropriate to different cultures and countries, and they develop the ability to work with, rather than against, these different styles.
