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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)Adrian BORBELY (Paris), Jimena RAMIREZ (Lille)

Pré requis

Knowledge on the fundamentals of negotiation. Willingness to do field research and apply theory to corporate practice (observation). WThis is an extensive research based course covering 8 weeks, the students will be expected to work in group to conduct field based research on company negotiation strategy. The first five days or 16 hours are intensive for one week.

Objectifs du cours

The main objective of this elective is to understand negotiation: contexts, processes, personal styles and the consequences of the negotiation outcomes within the corporate environment. The main method is observing the actors in an organization with the goal of understanding the occurrence of negotiation processes within organizations. Tha main goal is to compare this understanding with negotiation theories to provide insighful recommendations to companies. For this course ‘negotiation’ not only refers to the communication process of making tradeoffs to reach an agreement; here it also refers to the overall trading strategy of an organization.
At the end of the module, participants will be able to:
• Better understand a range of negotiation processes across different organizations.
• Understand how different strategies are applied in different circumstances.
• Understand negotiation both inside and outside of the organization.
• Be able to identify the difficulties in a range of negotiation situations.
• Discusse the findings by comparing them with relevant negotiation theory.
• Be able to conduct group research and work as a team to produce the final report

Contenu du cours

Course contents:

1- An introduction to the course and the course requirements.
2 - Strategy and Negotiaion.
3 - Interview Design and Practice.
4 - Negotiation Theories & Cases.
5 - Coaching; Company Observation group project work.
6 - Coaching; Company Observation group project work & Guest Speaker.
7 - Research time and open coaching session.
8 - Student presentations and wrap up.illingness to fully participate in class activities.

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class16,00  
Independent work
Reference manual 's readings10,00  
Independent study
Group Project10,00  
Estimated personal workload16,00  
External teaching source
Charge de travail globale de l'étudiant102,00  

Méthodes pédagogiques

  • Research
  • Visits/fields trips
  • Seminar
  • Project work
  • Interactive class
  • Case study
  • Coaching


Evaluation as follows:
1: Attendance and Participation. (40%)
2: Group presentation on your observed company(20%)
3: Final paper: your analysis of the observed company’s negotiation challenges and strategies(40%)

Type de ContrôleDuréeNombrePondération
Group Project0,00140,00
Continuous assessment
TOTAL     100,00


  • Negotiation, Lewicki et al.. -

  • Research Methods for Business Students, Saunders et al. -

  • Negotiating Globally, Brett -

  • Getting to Yes, Ury & Fisher -

  • Ertel D. (1999) Negotiation as Corporate Capability. Harvard Business Review, May 55-70. -

Ressources internet

* Informations non contractuelles et pouvant être soumises à modification
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