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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)A.BORBELY
Intervenant(s)Adrian BORBELY

Pré requis

Before entering the class, students should have an appropriate understanding of modern negotiation techniques. For this purpose, students should have followed the course entitled "practical negotiation skills" (prerequisite); if not, they may be given access to the course on an exceptional basis upon showing they attended other basic courses on negotiation (based on Harvard's principled negotiation) or have read enough on the topic (individual authorization from the lecturer).

Objectifs du cours

At the end of the course, the student should be able to:
- diagnose the complexity of negotiation and conflict settings
- analyse them using a set of tools and techniques
- choose the right negotiation format to resolve the situation in the most integrative way (reach a deal, create value, maintain relationships, etc.)
- understand when to call for third-party intervention and be ready to adopt appropriate third party roles (facilitator, mediator).

Contenu du cours

Students will be presented with negotiation analysis tools that address the relationship, content and process aspects of negotiation. They will be presented with cases in which difficulties and impasses are linked with each of these dimensions and will be given practical tools and advice to overcome such difficulties.
More precisely, in addition to reviewing the principled method of negotiation, the course will cover:
- Negotiating in teams
- Negotiating complex, multi-issue deals
- Overcoming difficult conversation, in particular through the intervention of neutral third parties (mediation)
- Building consensus on complex projects (facilitating a meeting)
- Analyzing real-life complex negotiations

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class16,00   The course will be highly interactive. Each session will mix short exercises, extensive realistic role plays, class discussions and lectures. Student presence is highly advised, as the learning will take place through class activities and discussion of th
Independent work
Reference manual 's readings8,00   Preparation for simulations (reading role play instructions)
Independent study
Estimated personal workload20,00   Required research in order to draft a written report
Charge de travail globale de l'étudiant46,00  

Méthodes pédagogiques

  • Lecture
  • E-learning
  • Interactive class


Student's evaluation will be broken down in two parts: 50% based their preparedness for the role plays and participation in class discussions, the remaining 50% in the form of a report to be handed in two weeks after class completion: an analysis of a real-life case (diagnostic and suggestions for action).

Type de ContrôleDuréeNombrePondération
Continuous assessment
Written Report0,00150,00
TOTAL     100,00


  • A set of readings (book chapters and academic journal articles) will be made available to student on the IESEG-Online webpage prior to the course. -

* Informations non contractuelles et pouvant être soumises à modification
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