This class exists in these courses :
• IÉSEG > MSc in International Business Negotiation (MNG) > Semestre 2 > 2,00 ECTS

Prerequisites

The basic knowledge of selecting negotiation strategies

Learning outcomes

This course is designed to help students manage collaboration and conflict in the communication processes, by invoving in the inter-team and intra-team challenges and comparing face-to-face communication through the computer-mediated communication. The course use case simulations, interpersonal listening and speaking exercises and a case study.

At the end of the course, the student should be able to:
1. Identify how different communication tools create technological frustration and advantegous situations.
2. Reflect listening and speaking skills in the interpersonal interaction.
3. Analyse the cultural and social styles to recognise conflicts

Course description

Students will be involved in the activities of role play and be challenged to analyse the assigned case study.
The students will better understand the impact of text-based, audio and video-conferencing negotiation. The students will learn to identify social styles and cultural communication approach through intra-team exercises. Role play will be the main interactive exercise in the course.

Class type

Class structure

Teaching methods

• Case study
• Interactive class
• Project work

Assessment

Course attentiveness in the form of particiation in case study, role play and self-reflection.
Written report is associated with using academic journals and books to identify some key elements in order to create training exercise for e-negotiation practice.
Course particiption by individual and group active attetiveness.
Presentation skills by slide content, team performance and Q&A skills.