Sales and Negotiations

2026/2027

Academic Year

ENG

Instruction in English

5

ECTS credits

Delivered at:

Department of Management

Course type:

Compulsory course

When:

4 year, 2 module

Instructor

Kozachenko, Ekaterina

Course Syllabus

Abstract

Negotiations are ubiquitous in international affairs. Negotiations in various fields including trade are complex processes, involving dozens or more players who may each represent different interests. This course aims at (i) giving students a range of analytical tools (both formal and informal) in order to understand negotiation dynamics between different configurations of actors, (ii) providing them with the skills needed to develop appropriate strategies and tactics in the conduct of trade negotiations and then (iii) testing their ability to apply them in selected case studies as well as in a simulation exercise. The course involves a series of business games ("management duels") during practical sessions, which help students grasp the theoretical concepts and principles being studied, as well as practical techniques related to conducting negotiations and reaching agreements. At the same time, the solution to issues such as negotiation preparation and conduct, various approaches and methods used in negotiations, negotiation strategy and tactics, defining the strategic interests of the parties, their alternative strategies in case of negotiation failure, and the structure of the negotiation position are modeled and tested, as well as various options for choosing a strategy and tactics based on the specific problems that may arise for the negotiators.