International Trade Techniques

ECTS: 4
Department: TC 
Degree level: 2^nd year of Bachelor
Teaching contact hours: 15 
Instructor: Katia DURIEUX

Learning objectives

• Knowledge and application of INCOTERMS on the international market.
• Customs rules: calculation.
• Negotiation: understand and apply the rules in an intercultural market.

Course topics

• Practical application of Incoterms and customs.
• 10 tips for a winning strategy, 4C rules.
• Analysing the position: prepare the interview, discovery phase, enhance awards to better defend it, concessions and compensation, concluding.
• Role game: “A recalcitrant seller”.
• On the way to …: Prospecting a market, carrying out an internal and external diagnosis and identify the market targets (competitors, communication and strategy).

Teaching method

• Group of 28 students: every 2 weeks 3 hours seminar (“TD”)

Assessment

• 1 intermediate assessment (written) 1,5 hour concerning Application of Incoterms.
• 1 final exam (2 hours).

Entry requirements

• Notions of International trade.