Ce cours apparaît dans les formations suivantes :
• IÉSEG > MSc in International Business Negotiation (MNG) > Semestre 1 > 3,00 ECTS

Pré requis

This course relies on the knowledge accumulated over several other courses, including, among others, introductory courses on negotiation and multi-party negotiations.

Objectifs du cours

- understand negotiation's sources of complexity, be it on the substance (many issues to deal with) and/or on the people dimension (more than two parties at the table, hidden actors and agency relationships)
- analyze intractable situations, how context plays on negotiations and different complexity factors impacting negotiation and conflict settings
- master conceptual frameworks useful to analyze multiparty and complex negotiations
- tackle complex negotiations with the right process skills

Contenu du cours

The course will be built upon two levels:
1st, learning by doing: students will be exposed to simulations of multiparty and/or complex settings. They will learn to navigate such complex settings, avoid impasses and get the best possible results. Situations will be debriefed and conceptual frameworks provided.
2nd, applying reflections to current and historical negotiation settings: in our complex world, more and more negotiations fail or underperform because of various complexity factors. Students will be invited to apply systems thinking and their understanding of negotiation complexity to real-world cases.

Modalités d'enseignement

Organisation du cours

Méthodes pédagogiques

• Case study
• Interactive class
• Project work

Évaluation

The course assessment will be shared between contribution in class and a group final project.

Bibliographie

• Negotiation, by Lewicki R, Barry B & Saunders D, Chapter 17 on Managing Impasses -

• International Multilateral Negotiations, Approaches to Manage Complexity, edited by Zartman, I. -