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INTRODUCTION TO NEGOTIATION

2016-2017

IESEG School of Management ( IÉSEG )

Code Cours :

1617-IÉSEG-BA3S2-NEG-B3-CS01UE

NEGOTIATION


Niveau Année de formation Période Langue d'enseignement 
Bachelor3S2English
Professeur(s) responsable(s)T.LYONS
Intervenant(s)Tim LYONS


Pré requis

Nil

Objectifs du cours

Students will develop both a theoretical as well as a practical understanding of the dimensions of successful negotiation. Students will not only utilise traditional negotiation skills established in a conventional business environment but will also utilise skill sets from other disciplines to reinforce and supplement the more traditional business aspects of negotiation.

The main objective of this course is to introduce students to negotiation and the fundamental aspects it entails.

Contenu du cours

The essence of the subject is to introduce students to the world of negotiation and explain its structure and detail. Whilst centred in business negotiation theory, the subject also draws on other areas such as game theory , conflict resolution and learning styles theory).
The essential business negotiation dimensions include :

Planning and preparation
Strategies that underly good negotiation
Negotiation tactics
Negotiation stance (eg. Win/win strategies)
Post negotiation


Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
lecture14,00   2 days' seminar
Independent study
Estimated personal workload6,00  
Group Project16,00  
Independent work
Research5,00  
E-Learning5,00  
Reference manual 's readings4,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Presentation
  • E-learning
  • Research
  • Seminar
  • Interactive class


Évaluation

Final Exam 20%
Individual Participation 20%
Group Participation 20%
Assignment (Group) 40%

Type de ContrôleDuréeNombrePondération
Continuous assessment
Participation14,00220,00
Final Exam
Written exam2,00120,00
Others
Group Project16,00140,00
presentation
statement0,50120,00
TOTAL     100,00


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