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

Prerequisites

Before the class, students are expected to have basic understanding of negotiation techniques. For this purpose, it is advised (although not compulsory) that students have read the book ‘Getting to Yes’ from Ury Fisher and Bruce Patton (Penguin Books) as a preparation before the start of the course.

Learning outcomes

At the end of the course the student should be able to :
- Analyze problems, find solutions, learn negotiation techniques and leadership competencies in changing environment
- Understand how to deal with people who have different drivers, styles and interests
- Understand the crucial elements that motivate individuals to collaborate and exchange for mutual gain
- Develop own leadership skills and personal influence to deal with tough problems in negotiation settings

Course description

Managerial success requires agreement and collaboration with other people. This is certainly true for transactions between suppliers and customers, and between investors and start-up companies. It also applies in settling lawsuits, resolving labor problems, forging joint ventures, and crafting strategic alliances in a domestic and/or international environment.
Since other stakeholders do not have the same interests, perceptions, and values that you do, negotiation skill is needed, professionally and personally. This course is aimed at enabling you to become a more effective negotiator. Effectiveness requires analytic vision and interpersonal understanding.
This module provides you with the opportunity to identify your strengths as a negotiator and to work on your weaknesses.

Class type

Class structure

Teaching methods

• Case study
• Interactive class
• Presentation
• Project work
• Seminar

Assessment

Due to the nature of this course it is expected that students are prepared, participate actively and behave responsibly in the course sessions. The student is assessed on the course based on five components: class participation, small MCQ quizes, case study, individual projects and group project.

Recommended reading

• Roger Fisher, William L. Ury, Bruce Patton, Getting to Yes -

• THOMPSON, L., The Mind & Heart of the Negotiator -

• BARRY B., LEWICKI R., MINTON J., SAUNDERS D., Negotiation -

• FALCAO H., Value Negotiation, How to Finally Get the Win-Win Right -

• DRRC & HBR cases will be provided during the module. -

• MALHOTRA D., BAZERMAN M., Negotiation Genius -

• Ken Blanchard, Susan Fowler, Laurence Hawkins - Self Leadership and the One Minute Manager -

• Robert V. Levine - The Power of Persuasion -