NEGOTIATION PLANNING AND STRATEGY
Année du cours : 1 année(s)
Etablissement : IÉSEG School of Management
Langue : English
Formation(s) dans laquelle/lesquelles le cours apparait :
Période : S2
Students should have:
– a good understanding of positions, interests, and needs
– a good understanding of negotiation tactics and behaviors
At the end of the course, the student should be able to:
– Plan and choose a negotiation strategy.
– Learn about negotiation styles.
– Leverage strategies to overcome barriers to effective negotiations, and
apply negotiation tactics in order to overcome negotiation mistakes.
The course will draw upon existing scholarship and practice from various disciplines on the topic of negotiation. Building on innate negotiation skills, students will be immersed in a systematic way of analyzing the negotiation process in order to strategize and plan for effective negotiations. Through interactive participation and the learning of different techniques, students will be faced with both the optimal and the impossible types of negotiation settings. Beyond the shared techniques for negotiations, students will be immersed in real life experiences, shared through videos, blogs and a range of case studies in order to be able to practice the various steps. Based on the lecturer’s experience in both international relations and the corporate sector, students will explore and investigate the complexities in and around effective negotiations.
