FORMATIONS |
Fiche détaillée d'un cours
 | APPLIED NEGOTIATION ESSENTIALS | ||
2018-2019 | FrIESEG School of Management
(
IÉSEG
)
| ||
Code Cours : | 1819-IÉSEG-IN1S1-NEG-IN-EI03UE | NEGOTIATION | |
| Niveau | Année de formation | Période | Langue d'enseignement |
|---|---|---|---|
| Course for exchange students | 1 | S1 | FrEnglish |
| Professeur(s) responsable(s) | R.KIM |
|---|---|
| Intervenant(s) | Javier MARCOS CUEVAS, Rima CHATILA |
- Ce cours apparaît dans les formations suivantes :
- IÉSEG > IESEG Degree - Programme Grande École > Semester 1 > 2,00 ECTS
- IÉSEG > IESEG Degree - Programme Grande École > Semester 1 > 2,00 ECTS
Objectifs du cours
Students will develop both a theoretical as well as a practical understanding of the dimensions of successful negotiation. Students will not only utilise traditional negotiation skills established in a conventional business environment but will also utilise skill sets from other disciplines to reinforce and supplement the more traditional business aspects of negotiation.
The main objective of this course is to introduce students to negotiation and the fundamental aspects it entails. Students will also work on teams with the aim of:
Work efficiently in a team and provide contributions
Make consistent decisions and take responsibility
Manage in pro-active way
Contenu du cours
The essence of the subject is to introduce students to the world of negotiation and explain its structure and detail. Whilst centred in business negotiation theory, the subject also draws on other areas such as game theory , conflict resolution and learning styles theory).
The essential business negotiation dimensions include :
Planning and preparation
Strategies that underly good negotiation
Negotiation tactics
Negotiation stance (eg. Win/win strategies)
Post negotiation
Modalités d'enseignement
Organisation du cours
| Type | Nombre d'heures | Remarques | |
|---|---|---|---|
| Independent work | |||
| E-Learning | 3,00 | ||
| Research | 3,00 | ||
| Reference manual 's readings | 4,00 | ||
| Independent study | |||
| Individual Project | 4,00 | ||
| Group Project | 10,00 | ||
| Face to face | |||
| Interactive class | 16,00 | ||
| Charge de travail globale de l'étudiant | 40,00 | ||
Méthodes pédagogiques
- Interactive class
- Presentation
Évaluation
Final Exam 20%
Individual Participation 20%
Negotiation exercises 20%
Assignment (Group) 40%
| Type de Contrôle | Durée | Nombre | Pondération |
|---|---|---|---|
| Others | |||
| Individual Project | 0,00 | 1 | 20,00 |
| Group Project | 40,00 | 1 | 40,00 |
| Continuous assessment | |||
| Participation | 16,00 | 0 | 20,00 |
| Final Exam | |||
| Written exam | 20,00 | 0 | 20,00 |
| TOTAL | 100,00 | ||
Bibliographie
- Getting to Yes
-
Roger Fisher, William Ury and Bruce Patton
Random House,
1981 (1999)
* Informations non contractuelles et pouvant être soumises à modification
