COMPLEX NEGOTIATIONS
Année du cours : 1 année(s)
Etablissement : IÉSEG School of Management
Langue : English
Formation(s) dans laquelle/lesquelles le cours apparait :
Période : S2
*** PRACTICAL NEGOTIATION SKILLS (for NEG Track students only)
Before the class, students are invited to gain an appropriate understanding of negotiation. For this purpose, it is advised (although not compulsory) that students have followed the course entitled “Practical Negotiation Skills”, or simular entry-level courses. Otherwise, a general curiosity for negotiation, and a taste for challenging simulations, can suffice.
At the end of the course, the student should be able to:
– experience difficult, hard-to-navigate negotiation settings
– diagnose and analyse the potential complexity of negotiation settings (multiple parties, multiple issues, multiple layers, positional approaches obstructing constructive exchanges) using a set of tools and techniques
– choose the right negotiation approach to resolve situations in the most productive way (reach a deal, create value, maintain relationships, solve conflicts, etc.)
– understand different negotiation formats, especially when to call for third-party intervention
Students will be presented with negotiation analysis tools that address the relationship, content and process aspects of negotiation. They will be presented with cases in which difficulties and impasses are linked with each of these dimensions and will be given practical tools and advice to overcome such difficulties.
More precisely, in addition to reviewing the principled method of negotiation, the course will cover:
– Negotiating in teams
– Negotiating complex, multi-issue deals
– Overcoming difficult, disorganized conversations, with the help of facilitators
– Analyzing real-life complex negotiations
