International Negotiation
Etablissement : Faculté de Gestion, Economie & Sciences Masters
Langue : Anglais
Formation(s) dans laquelle/lesquelles le cours apparait :
- Aucune formation en lien avec ce cours.
Période : S3
Good comprehension of English. Good knowledge of business, management, and economics concept.
The aims of the course include:
This course intends to introduce the students to the fundamental theories of negotiation giving a special focus on an international setting and cross-cultural management.
The overall goals are:
• To develop a global understanding of distributive bargaining and integrative negotiation.
• To understand the complexities of negotiating in an international setting and across cultures.
• To develop a set of hands-on skills through case studies, practical examples, and group negotiations.
LEARNING OUTCOMES- At the end of the course, students will be able to:
- Identify and understand the characteristics and elements of distributive bargaining and integrative negotiation.
- Explore the major elements of a process for selecting a negotiation strategy.
- Acquire a set of tools for effective planning and execution of a negotiation.
- Gain a comprehensive understanding of how international and cross-cultural negotiations are different from domestic and same-culture ones.
- Understand how culture influences negotiation dynamics.
- Develop strategies and skills to apply when negotiating in an international and cross-cultural setting.
- Nature of negotiation.
- Strategy and tactics of distributive and integrative negotiation.
- Strategy and Planning.
- International Negotiations and Cross-cultural Negotiations.
