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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
International MBA1S2English
Professeur(s) responsable(s)AS.DE PAUW
Intervenant(s)AS.DE PAUW

Pré requis

None. Prior knowledge about negotiation or business experience is clearly a plus but not compulsory.

Participants need to have read the book ‘Getting to Yes’ from Ury Fisher and Bruce Patton (Penguin Books) as a preparation before the start of the course.

Objectifs du cours

1. Understand basic negotiation concepts in integrative and distributive bargaining and be able to apply them into effective skills in an international environment
2. Being able to prepare and effectively manage the negotiation process and knowing how to apply negotiation skills in specific contexts such as business and the workplace
3. Understand the influence of culture on the global negotiation settings and strategies
4. Being able to define the strengths and complexities of team negotiations
5. Being able to assess one’s own conflict management style and how this will impact individual and group conflict resolution.
6. Being able to identify the added value of third party intervention in dispute resolution

Contenu du cours

Negotiation in distributive settings: how to handle negotiations with one variable and opposed interests.
Negotiation in integrative settings: how to create value in multi-variable negotiations, in which all interests are not all opposed.
How to plan for a negotiation. Applying planning tools and problem solving strategies.
Understand the role of culture in negotiation strategy. Understand the different parties involved in negotiation.
Team negotiations
Conflict management and mediation

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class16,00  
Independent study
Estimated personal workload16,00  
Group Project18,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

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


The instructor expects students to actively participate and behave responsibly in the course sessions. The student is assessed on the course based on three components: class participation, class presentations and group projects.

Type de ContrôleDuréeNombrePondération
Continuous assessment
Group Project18,00160,00
Individual Project16,00120,00
TOTAL     100,00


  • Fisher R, Ury W & Patton B. Getting to Yes. Penguin Books -

  • Jeanne M. Brett (2014). Negotiating Globally 3rd edition. WileyJeanne M. Brett (2014). Negotiating Globally 3rd edition. Wiley -

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

* Informations non contractuelles et pouvant être soumises à modification
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