FORMATIONS |
Fiche détaillée d'un cours
 | NEGOTIATING IN NEW MARKETS | ||
2022-2023 | FrIESEG School of Management
(
IÉSEG
)
| ||
Code Cours : | 2223-IÉSEG-MNG1S2-NEG-MNGCI15UE | NEGOTIATION | |
| Niveau | Année de formation | Période | Langue d'enseignement |
|---|---|---|---|
| MSc in International Business Negotiation | 1 | S2 | FrEnglish |
| Professeur(s) responsable(s) | J.RAMIREZ MARIN |
|---|---|
| Intervenant(s) | F.BADDAR, J.VAKKAYIL, J.RAMIREZ MARIN, J.YAO, Barney JORDAAN |
- Ce cours apparaît dans les formations suivantes :
- IÉSEG > MSc in International Business Negotiation (MNG) > Semestre 2 > 2,00 ECTS
Pré requis
The prior knowledge necessary for this course are basic negotiation concepts such as BATNA, reservation price, integrative and distributive strategy, etc. Moreover prior understanding of economic, political and social factors in new markets is highly valued.
Objectifs du cours
Apply negotiation skills in specific contexts.
Adapt and manage in diverse and multicultural environments, and bring change in organization.
Have an overview of Foreign Direct Investment in New Markets.
Elaborate on economic and political factors in new markets.
Understand the challenges of negotiating across borders.
Contenu du cours
Five different sessions with native professors from the emerging markets are organized for this course. The sessions are:
• India (Jacob VAKKAYIL)
• China (JingJing YAO)
• South Africa (Barney JORDAAN)
• Middle East (Fawaz BADDAR)
• Latin America (Jimena RAMIREZ)
Modalités d'enseignement
Organisation du cours
| Type | Nombre d'heures | Remarques | |
|---|---|---|---|
| Distance learning | |||
| Video-Conferences | 2,00 | ||
| Independent work | |||
| Reference manual 's readings | 12,00 | ||
| Face to face | |||
| Interactive class | 16,00 | ||
| Independent study | |||
| Individual Project | 20,00 | ||
| Charge de travail globale de l'étudiant | 50,00 | ||
Méthodes pédagogiques
- E-learning
- Interactive class
- Project work
- Research
Évaluation
This course will be assessed based on participation and continuous work in each one of the sessions and in an individual exam.
| Type de Contrôle | Durée | Nombre | Pondération |
|---|---|---|---|
| Final Exam | |||
| MQC | 1,00 | 1 | 25,00 |
| Written exam | 2,00 | 1 | 25,00 |
| Continuous assessment | |||
| Participation | 16,00 | 1 | 50,00 |
| TOTAL | 100,00 | ||
Bibliographie
- Lewicki, R.J., Barry B. & Saunders D.M. (2009) Negotiation 6th edition. McGraw Hill (chap. 16) -
- Brett, J. M. (2014) Negotiating Globally.3rd edition. San Francisco: Wiley. -
- Capital Mobility: The good, the bad and the ugly. The Economist. October 2016. -
- Musaccio A., & Werker E. (2016) Mapping Frontier Economies. Havard Business Review. -
* Informations non contractuelles et pouvant être soumises à modification
