MN5072 - International Selling and Negotiation (2026/27)
| Module specification | Module approved to run in 2026/27 | |||||||||||||||
| Module title | International Selling and Negotiation | |||||||||||||||
| Module level | Intermediate (05) | |||||||||||||||
| Credit rating for module | 15 | |||||||||||||||
| School | Guildhall School of Business and Law | |||||||||||||||
| Total study hours | 150 | |||||||||||||||
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| Assessment components |
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| Running in 2026/27(Please note that module timeslots are subject to change) |
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Module summary
Selling is an essential function of business. This module provides you with the opportunity to gain and develop essential selling and negotiation knowledges and skills. It will particularly consider the international perspective in selling to prepare you for the importance of taking into account the richness of our current global context. The module supports several courses, as it addresses an important marketing management function that includes understanding the selling function and developing it to improve the overall business effectiveness. There has been regular research confirming employers’ need for employees with selling skills as they argue that ‘selling is a lifeblood of businesses’ since businesses cannot survive without effective results from this important function. Accordingly, the understanding of this business function should give all students the edge over other students without such knowledge when seeking employment opportunities. Past students of this module have confirmed the importance of undertaking this module in helping them find a job. Additionally, selling has a broader perspective as it enables students to learn how to be more persuasive while remaining ethical in their business transactions.
Syllabus
The syllabus will focus on the following dimensions reflected in the title of the module: understanding the key dimensions of the theory of selling, including negotiation, and developing skills for researching and developing a plan and delivering it to win and/or retain customers. Seminars will provide the opportunity to practice key concepts using real-life examples.
Balance of independent study and scheduled teaching activity
The module will be delivered consisting of lectures weekly sessions, supported by seminar sessions. The module will use a blended learning delivery approach covering lectures/workshops, video demonstrations and student projects. We will use extensively Weblearn for both delivery of teaching and practice material as well as for the submission of assessment.
The lectures will focus on the following dimensions reflected in the title of the module: understanding the key dimensions of the theory of selling and developing skills for researching and developing a plan and delivering it to win and/or retain customers. Each seminar will include introductions to key concepts as well as opportunities for practice of the concepts using real-life examples. Students will be given the opportunity to prepare for sessions by encouraging them to undertake tasks before sessions.
During classes students will be encouraged to present their reflections about tasks so they may also develop their ability to speak confidently to audiences.
Students will be encouraged to keep a learning log to help them see how they are developing and note any areas of difficulties which can be discussed with the tutor.
Learning outcomes
On completion of the module students should be able:
1. Understand the local and international context and challenges of selling
2. Understanding key concepts and techniques of selling, including negotiation, and the selling planning process
3. Research and implement a selling plan for winning and/or keeping clients taking into consideration social and environmental/sustainability responsibilities and using, where relevant, digital and AI tools.
Bibliography
Please see online reading list at:
See reading list here.