Ce cours apparaît dans les formations suivantes :
• Faculté de Gestion, Economie & Sciences - Masters - Master 1 Droit et Gestion de Patrimoine - S1 - 2 ECTS

Objectifs du cours

The acquisition and development of the skills necessary to negotiate in English in an international context.

Modalités d'enseignement

Organisation du cours

Simulations of actual negotiation cases, role play with active participation of the students, using case studies, and documents.

Some grammar review, idiomatic use of current business English and general vocabulary.

Each case is discussed, and unfamiliar vocabulary and concepts introduced and clarified.

Discussion questions will be examined in detail.

Cultural aspects of each case is outlined and researched by small groups of students.

Roles are assigned, and students work in small groups on their assigned tasks.

Presentations of Cultural research for individual and group/class appreciation and further discussion.

Practice negotiations, providing students with opportunities to develop their negotiating skills with peers in class simulations.

Méthodes pédagogiques

Évaluation

Contrôle continu : coeff. 1

Bibliographie

• Suggested Reading:, Fisher, Roger and William Ury. Getting to Yes: Negotiating Agreement Without Giving In., 2nd ed. New York: Penguin Books,1991, Harvard Business Essentials. Negotiation. Boston: Harvard Business School Publishing, 2003, Gelfand, Michele, and Jeanne M. Brett. The Handbook of Negotiation and Culture. Palo Alto:, Stanford University Press, 2004.