FORMATIONS |
Fiche détaillée d'un cours
 | NEGOTIATION PLANNING AND STRATEGY | ||
2018-2019 | FrIESEG School of Management
(
IÉSEG
)
| ||
Code Cours : | 1819-IÉSEG-M1S2-NEG-MA-EI35UE | NEGOTIATION | |
| Niveau | Année de formation | Période | Langue d'enseignement |
|---|---|---|---|
| Master | 1 | S2 | FrEnglish |
| Professeur(s) responsable(s) | JP.DA ROCHA |
|---|---|
| Intervenant(s) | JP.DA ROCHA |
- Ce cours apparaît dans les formations suivantes :
- IÉSEG > IESEG Degree - Programme Grande École > Semester 1 > 2,00 ECTS
Pré requis
Students should have:
- a good understanding of positions, interests, and needs
- a good understanding of negotiation tactics and behaviors
Objectifs du cours
At the end of the course, the student should be able to:
- Plan and choose a negotiation strategy.
- Learn about negotiation styles.
- Leverage strategies to overcome barriers to effective negotiations, and
apply negotiation tactics in order to overcome negotiation mistakes.
Contenu du cours
The course will draw upon existing scholarship and practice from various disciplines on the topic of negotiation. Building on innate negotiation skills, students will be immersed in a systematic way of analyzing the negotiation process in order to strategize and plan for effective negotiations. Through interactive participation and the learning of different techniques, students will be faced with both the optimal and the impossible types of negotiation settings. Beyond the shared techniques for negotiations, students will be immersed in real life experiences, shared through videos, blogs and a range of case studies in order to be able to practice the various steps. Based on the lecturer's experience in both international relations and the corporate sector, students will explore and investigate the complexities in and around effective negotiations.
Modalités d'enseignement
Organisation du cours
| Type | Nombre d'heures | Remarques | |
|---|---|---|---|
| Independent work | |||
| Research | 4,00 | Students will perform a final group presentation to be presented on the final day of class. | |
| Reference manual 's readings | 6,00 | Guiding material will allow for preparation and stimulated learning environment. | |
| Independent study | |||
| Estimated personal workload | 4,00 | Submit daily reflection journals. | |
| Group Project | 4,00 | Work collaboratively in a task force to provide a negotiation strategy and plan for a final exercise. | |
| Face to face | |||
| Interactive class | 16,00 | Students wlll do role-plays, case studies and immersive learning in order to deepen the skills. | |
| Charge de travail globale de l'étudiant | 34,00 | ||
Méthodes pédagogiques
- Case study
- Interactive class
- Presentation
- Research
Évaluation
| Type de Contrôle | Durée | Nombre | Pondération |
|---|---|---|---|
| Others | |||
| Group Project | 0,00 | 0 | 20,00 |
| Written Report | 0,00 | 1 | 50,00 |
| Continuous assessment | |||
| Participation | 0,00 | 0 | 30,00 |
| TOTAL | 100,00 | ||
Bibliographie
- Fisher, R., Ury, W. & Patton, B. (1991). Getting to Yes: Negotiating agreement without giving in, 2nd edition. New York: Penguin. -
- Putnam, L. (2004). Transformations and critical moments in negotiation. Negotiation Journal, Volume 20 (2): 275 – 295. -
- Crump, L. and Glendon, I. (2003). Towards a paradigm of multiparty negotiation. International Negotiation: A Journal of Theory and Practice, Vol. 8 (2): 197 – 234. -
* Informations non contractuelles et pouvant être soumises à modification
