Formation/Cours

Students should be of upper-intermediate English level and be relatively proficient in the speaking, reading

and writing of Business English.

Current English usage of diplomatic and polite terminology will be necessary.

The acquisition and development of the skills necessary to negotiate in English in an international context.To familiarise students with the current business language of Negotiations in English.

Using various texts, the students will be introduced to negotiating in English. The cases for the course are

drawn from the book: English for International Negotiation: A Cross-Cultural Case Study Method

Cambridge Editions. The practice cases used are from this text, as well as from various other sources.

Main Themes:

The development of “Principled Bargaining” through the Focusing on Interests not Positional Negotiation;

the importance of Communication, Observation and Understanding of others perceptions, positions and

interests, and the development of the idea of separating people from the problem; Active listening,

relationship building; Encouragement of the Invention of options for mutual gain; Use of Objective criteria

with fair procedures, integrity, with the eventual goal of fair and wise agreements.

The development of a sensitive approach to Cultural Differences in International negotiations: the use of

Diplomatic Language; an understanding of the notions of Monochronic versus Polychronic time; Protocol;

Legal issues during decision making; and different ways of dealing with Conflict.

Students will be invited to present individual and group research projects and simulations for evaluation,

which will be both oral and written, using the language and communication skills acquired during the

duration of the course work.