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Lesson details

COMPLEX NEGOTIATION
2018-2019	EnIESEG School of Management ( IÉSEG )
Class code :	1819-IÉSEG-M1S2-NEG-MA-EI25UE	NEGOTIATION

Level	Year	Period	Language of instruction
Master	1	S2	EnEnglish

Academic responsibility	A.BORBELY
Lecturer(s)	Adrian BORBELY

IÉSEG > IESEG Degree - Programme Grande École > Semester 2 > 2,00 ECTS

Prerequisites

Before the class, students are invited to gain an appropriate understanding of modern negotiation techniques. For this purpose, it is advised (although not compulsory) that students have followed the course entitled "Practical Negotiation Skills". Otherwise, they may access the course if they attended other basic courses on negotiation (based on Harvard's principled negotiation) or if they commit to document themselves on the topic before the first day of class.

Learning outcomes

At the end of the course, the student should be able to:
- diagnose the potential complexity of negotiation and conflict settings (e.g. multiple parties, multiple issues, multiple layers, hardcore positional approaches and/or conflict obstructing constructive exchanges)
- analyse complex negotiations using a set of tools and techniques
- choose the right negotiation approach to resolve situations in the most productive way (reach a deal, create value, maintain relationships, solve conflicts, etc.)
- understand different negotiation formats, especially when to call for third-party intervention

Course description

Students will be presented with negotiation analysis tools that address the relationship, content and process aspects of negotiation. They will be presented with cases in which difficulties and impasses are linked with each of these dimensions and will be given practical tools and advice to overcome such difficulties.
More precisely, in addition to reviewing the principled method of negotiation, the course will cover:
- Negotiating in teams
- Negotiating complex, multi-issue deals
- Overcoming difficult conversation, in particular through the intervention of neutral third parties (mediation)
- Analyzing real-life complex negotiations

Class type

Class structure

Type of course	Numbers of hours	Comments
Face to face
Tutorials	2,00	During session 4, students will be placed in groups to reflect on real-life complex negotiations of their choosing
Interactive class	14,00	The course will be highly interactive. Each session will mix short exercises, extensive realistic role plays, class discussions and lectures. Student presence is highly advised, as the learning will take place through class activities and discussion of th
Independent work
Research	4,00
Reference manual 's readings	6,00	A textbook chapter to read
Independent study
Estimated personal workload	4,00	Preparation for role plays
Group Project	20,00	Final Assignment
Total student workload	50,00

Teaching methods

Interactive class
Research
Tutorial

Assessment

50% of the evaluation is based on preparedness for the role plays, readings completion and class activities, the remaining 50% in the form of a group report to be handed in two weeks after class completion: an analysis of a real-life case (diagnostic and suggestions for action)