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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
International MBA1S2English
Professeur(s) responsable(s)AS.DE PAUW
Intervenant(s)AS.DE PAUW

Pré requis

None. Prior knowledge about negotiation or business experience is clearly a plus but not compulsory

Objectifs du cours

1. Understand basic negotiation concepts in integrative and distributive bargaining and be able to apply them into effective skills in an international environment
2. Being able to prepare and effectively manage the negotiation process knowing how to apply negotiation skills in specific contexts such as business and the workplace
3. Understand the influence of culture on the global negotiation settings and strategies
4. Being able to define the strengths and complexities of team negotiations
5. Being able to assess one’s own conflict management style and how this will impact individual group conflict resolution.
6. Being able to identify the added value of third party intervention in dispute resolution

Contenu du cours

Part Approximate Number of Hours of class Description of Contents
1 3 hours Negotiation in distributive settings: how to handle negotiations with one variableand opposed interests.
2 4 hours Negotiation in integrative settings: how to create value in multi-variable negotiations, in which all interests are not all opposed.
3 1 hours How to plan for a negotiation. Applying planning tools and problem solving strategies.
4 1 hours Understand the role of culture in negotiation strategy. Understand the different parties involved in negotiation.
5 3 hours Team negotiations
6 4 hours Conflict management and mediation

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class16,00  
Tutorials6,00   Assignments and Simulations
Independent study
Estimated personal workload8,00   Pre-course work and homework
Group Project18,00  
Independent work
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Research
  • Interactive class
  • Case study
  • Simulation / Role play


Type de ContrôleDuréeNombrePondération
Continuous assessment
Written Report6,00120,00
Group Project18,00160,00
TOTAL     100,00


  • Fisher R, Ury W & Patton B. Getting to Yes. Penguin Books -

  • Jeanne M. Brett (2014). Negotiating Globally 3rd edition. WileyJeanne M. Brett (2014). Negotiating Globally 3rd edition. Wiley -

  • Lewicki, R.J., Barry B. & Saunders D.M. (2009) Negotiation 6th edition. McGraw Hill. -

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