This class exists in these courses :
• IÉSEG > IESEG Degree - Programme Grande École > Semester 1 > 2,00 ECTS
• IÉSEG > IESEG Degree - Programme Grande École > Semester 2 > 2,00 ECTS

Prerequisites

This course is designed for a general audience. However the lessons will be specially valuebale for students with a prior basic understanding of negotiation (e.g. Practical Negotiationg Skills course) or prior experience in negotiation.

Learning outcomes

• Understand the influence of culture on negotiation and gain a broad intellectual understanding of the strategic approaches across cultures.
• Learn to develop a strategic plan for negotiation that takes cultural differences into account. Many important phenomena in negotiation, e.g., interests, power, fairness have different interpretations in different cultures.
• Develop confidence in their skills to negotiate deals and resolve disputes in cross-cultural settings.
• Improve the analytical abilities for understanding the behavior of individuals, groups, and organizations in cross-cultural settings.
• Develop a toolkit of global negotiation skills, strategies, and approaches.

Course description

The contents are focused on how culture influences negotiation strategy. The goal of this course is to prepare students to manage successful international business, most of the advice is research based. It benefits from the cultural diversity in the classroom to illustrate how cultural assumptions influence deal making, dispute resolution and multiparty negotiation strategy.
The course is based on experiential exercises (simulations) and debriefings. Each exercise helps students develop their analytic, strategic, and negotiating skills in the cross-cultural setting. In the debriefings, we analyse the results of the negotiations and discuss strategies that worked and strategies that didn’t. The course offers an opportunity, not available in the real world, to see both the other side’s outcome and the outcomes of others who negotiated the same facts. Thus, the course provides an unparalleled opportunity for learning.

Class type

Class structure

Teaching methods

• E-learning
• Interactive class
• Project work
• Research

Assessment

Evaluation as follows:
50% Final exam (mainly MCQ)
30% Group written assignments
20% Negotiation planning and participation

Recommended reading

• 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. -

• Sebenius J.K. (2002) The Hidden Challenge of Cross Border Negotiations. Harvard Business Review, March 76-85. -

• Brett J.M. & Gelfand M. J. (2005) Lessons from Abroad: When Culture Affects Negotiating Style. Havard Negotiation Newsletter, January 3-5. -

Internet resources

• IESEG online

• TED