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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
MSc in International Business1S1S2English
Professeur(s) responsable(s)J.RAMIREZ
Intervenant(s)Jimena RAMIREZ Ann-Sophie DE PAUW

    Ce cours apparaît dans les formations suivantes :
  • IÉSEG > MIB > MIB > 2,00 ECTS

Pré requis

None. This is basic negotiation skills course with an international perspective.

Objectifs du cours

At the end of the course, the student should be able to:
Understand and apply negotiation concepts and skills in an international environment;
Understand the influence of culture on the global negotiation settings and strategies;
Identify the variables in the negotiation process which create value in negotiation;
Apply negotiation strategies in multi-party situations in an international business context;
Plan and prepare for complex negotiations, especially by identifying key behavioral characteristics helping
or hindering the search for a mutually satisfactory deal;
Use the relevant negotiation concepts to better understand their working environment and its conflictuality.

Contenu du cours

The goal of this course is to give students the tools to create / maintain fruitful international business
relationships through negotiation processes aiming to reach mutually satisfying outcomes.
The content of the course will be centered on the following topics: distributive and integrative negotiation
settings and strategies, the influence of culture in negotiation strategy and a glimpse into complexity in
international negotiations.
This course will consist of a mix of theory delivered to the students and application exercises and realisticrole plays. Class discussion will be based on the students' performance in the exercises and the conceptswill be illustrated by the group's experience in negotiation. Active class discussion will enable integration of the concepts and to create links with the participants' past experiences.

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class16,00  
Independent study
Group Project18,00  
Independent work
Reference manual 's readings8,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

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


Evaluation as follows:
Students will not be assessed on how they perform during simulations but on a mix of participation
(presence, engagement and preparedness for role plays), an exam and a final written paper.

Type de ContrôleDuréeNombrePondération
Continuous assessment
Group Project30,00150,00
Final Exam
TOTAL     100,00


  • Essential: Jeanne M. Brett (2014). Negotiating Globally 3rd edition. Jossey Bass. -

  • Lewicki, R.J., Barry B. & Saunders D.M. (2009) Negotiation 6th edition. McGraw Hill. -

Ressources internet

* Informations non contractuelles et pouvant être soumises à modification
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