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Establishment
Language of instruction
English
Teaching content
LANGUAGES
This course occurs in the following program(s)
IESEG Degree - Programme Grande École
- Crédits ECTS:
Training officer(s)
GC.THELLIER
Stakeholder(s)
Gael-Carol Thellier (Lille) Michelle Rosen (Paris)
Présentation
Prerequisite
Students should have a very good command (minimum B1) of the English language, be capable of carrying out a presentation in English using Power-Point and be able to express their opinions in a group.
Goal
At the end of the course, the student should be able to :
- have greater awareness about ESRS topics in a negotiation.
- have the necessary skillful language to negotiate in English.
- have an awareness of other cultures' approach to negotiations.
- be able to summarize the outcome of a negotiation and reach an agreement.
- be able to negotiate by mail.
- be able to participate actively in a group or individual negotiation.
- have greater awareness about ESRS topics in a negotiation.
- have the necessary skillful language to negotiate in English.
- have an awareness of other cultures' approach to negotiations.
- be able to summarize the outcome of a negotiation and reach an agreement.
- be able to negotiate by mail.
- be able to participate actively in a group or individual negotiation.
Presentation
The language skills necessary for a negotiation.
- The different phases of a negotiation.
- Writing, a proposal letter, email suggesting points to be negotiated, report summarizing
a negotiation.
- Cultural diffrences to take into account in a negotiation.
- Handling conflicts in a negotiation.
- Body language in a negotiaton.
- The different phases of a negotiation.
- Writing, a proposal letter, email suggesting points to be negotiated, report summarizing
a negotiation.
- Cultural diffrences to take into account in a negotiation.
- Handling conflicts in a negotiation.
- Body language in a negotiaton.
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Autoformation | |||
| E-Learning | 4,00 | Students will do research on other cultures' approach to negotiations and present a recent negotiation between two countries.The students will have a film to watch and be expected to do the nessesary reaserch in order to be able to answer questions. | |
| Travail personnel | |||
| Group Project | 10,00 | Student will be expected to prepare case studies out of class. | |
| Charge de travail personnel indicative | 14,00 | On line exam subsequent to the watching of the fillm '12 Angry Men'. Summary of negotiations carried out in class. Written assignments. | |
| Individual Project | 6,00 | ||
| Présentiel | |||
| Cours interactif | 16,00 | In class negotiations to apply the language and points studied in class | |
| Overall student workload | 50,00 | ||
Evaluation
40% Participation, this includes active participation in role plays, homework and presence in class.
15% PPT oral presentation and handout on cultural tips which should be sent to all the class by e-mail.
35% Final oral evaluation of the students' performance in a negotiation.
10% Written assessment.
15% PPT oral presentation and handout on cultural tips which should be sent to all the class by e-mail.
35% Final oral evaluation of the students' performance in a negotiation.
10% Written assessment.
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Contrôle continu | |||
| Présentation orale | 0,33 | 1 | 15,00 |
| Participation | 0,00 | 0 | 40,00 |
| Expression écrite | 0,00 | 4 | 10,00 |
| Examen (final) | |||
| Examen oral | 0,00 | 0 | 35,00 |
| TOTAL | 100,00 | ||
Ressources
Bibliography
International Negotiations by Mark Powell, English for International Negotiations by Drew Rogers -