Formation/Cours

Good general knowledge of business, commerce and management concepts. Level of English – B2 minimum. Intermediate facility with business mathematics and accounting. Intermediate skills in Word and Excel.

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.