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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)GC.THELLIER
Intervenant(s) Gael-Carol Thellier (Lille) Michelle Rosen (Paris)

Pré requis

Students should have a very good command (minimum B1) of the English language, be capable of carrying out a presentation in English using Power-Point and be able to express their opinions in a group.

Objectifs du cours

At the end of the course, the student should be able to:
-have the necessary skillful language to negotiate in English.
- have an awareness of other cultures' approach to negotiations.
- be able to summarize the outcome of a negotiation and reach an agreement.
- be able to negotiate by mail.
- be able to participate actively in a group or individual negotiation.

Contenu du cours

-The language skills necessary for a negotiation.
- The different phases of a negotiation.
- Writing, a proposal letter, email suggesting points to be negotiated, report summarizing
a negotiation.
- Cultural diffrences to take into account in a negotiation.
- Handling conflicts in a negotiation.
- Body language in a negotiaton.

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class18,00   In class negotiations to apply the language and points studied in class.
Independent work
Research6,00   Students will do research on other cultures' approach to negotiations and present a recent negotiation between two countries.
Independent study
Group Project4,00   Summary of negotiations carried out in class.
Written assignments.
Student will be expected to prepare case studies and role plays out of class.
Film to study.
Estimated personal workload12,00  
Individual Project10,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

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


40% Participation, this includes active participation in role plays, homework and presence in class.
5% Writing a proposal, letter of confirmation.
15% PPT oral presentation and handout on cultural tips which should be sent to all the class by e-mail.
30% Final oral evaluation of the students' performance in a negotiation.
5% Written assessment.

Type de ContrôleDuréeNombrePondération
Continuous assessment
Oral presentation0,20115,00
Language skills : writing0,00010,00
Final Exam
Oral exam0,00135,00
Written exam0,0010,00
TOTAL     100,00


  • International Negotiations by Mark Powell (obligatory), English for International Negotiations by Drew Rogers (optional). -

Ressources internet

* Informations non contractuelles et pouvant être soumises à modification
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