Fiche détaillée d'un cours


Voir la fiche établissement



IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)GC.THELLIER
Intervenant(s) Gael-Carol Thellier (Lille) Michelle Rosen (Paris)

Pré requis

Students should have a very good command (minimum B1) of the English language, be capable of carrying out a presentation in English using Power-Point and be able to express their opinions in a group.

Objectifs du cours

At the end of the course, the student should be able to :
- have greater awareness about ESRS topics in a negotiation.
- have the necessary skillful language to negotiate in English.
- have an awareness of other cultures' approach to negotiations.
- be able to summarize the outcome of a negotiation and reach an agreement.
- be able to negotiate by mail.
- be able to participate actively in a group or individual negotiation.

Contenu du cours

The language skills necessary for a negotiation.
- The different phases of a negotiation.
- Writing, a proposal letter, email suggesting points to be negotiated, report summarizing
a negotiation.
- Cultural differences to take into account in a negotiation.
- Handling conflicts in a negotiation.
- Body language in a negotiation.

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Independent work
E-Learning4,00   Students will do research on other cultures' approach to negotiations and present a recent negotiation between two countries.The students will have a film to watch and be expected to do the necessary research in order to be able to answer the questions.
Independent study
Group Project10,00   Student will be expected to prepare case studies out of class.
Estimated personal workload14,00   On line exam subsequent to the watching of the fillm '12 Angry Men'.
Summary of negotiations carried out in class.
Written assignments.
Individual Project6,00  
Face to face
Interactive class16,00   In class negotiations to apply the language and points studied in class
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Presentation
  • E-learning
  • Project work
  • Interactive class
  • Case study


40% Participation, this includes active participation in role plays, homework and presence in class.
15% PPT oral presentation and handout on cultural tips which should be sent to all the class by e-mail.
35% Final oral evaluation of the students' performance in a negotiation.
10% Written assessment.

Type de ContrôleDuréeNombrePondération
Continuous assessment
Oral presentation0,20115,00
Language skills : writing0,00410,00
Final Exam
Oral exam0,00135,00
TOTAL     100,00


  • International Negotiations by Mark Powell, English for International Negotiations by Drew Rogers -

* Informations non contractuelles et pouvant être soumises à modification
Vidéo : Un campus à vivre
Notre chaîne Youtube