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Lesson details

APPLIED NEGOTIATION ESSENTIALS
2018-2019	EnIESEG School of Management ( IÉSEG )
Class code :	1819-IÉSEG-IN1S1-NEG-IN-EI03UE	NEGOTIATION

Level	Year	Period	Language of instruction
Course for exchange students	1	S1	EnEnglish

Academic responsibility	R.KIM
Lecturer(s)	Javier MARCOS CUEVAS, Rima CHATILA

IÉSEG > IESEG Degree - Programme Grande École > Semester 1 > 2,00 ECTS
IÉSEG > IESEG Degree - Programme Grande École > Semester 1 > 2,00 ECTS

Learning outcomes

Students will develop both a theoretical as well as a practical understanding of the dimensions of successful negotiation. Students will not only utilise traditional negotiation skills established in a conventional business environment but will also utilise skill sets from other disciplines to reinforce and supplement the more traditional business aspects of negotiation.

The main objective of this course is to introduce students to negotiation and the fundamental aspects it entails. Students will also work on teams with the aim of:
Work efficiently in a team and provide contributions
Make consistent decisions and take responsibility
Manage in pro-active way

Course description

The essence of the subject is to introduce students to the world of negotiation and explain its structure and detail. Whilst centred in business negotiation theory, the subject also draws on other areas such as game theory , conflict resolution and learning styles theory).
The essential business negotiation dimensions include :

Planning and preparation
Strategies that underly good negotiation
Negotiation tactics
Negotiation stance (eg. Win/win strategies)
Post negotiation

Class type

Class structure

Type of course	Numbers of hours	Comments
Independent work
E-Learning	3,00
Research	3,00
Reference manual 's readings	4,00
Independent study
Individual Project	4,00
Group Project	10,00
Face to face
Interactive class	16,00
Total student workload	40,00