LEADERSHIP, POWER AND PERSUASION IN NEGOTIATION
Année du cours : 1 année(s)
Etablissement : IÉSEG School of Management
Langue : English
Formation(s) dans laquelle/lesquelles le cours apparait :
Période : S1
Before the class, students are expected to have basic understanding of negotiation techniques. For this purpose, it is advised (although not compulsory) that students have read the book ‘Getting to Yes’ from Ury Fisher and Bruce Patton (Penguin Books) as a preparation before the start of the course.
At the end of the course the student should be able to :
– Analyze problems, find solutions, learn negotiation techniques and leadership competencies in changing environment
– Understand how to deal with people who have different drivers, styles and interests
– Understand the crucial elements that motivate individuals to collaborate and exchange for mutual gain
– Develop own leadership skills and personal influence to deal with tough problems in negotiation settings
Managerial success requires agreement and collaboration with other people. This is certainly true for transactions between suppliers and customers, and between investors and start-up companies. It also applies in settling lawsuits, resolving labor problems, forging joint ventures, and crafting strategic alliances in a domestic and/or international environment.
Since other stakeholders do not have the same interests, perceptions, and values that you do, negotiation skill is needed, professionally and personally. This course is aimed at enabling you to become a more effective negotiator. Effectiveness requires analytic vision and interpersonal understanding.
This module provides you with the opportunity to identify your strengths as a negotiator and to work on your weaknesses.
