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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

Objectifs du cours

At the end of the course, the student should be able to :
- put effective, collaborative methods of leadership and negotiation to work in their organizations;
- developing their own leadership skills and personal influence, as well as exploring innovative negotiation
strategies to deal with tough problems and cross-border challenges in an effective manner;
- apply powerful strategies to improve influence in global negotiations to reach agreements;
- apply negotiation strategies and decision making principles to solve problems effectively;
- be aware of one’s leadership style;
- understand relevant psychological principles to create high-performance negotiation teams;

Contenu du cours

This Course is about mastering negotiation, and preparing the next generation of high-performance leaders for excellence. It teaches students effective influence tactics and negotiation strategies for every situation, by helping them analyze issues to achieve their objectives. This course refines a set of contemporary personal leadership innovative skills that are required in a negotiation table nowdays — strategic thinking, team building and coalitions, influencing power through communication, overcoming the cross-border barriers, emotional intelligence, ethics and trust in negotiation — through the use of in-class exercises. The topics range from the use of influence strategies in the everyday work environment to complex deal negotiations involving cultural differences, coalitions, to emotional and ethical challenges.

Modalités d'enseignement

Organisation du cours

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

Méthodes pédagogiques

  • Presentation
  • Research
  • Interactive class


This course is highly interactive. Leadership and negotiation skills development will be assessed. Participation in discussion, presentations, decision-making, application of right approach at the right time, so to conclude agreements, creativity and openness of ideas are important aspects in assessment. In order to further support meaningful learning and skills development, students will be provided with case studies, role plays and simulations, or course-related topics. Finally, student will be required to write an essay (approx. 3,000 words) on their case summarizing in this way the key learning from the module.

Type de ContrôleDuréeNombrePondération
Continuous assessment
Oral presentation0,00130,00
Written Report18,00150,00
TOTAL     100,00

* Informations non contractuelles et pouvant être soumises à modification
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