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Establishment
Language of instruction
English
Teaching content
NEGOTIATION
Training officer(s)
J.RAMIREZ MARIN
Stakeholder(s)
F.BADDAR, J.VAKKAYIL, J.RAMIREZ MARIN, J.YAO, Barney JORDAAN
Présentation
Prerequisite
The prior knowledge necessary for this course are basic negotiation concepts such as BATNA, reservation price, integrative and distributive strategy, etc. Moreover prior understanding of economic, political and social factors in new markets is highly valued.
Goal
Apply negotiation skills in specific contexts.
Adapt and manage in diverse and multicultural environments, and bring change in organization.
Have an overview of Foreign Direct Investment in New Markets.
Elaborate on economic and political factors in new markets.
Understand the challenges of negotiating across borders.
Adapt and manage in diverse and multicultural environments, and bring change in organization.
Have an overview of Foreign Direct Investment in New Markets.
Elaborate on economic and political factors in new markets.
Understand the challenges of negotiating across borders.
Presentation
Five different sessions with native professors from the emerging markets are organized for this course. The sessions are:
• India (Jacob VAKKAYIL)
• China (JingJing YAO)
• South Africa (Barney JORDAAN)
• Middle East (Fawaz BADDAR)
• Latin America (Jimena RAMIREZ)
• India (Jacob VAKKAYIL)
• China (JingJing YAO)
• South Africa (Barney JORDAAN)
• Middle East (Fawaz BADDAR)
• Latin America (Jimena RAMIREZ)
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Présentiel | |||
| Cours interactif | 16,00 | ||
| Distanciel | |||
| Video-Conferences | 2,00 | ||
| Autoformation | |||
| Lecture du manuel de référence | 12,00 | ||
| Travail personnel | |||
| Individual Project | 20,00 | ||
| Overall student workload | 50,00 | ||
Evaluation
This course will be assessed based on participation and continuous work in each one of the sessions and in an individual exam.
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Contrôle continu | |||
| Participation | 16,00 | 1 | 50,00 |
| Examen (final) | |||
| QCM | 1,00 | 1 | 25,00 |
| Examen écrit | 2,00 | 1 | 25,00 |
| TOTAL | 100,00 | ||
Ressources
Bibliography
Lewicki, R.J., Barry B. & Saunders D.M. (2009) Negotiation 6th edition. McGraw Hill (chap. 16) -
Brett, J. M. (2014) Negotiating Globally.3rd edition. San Francisco: Wiley. -
Capital Mobility: The good, the bad and the ugly. The Economist. October 2016. -
Musaccio A., & Werker E. (2016) Mapping Frontier Economies. Havard Business Review. -
Brett, J. M. (2014) Negotiating Globally.3rd edition. San Francisco: Wiley. -
Capital Mobility: The good, the bad and the ugly. The Economist. October 2016. -
Musaccio A., & Werker E. (2016) Mapping Frontier Economies. Havard Business Review. -