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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)C.CHEN
Intervenant(s)Chavi CHEN

Pré requis

The basic knowledge of selecting negotiation strategies

Objectifs du cours

Students will be challenged to react to different scenarios and develop their adaptation ability to technological frustration. Students are required to incorporate by adopting theorectical concepts, analysing different case studies and reflecting different perspectives.

At the end of the course, the student should be able to:
1. Realise how different chocies of Information Communication and Technologies (ICTs) create advantegous and disadvantageous situations in e-negotiation.
2. Develop persuasive skills in text-based negotiation.

Contenu du cours

Students will be involved in the activities of role play and be challenged to analyse the assigned case study.
The students will better understand the impact of text-based, audio and video-conferencing negotiation.
Role play will be the main interactive exercise in the course

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class16,00  
Independent study
Individual Project10,00   Case reading
Group Project16,00   Case writing
Estimated personal workload8,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Project work
  • Interactive class
  • Case study
  • Coaching


Course activities in the form of case study, role play and self-reflection.
Written report is associated with using academic journals and books to identify some key elements in order to create training exercise for e-negotiation practice.

Type de ContrôleDuréeNombrePondération
Continuous assessment
Group Project18,00130,00
Individual Project4,00120,00
Case study8,00025,00
TOTAL     100,00

Ressources internet

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