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Establishment
Language of instruction
English
Teaching content
NEGOTIATION
Training officer(s)
S.KIM
Stakeholder(s)
Sunyoung Kim
Présentation
Prerequisite
*** Students should have taken the introductory course on negotiations PRACTICAL NEGOTIATION SKILLS.
*Prior knowledge about negotiation or business experience is also a plus but not compulsory.
*Prior knowledge about negotiation or business experience is also a plus but not compulsory.
Goal
At the end of the course the student should be able to :
• Gain a broad, intellectual understanding of central concepts in multi-party negotiation as they apply in a variety of contexts.
• Build confidence in negotiation skills, specifically concerning multiparty contexts.
• Improve analytical abilities for understanding and predicting the behavior of others in multi-party negotiation settings.
• Develop a toolkit of useful negotiation skills, strategies, and approaches in complex negotiations.
• Gain a broad, intellectual understanding of central concepts in multi-party negotiation as they apply in a variety of contexts.
• Build confidence in negotiation skills, specifically concerning multiparty contexts.
• Improve analytical abilities for understanding and predicting the behavior of others in multi-party negotiation settings.
• Develop a toolkit of useful negotiation skills, strategies, and approaches in complex negotiations.
Presentation
Students will be presented with negotiation analysis tools that address the relationship, content and process of multi-party negotiations. They will be presented with cases and will be given practical tools and strategies to manage these types of negotiations. In addition to reviewing the principled method of negotiation, the course will cover:
- Negotiating in teams
- Analysis and negotiation of complex, multi-issue deals
- Dispute resolution and mediation
- Negotiating in teams
- Analysis and negotiation of complex, multi-issue deals
- Dispute resolution and mediation
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Présentiel | |||
| Cours interactif | 16,00 | ||
| Travail personnel | |||
| Individual Project | 5,00 | ||
| Charge de travail personnel indicative | 15,00 | ||
| Overall student workload | 36,00 | ||
Evaluation
Students are evaluated based on their performance in negotiation role plays and on their behavior during the course (presence, participation, punctuality, involvement in role plays) and through an exam based on the course lecture content.
Collective feedback will be provided on the different assignments and the negotiation role plays. Whenever applicable, feedback will be related to the learning goals and learning objectives of the course, which will be communicated to all students at the beginning of the course.
Collective feedback will be provided on the different assignments and the negotiation role plays. Whenever applicable, feedback will be related to the learning goals and learning objectives of the course, which will be communicated to all students at the beginning of the course.
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Contrôle continu | |||
| Participation | 0,00 | 0 | 40,00 |
| Exercices | 0,00 | 0 | 10,00 |
| Examen (final) | |||
| Examen écrit | 0,00 | 0 | 50,00 |
| TOTAL | 100,00 | ||
Ressources
Bibliography
1. Fisher R, Ury W & Patton B. Getting to Yes. Penguin Books -
2. Lewicki, R.J., Barry B. & Saunders D.M. (2009) Negotiation 6th edition. McGraw Hill. -
2. Lewicki, R.J., Barry B. & Saunders D.M. (2009) Negotiation 6th edition. McGraw Hill. -