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Establishment
Language of instruction
English
Teaching content
NEGOTIATION
This course occurs in the following program(s)
IESEG Degree - Programme Grande École
- Crédits ECTS: 2.00
Training officer(s)
A.BORBELY
Stakeholder(s)
Adrian BORBELY
Présentation
Prerequisite
*** PRACTICAL NEGOTIATION SKILLS (for NEG Track students only)
Before the class, students are invited to gain an appropriate understanding of negotiation. For this purpose, it is advised (although not compulsory) that students have followed the course entitled "Practical Negotiation Skills", or simular entry-level courses. Otherwise, a general curiosity for negotiation, and a taste for challenging simulations, can suffice.
Before the class, students are invited to gain an appropriate understanding of negotiation. For this purpose, it is advised (although not compulsory) that students have followed the course entitled "Practical Negotiation Skills", or simular entry-level courses. Otherwise, a general curiosity for negotiation, and a taste for challenging simulations, can suffice.
Goal
At the end of the course, the student should be able to:
- experience difficult, hard-to-navigate negotiation settings
- diagnose and analyse the potential complexity of negotiation settings (multiple parties, multiple issues, multiple layers, positional approaches obstructing constructive exchanges) using a set of tools and techniques
- choose the right negotiation approach to resolve situations in the most productive way (reach a deal, create value, maintain relationships, solve conflicts, etc.)
- understand different negotiation formats, especially when to call for third-party intervention
- experience difficult, hard-to-navigate negotiation settings
- diagnose and analyse the potential complexity of negotiation settings (multiple parties, multiple issues, multiple layers, positional approaches obstructing constructive exchanges) using a set of tools and techniques
- choose the right negotiation approach to resolve situations in the most productive way (reach a deal, create value, maintain relationships, solve conflicts, etc.)
- understand different negotiation formats, especially when to call for third-party intervention
Presentation
Students will be presented with negotiation analysis tools that address the relationship, content and process aspects of negotiation. They will be presented with cases in which difficulties and impasses are linked with each of these dimensions and will be given practical tools and advice to overcome such difficulties.
More precisely, in addition to reviewing the principled method of negotiation, the course will cover:
- Negotiating in teams
- Negotiating complex, multi-issue deals
- Overcoming difficult, disorganized conversations, with the help of facilitators
- Analyzing real-life complex negotiations
More precisely, in addition to reviewing the principled method of negotiation, the course will cover:
- Negotiating in teams
- Negotiating complex, multi-issue deals
- Overcoming difficult, disorganized conversations, with the help of facilitators
- Analyzing real-life complex negotiations
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Présentiel | |||
| Cours interactif | 15,00 | The course will be highly interactive. Each session will mix extensive realistic role plays, class discussions and lectures. Student presence is highly advised, as the learning will take place through class activities and discussion of the class concepts. | |
| Travaux dirigés | 1,00 | During session 4, students will be placed in groups to reflect on real-life complex negotiations of their choosing. | |
| Autoformation | |||
| Lecture du manuel de référence | 6,00 | A textbook chapter to read. | |
| Recherche | 4,00 | ||
| Travail personnel | |||
| Charge de travail personnel indicative | 4,00 | Preparation for role plays. | |
| Group Project | 20,00 | Final Assignment. | |
| Overall student workload | 50,00 | ||
Evaluation
50% of the evaluation is based on preparedness for the role plays, readings completion and in-class activities, the remaining 50% in the form of a group report to be handed two weeks after class completion: an analysis of a real-life case (diagnostic and suggestions for action).
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Contrôle continu | |||
| Participation | 19,66 | 1 | 40,00 |
| Contrôle continu | 6,34 | 1 | 10,00 |
| Autres | |||
| Projet Collectif | 24,00 | 1 | 50,00 |
| TOTAL | 100,00 | ||
Ressources
Bibliography
Lewicki, Barry & Saunders, Negotiation, McGraw Hill (chapters 17 to 19) -