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Language of instruction
English
Teaching content
NEGOTIATION
Training officer(s)
J.RAMIREZ MARIN
Stakeholder(s)
J.RAMIREZ MARIN, AS.DE PAUW, S.KIM, F.LEMPP
Présentation
Prerequisite
None. This is basic negotiation skills course with an international perspective.
Goal
At the end of the course, the student should be able to:
Understand and apply negotiation concepts and skills in an international environment;
Understand the influence of culture on the global negotiation settings and strategies;
Identify the variables in the negotiation process which create value in negotiation;
Apply negotiation strategies in multi-party situations in an international business context;
Plan and prepare for complex negotiations, especially by identifying key behavioral characteristics helping
or hindering the search for a mutually satisfactory deal;
Use the relevant negotiation concepts to better understand their working environment and its conflictuality.
Conduct a mediated conflict negotiation and deal with emotions of parties around the table
Recognize how personal culture influences business interactions in a multicultural environment (AACSB)
Understand and apply negotiation concepts and skills in an international environment;
Understand the influence of culture on the global negotiation settings and strategies;
Identify the variables in the negotiation process which create value in negotiation;
Apply negotiation strategies in multi-party situations in an international business context;
Plan and prepare for complex negotiations, especially by identifying key behavioral characteristics helping
or hindering the search for a mutually satisfactory deal;
Use the relevant negotiation concepts to better understand their working environment and its conflictuality.
Conduct a mediated conflict negotiation and deal with emotions of parties around the table
Recognize how personal culture influences business interactions in a multicultural environment (AACSB)
Presentation
The goal of this course is to give students the tools to create / maintain fruitful international business
relationships through negotiation processes aiming to reach mutually satisfying outcomes.
The content of the course will be centered on the following topics: distributive and integrative negotiation
settings and strategies, negotiation planning, the influence of culture in negotiation strategy and complexity of international negotiations, conflict negotiation and mediation.
This course will consist of a mix of theory delivered to the students and application exercises and realistic role plays. Class discussion will be based on the students' performance in the exercises and the concepts will be illustrated by the group's experience in negotiation. Active class discussion will enable integration of the concepts and to create links with the participants' past experiences
relationships through negotiation processes aiming to reach mutually satisfying outcomes.
The content of the course will be centered on the following topics: distributive and integrative negotiation
settings and strategies, negotiation planning, the influence of culture in negotiation strategy and complexity of international negotiations, conflict negotiation and mediation.
This course will consist of a mix of theory delivered to the students and application exercises and realistic role plays. Class discussion will be based on the students' performance in the exercises and the concepts will be illustrated by the group's experience in negotiation. Active class discussion will enable integration of the concepts and to create links with the participants' past experiences
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Présentiel | |||
| Cours interactif | 16,00 | ||
| Travail personnel | |||
| Group Project | 18,00 | ||
| Autoformation | |||
| Lecture du manuel de référence | 8,00 | ||
| Recherche | 8,00 | ||
| Overall student workload | 50,00 | ||
Evaluation
This course looks at a combination of pre-, in- and post-class participation, as well as development and presentation of a personal development plan
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Contrôle continu | |||
| Participation | 16,00 | 1 | 20,00 |
| Autres | |||
| Projet Collectif | 30,00 | 1 | 50,00 |
| Examen (final) | |||
| QCM | 2,00 | 1 | 30,00 |
| TOTAL | 100,00 | ||
Ressources
Bibliography
Essential: Jeanne M. Brett (2014). Negotiating Globally 3rd edition. Jossey Bass. -
Lewicki, R.J., Barry B. & Saunders D.M. (2009) Negotiation 6th edition. McGraw Hill. -
Lewicki, R.J., Barry B. & Saunders D.M. (2009) Negotiation 6th edition. McGraw Hill. -
Internet resources