OUR ACADEMIC DEPARTEMENTS |
Lesson details
 | NEGOTIATING IN NEW MARKETS | ||
2023-2024 | EnIESEG School of Management
(
IÉSEG
)
| ||
Class code : | 2324-IÉSEG-MNG1S2-NEG-MNGCI15UE | NEGOTIATION | |
| Level | Year | Period | Language of instruction |
|---|---|---|---|
| MSc in International Business Negotiation | 1 | S2 | EnEnglish |
| Academic responsibility | J.RAMIREZ MARIN |
|---|---|
| Lecturer(s) | F.BADDAR, J.VAKKAYIL, J.RAMIREZ MARIN, J.YAO, Barney JORDAAN |
- This class exists in these courses :
- IÉSEG > MSc in International Business Negotiation (MNG) > Semestre 2 > 2,00 ECTS
Prerequisites
The prior knowledge necessary for this course are basic negotiation concepts such as BATNA, reservation price, integrative and distributive strategy, etc. Moreover prior understanding of economic, political and social factors in new markets is highly valued.
Learning outcomes
Apply negotiation skills in specific contexts.
Adapt and manage in diverse and multicultural environments, and bring change in organization.
Have an overview of Foreign Direct Investment in New Markets.
Elaborate on economic and political factors in new markets.
Understand the challenges of negotiating across borders.
Course description
Five different sessions with native professors from the emerging markets are organized for this course. The sessions are:
• India (Jacob VAKKAYIL)
• China (JingJing YAO)
• South Africa (Barney JORDAAN)
• Middle East (Fawaz BADDAR)
• Latin America (Jimena RAMIREZ)
Class type
Class structure
| Type of course | Numbers of hours | Comments | |
|---|---|---|---|
| Distance learning | |||
| Video-Conferences | 2,00 | ||
| Independent work | |||
| Reference manual 's readings | 12,00 | ||
| Face to face | |||
| Interactive class | 16,00 | ||
| Independent study | |||
| Individual Project | 20,00 | ||
| Total student workload | 50,00 | ||
Teaching methods
- E-learning
- Interactive class
- Project work
- Research
Assessment
This course will be assessed based on participation and continuous work in each one of the sessions and in an individual exam.
| Type of control | Duration | Number | Percentage break-down |
|---|---|---|---|
| Final Exam | |||
| MQC | 1,00 | 1 | 25,00 |
| Written exam | 2,00 | 1 | 25,00 |
| Continuous assessment | |||
| Participation | 16,00 | 1 | 50,00 |
| TOTAL | 100,00 | ||
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. -
- Capital Mobility: The good, the bad and the ugly. The Economist. October 2016. -
- Musaccio A., & Werker E. (2016) Mapping Frontier Economies. Havard Business Review. -
* This information is non-binding and can be subject to change
