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Faculté de Gestion, Economie & Sciences ( FGES )

Code Cours :


Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)Iwona Machut
Intervenant(s)Pas d'autre intervenant

    Ce cours apparaît dans les formations suivantes :
  • Faculté de Gestion, Economie & Sciences - Licences & Prépas - Licence 2 Internationale d'Economie et de Gestion - S4 - 1 ECTS

Pré requis

Students should be of upper-intermediate English level and be relatively proficient in the speaking, reading and writing of Business English.
Current English usage of diplomatic and polite terminology will be necessary.

Objectifs du cours

The acquisition and development of the skills necessary to negotiate in English in an international context.
To familiarise students with the current business language of Negotiations in English.

Contenu du cours

Using various texts, the students will be introduced to negotiating in English. The cases for the course are drawn from the book: English for International Negotiation: A Cross-Cultural Case Study Method
Cambridge Editions. The practice cases used are from this text, as well as from various other sources.

Main Themes:
The development of "Principled Bargaining" through the Focusing on Interests not Positional Negotiation; the importance of Communication, Observation and Understanding of others perceptions, positions and interests, and the development of the idea of separating people from the problem; Active listening, relationship building; Encouragement of the Invention of options for mutual gain; Use of Objective criteria with fair procedures, integrity, with the eventual goal of fair and wise agreements.
The development of a sensitive approach to Cultural Differences in International negotiations: the use of Diplomatic Language; an understanding of the notions of Monochronic versus Polychronic time; Protocol; Legal issues during decision making; and different ways of dealing with Conflict.
Students will be invited to present individual and group research projects and simulations for evaluation, which will be both oral and written, using the language and communication skills acquired during the course work.

Modalités d'enseignement

Organisation du cours

Lectures: Power point presentations
Case Studies: Simulations of actual negotiation cases, role play with active participation of the students, using case studies, and documents. Some grammar review, idiomatic use of current business English and general vocabulary. Each case is discussed, and unfamiliar vocabulary and concepts introduced and clarified. Discussion questions will be examined in detail. Cultural aspects of each case are outlined. Roles are assigned, and students work in small groups on their assigned tasks. Practice negotiations - providing students with opportunities to develop their negotiating skills with peers in class simulations.

Méthodes pédagogiques


    Contrôle continu : coeff. 1


    • ¿ Fisher, Roger and William Ury. Getting to Yes: Negotiating Agreement Without Giving In.||
      2nd ed. New York: Penguin Books,1991||
      ¿ Harvard Business Essentials. Negotiation. Boston: Harvard Business School Publishing, 2003||
      ¿ Gelfand, Michele, and Jeanne M. Brett. The Handbook of Negotiation and Culture. Palo Alto:||
      Stanford University Press, 2004.

    Ressources internet

    • None

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