Lesson details


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EnIESEG School of Management ( IÉSEG )

Class code :



Level Year Period Language of instruction 
Academic responsibilityJP.DA ROCHA
Lecturer(s)JP.DA ROCHA


Students should have:
- a good understanding of positions, interests, and needs
- a good understanding of negotiation tactics and behaviors

Learning outcomes

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.

Course description

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.

Class type

Class structure

Type of courseNumbers of hoursComments
Independent work
Research4,00   Students will perform a final group presentation to be presented on the final day of class.
Reference manual 's readings6,00   Guiding material will allow for preparation and stimulated learning environment.
Independent study
Estimated personal workload4,00   Submit daily reflection journals.
Group Project4,00   Work collaboratively in a task force to provide a negotiation strategy and plan for a final exercise.
Face to face
Interactive class16,00   Students wlll do role-plays, case studies and immersive learning in order to deepen the skills.
Total student workload34,00  

Teaching methods

  • Case study
  • Interactive class
  • Presentation
  • Research


Type of controlDurationNumberPercentage break-down
Group Project0,00020,00
Written Report0,00150,00
Continuous assessment
TOTAL     100,00

Recommended reading

  • 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. -

* This information is non-binding and can be subject to change
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