Ce cours apparaît dans les formations suivantes :
• IÉSEG > MSc in International Business Negotiation (MNG) > Semestre 1 > 2,00 ECTS

Pré requis

N/A

Objectifs du cours

- Understand the basic concepts of principled/integrative negotiation strategies, as laid out in the bestselling book Getting to Yes (Roger Fisher & William Ury, 1981) and differentiate them from distributive negotiation strategies.
- Apply the processes unveiled in the class scenarios to real-life negotiations, aiming for mutually beneficial outcomes and maintaining long term relationships.
- Understand the communication processes taking place at the negotiation table.
- Identify the variables in the negotiation process which make principled negotiation possible, especially the key behavioral characteristics of the players.

Contenu du cours

The course will be made of a mix of theory and application exercises, with at least one main role play per day. Those will be based on realistic scenarios and enable participants to practice negotiation in real-life settings. Extended class discussions will be used to guarantee comprehension of the course concepts and the creation of linkages with the participants' own experiences.
The course will cover universally applicable negotiation tools and methods. In particular, the following aspects will be presented: integrative vs. distributive negotiation settings, zone of possible agreement, planning and preparation, creativity, communication and process. The objective is to provide students with tools to better understand negotiation, and hence negotiate more effectively in various settings.

Modalités d'enseignement

Organisation du cours

Méthodes pédagogiques

• E-learning
• Interactive class

Évaluation

Students are evaluated based on their performance in negotiation role plays and on their behavior during the course (presence, participation, punctuality, involvement in role plays) and through an exam based both on the course compulsory book and the lectures' content

Bibliographie

• Getting to Yes, Roger Fisher, William Ury and Bruce Patton, Random House, 1981 (1999) -