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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)J.RAMIREZ
Intervenant(s)Jimena RAMIREZ

Pré requis

This course is designed for a general audience. However the lessons will be specially valuebale for students with a prior basic understanding of negotiation (e.g. Practical Negotiationg Skills course) or prior experience in negotiation.

Objectifs du cours

At the end of the course, the student should be able to :
• Understand the influence of culture on negotiation and gain a broad intellectual understanding of the strategic approaches across cultures.
• Learn to develop a strategic plan for negotiation that takes cultural differences into account. Many important phenomena in negotiation, e.g., interests, power, fairness have different interpretations in different cultures.
• Develop confidence in their skills to negotiate deals and resolve disputes in cross-cultural settings.
• Improve the analytical abilities for understanding the behavior of individuals, groups, and organizations in cross-cultural settings.
• Develop a toolkit of global negotiation skills, strategies, and approaches.

Contenu du cours

The contents are focused on how culture influences negotiation strategy. The goal of this course is to prepare students to manage successful international business, most of the advice is research based. It benefits from the cultural diversity in the classroom to illustrate how cultural assumptions influence deal making, dispute resolution and multiparty negotiation strategy.
The course is based on experiential exercises (simulations) and debriefings. Each exercise helps students develop their analytic, strategic, and negotiating skills in the cross-cultural setting. In the debriefings, we analyse the results of the negotiations and discuss strategies that worked and strategies that didn’t. The course offers an opportunity, not available in the real world, to see both the other side’s outcome and the outcomes of others who negotiated the same facts. Thus, the course provides an unparalleled opportunity for learning.

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class16,00  
Independent work
Reference manual 's readings6,00  
Independent study
Estimated personal workload14,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Presentation
  • E-learning
  • Research
  • Project work
  • Interactive class


Evaluation as follows:
50% Final exam (mainly MCQ)
30% Group project
20% Negotiation planning and participation

Type de ContrôleDuréeNombrePondération
Continuous assessment
Final Exam
Written exam2,00150,00
Group Project18,00130,00
TOTAL     100,00


  • 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. -

  • Sebenius J.K. (2002) The Hidden Challenge of Cross Border Negotiations. Harvard Business Review, March 76-85. -

  • Brett J.M. & Gelfand M. J. (2005) Lessons from Abroad: When Culture Affects Negotiating Style. Havard Negotiation Newsletter, January 3-5. -

Ressources internet

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