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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)A.BORBELY
Intervenant(s)Adrian BORBELY

Pré requis

Before the class, students are invited to gain an appropriate understanding of modern negotiation techniques. For this purpose, it is advised (although not compulsory) that students have followed the course entitled "Practical Negotiation Skills". Otherwise, they may access the course if they attended other basic courses on negotiation (based on Harvard's principled negotiation) or if they commit to document themselves on the topic before the first day of class.

Objectifs du cours

At the end of the course, the student should be able to:
- diagnose the potential complexity of negotiation and conflict settings (e.g. multiple parties, multiple issues, multiple layers, hardcore positional approaches and/or conflict obstructing constructive exchanges)
- analyse complex negotiations using a set of tools and techniques
- choose the right negotiation approach to resolve situations in the most productive way (reach a deal, create value, maintain relationships, solve conflicts, etc.)
- understand different negotiation formats, especially when to call for third-party intervention

Contenu du cours

Students will be presented with negotiation analysis tools that address the relationship, content and process aspects of negotiation. They will be presented with cases in which difficulties and impasses are linked with each of these dimensions and will be given practical tools and advice to overcome such difficulties.
More precisely, in addition to reviewing the principled method of negotiation, the course will cover:
- Negotiating in teams
- Negotiating complex, multi-issue deals
- Overcoming difficult conversation, in particular through the intervention of neutral third parties (mediation)
- Analyzing real-life complex negotiations

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class14,00   The course will be highly interactive. Each session will mix short exercises, extensive realistic role plays, class discussions and lectures. Student presence is highly advised, as the learning will take place through class activities and discussion of th
Tutorials2,00   During session 4, students will be placed in groups to reflect on real-life complex negotiations of their choosing
Independent work
Reference manual 's readings6,00   A textbook chapter to read
Independent study
Estimated personal workload4,00   Preparation for role plays
Group Project20,00   Final Assignment
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Tutorial
  • Research
  • Interactive class


50% of the evaluation is based on preparedness for the role plays, readings completion and class activities, the remaining 50% in the form of a group report to be handed in two weeks after class completion: an analysis of a real-life case (diagnostic and suggestions for action)

Type de ContrôleDuréeNombrePondération
Continuous assessment
Mid-term exam6,33110,00
Group Project24,00150,00
TOTAL     100,00


  • Lewicki, Barry & Saunders, Negotiation, McGraw Hill (chapters 17 to 19) -

* Informations non contractuelles et pouvant être soumises à modification
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