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Language of instruction
English
Teaching content
NEGOTIATION
Training officer(s)
J.RAMIREZ MARIN
Stakeholder(s)
J.RAMIREZ MARIN, F.LEMPP
Présentation
Prerequisite
Knowledge on the fundamentals of negotiation. Willingness to do field research and apply theory to corporate practice (observation). WThis is an extensive research based course covering 8 weeks, the students will be expected to work in group to conduct field based research on company negotiation strategy. The first five days or 16 hours are intensive for one week.
Goal
The main objective of this elective is to understand negotiation: contexts, processes, personal styles and the consequences of the negotiation outcomes within the corporate environment. The main method is observing the actors in an organization with the goal of understanding the occurrence of negotiation processes within organizations. Tha main goal is to compare this understanding with negotiation theories to provide insighful recommendations to companies. For this course ‘negotiation’ not only refers to the communication process of making tradeoffs to reach an agreement; here it also refers to the overall trading strategy of an organization.
At the end of the module, participants will be able to:
• Better understand a range of negotiation processes across different organizations.
• Understand how different strategies are applied in different circumstances.
• Understand negotiation both inside and outside of the organization.
• Be able to identify the difficulties in a range of negotiation situations.
• Discusse the findings by comparing them with relevant negotiation theory.
• Be able to conduct group research and work as a team to produce the final report
At the end of the module, participants will be able to:
• Better understand a range of negotiation processes across different organizations.
• Understand how different strategies are applied in different circumstances.
• Understand negotiation both inside and outside of the organization.
• Be able to identify the difficulties in a range of negotiation situations.
• Discusse the findings by comparing them with relevant negotiation theory.
• Be able to conduct group research and work as a team to produce the final report
Presentation
1- An introduction to the course and the course requirements.
2 - Strategy and Negotiaion.
3 - Interview Design and Practice.
4 - Negotiation Theories & Cases.
5 - Coaching; Company Observation group project work.
6 - Coaching; Company Observation group project work & Guest Speaker.
7 - Research time and open coaching session.
8 - Student presentations and wrap up.illingness to fully participate in class activities.
2 - Strategy and Negotiaion.
3 - Interview Design and Practice.
4 - Negotiation Theories & Cases.
5 - Coaching; Company Observation group project work.
6 - Coaching; Company Observation group project work & Guest Speaker.
7 - Research time and open coaching session.
8 - Student presentations and wrap up.illingness to fully participate in class activities.
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Présentiel | |||
| Cours interactif | 16,00 | ||
| Coaching | 16,00 | ||
| Autoformation | |||
| Recherche | 16,00 | ||
| Lecture du manuel de référence | 10,00 | ||
| Travail personnel | |||
| Group Project | 10,00 | ||
| Charge de travail personnel indicative | 16,00 | ||
| Overall student workload | 84,00 | ||
Evaluation
Evaluation as follows:
50% Final exam (mainly MCQ)
30% Group written assignments
20% Negotiation planning and participation
50% Final exam (mainly MCQ)
30% Group written assignments
20% Negotiation planning and participation
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Autres | |||
| Projet Collectif | 40,00 | 1 | 40,00 |
| Contrôle continu | |||
| Participation | 40,00 | 0 | 40,00 |
| exposé | |||
| exposé | 3,00 | 1 | 20,00 |
| 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. -
Research Methods for Business Students, Saunders et al. -
Ertel D. (1999) Negotiation as Corporate Capability. Harvard Business Review, May 55-70. -
Brett, J. M. (2014) Negotiating Globally.3rd edition. San Francisco: Wiley. -
Research Methods for Business Students, Saunders et al. -
Ertel D. (1999) Negotiation as Corporate Capability. Harvard Business Review, May 55-70. -
Internet resources