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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)V.MURTEZAJ
Intervenant(s)Valon MURTEZAJ

Pré requis


Objectifs du cours

At the end of the course, the student should be able to:
- define, communicate, cooperate, compete, and engage in negotiation with people from their own and other cultures;
- develop relationships and value diversity of cultures, especially in the context of problem solving and negotiations and at a range of levels, from the interpersonal to business to international diplomacy;
- evaluate the potential outcomes of problem solving or negotiation with members of their own culture or another culture;
- solve intercultural problems, negotiate and bargain in the way so that individuals and groups from diverse backgrounds can work effectively together in multicultural and international environment and ;
- establish and maintain cross-cultural contacts that will lead to creating relationships, and reach agreements;

Contenu du cours

In our rapidly changing world, effective global negotiators not only must be familiar with a generic problem-solving or negotiation process that works in their own culture. They must also become familiar with cultural factors that affect the problem-solving approach of people from other cultures. They must learn how to adapt to international system, to cultural dynamics and patterns, respond in flexible and appropriate ways, and use a range of approaches for building positive working relationships and reaching agreements.

Negotiations of international significance are today conducted not only between individual states, but also within and beyond them. At the same time negotiation practice itself is undergoing much change with changing patterns of conflict and intervention, business, bargaining, and many new urgent issues on the global agenda, new actors and new emerging norms.

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class16,00  
Independent work
Reference manual 's readings10,00  
Independent study
Estimated personal workload12,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Presentation
  • Research
  • Interactive class


The students will be asked to engage in interactive activities everyday through: Lecture, Presentation, Individual and Team Presentations, Paper Readings, Research, Seminar.They will experience the international negotiation and diplomatic behavior, through exercises which include simulations and role plays.Individual and Team Work and Presentation will be implemented.

Type de ContrôleDuréeNombrePondération
Continuous assessment
Oral presentation0,00015,00
Written Report16,00150,00
TOTAL     100,00


  • Roger Fischer and William Ury. (1991). Getting to Yes. Negotiating Agreement without Giving In. Penguin Books -

  • Moore, C.W., & Woodrow, P.J. (2010). Handbook of global and multicultural negotiation. San Francisko: Jossey-Bass. A Wiley Imprint -

  • Murtezaj, V. (2013). Understanding International Negotiation and Conflict Management Strategise in Diplomacy. Organizational Cultures-An International Journal (a section of International Journal of the Knowledge, Culture and Change Management). Volume 1 -

  • Barbara A. Budjac Corvette. (2006).Conflict Management: A Practical Guide To Developing Negotiation Strategies. Prentice Hall -

* Informations non contractuelles et pouvant être soumises à modification
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