1. OKBIT22 Managing International Relations Spring 2008 Tutored by: Ismo Koponen, M.Sc. (Econ.) Materials’ copy-right: Anna Marin, M.Sc. (Econ.) School of Business and Information Management

2. Course description 3 ECTS credits Duration: 3rd and 4th period Timing:  3 rd period: On Wed:s, starting at 2:05 p.m. Room: B336 Assessment: Grading scale 0 - 5

3. Course objectives Students  understand the business-to-business context  learn about business networks  understand the importance of business negotiation skills as a success factor,  and develop their personal negotiation skills with a long-term approach  Develop their personal selling skills (b-2-b)

4. Course contents Business-to-business Networking theories Different approaches to business negotiations International business negotiation skills Personal selling

5. How to pass this course? 1. Active participation in discussions 2. Group work on appropriate info search  Presentation 3. Exam

6. Course assignment Group work Alternative topics  Networking theories  Negotiation skills Presentations during week … Detailed instructions later

7. Exam On … Please, look in Ilmari for mor info Based on the course book chapters 1, 3, 10, 19 and other materials used in the sessions Other books and articles, too Your grade will be based on the exam only

8. Course literature Selected chapters from Ghauri, Pervez N and Jean-Claude Usunier (1996, or later). International business negotiations. Oxford: Pergamon (text book)  Chapters 1, 3, 10, 19 Other materials presented in sessions ‘Y-drive-folder-files’ emerging during the course

9. Course agenda (will be changed) ! January  Week 4: Course info February  Week 5: No session. Ismo out of town !  Week 6: Mon: 1. International business Tue: 2. International business-to-business  Week 7: Mon: 3. International business negotiations: Introduction Tue: No lesson  Week 8: Mon: 4. International business negotiations: Planning the negotiations Tue: 5. International business negotiations: Conducting the negotiations  Week 9: Mon: 6. International business negotiations: Cross-cultural considerations Tue: International business negotiations: Cross-cultural considerations

10. Course agenda March  Week 10: Holiday ???  Week 11: Mon: 7. Relationship marketing & Personal selling Tue: 8. Int. business negotiations simulation  Week 12: Mon: Case presentations Tue: Exam

11. Any questions? Ismo’s office hour on Wed:s, 1:00 – 2:00 p.m., in room A212 Tel.: 312 6851