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INTRODUCTION TO NEGOTIATION

2017-2018

IESEG School of Management ( IÉSEG )

Code Cours :

1718-IÉSEG-BA3S1S2-NEG-B3-CE07UE

NEGOTIATION


Niveau Année de formation Période Langue d'enseignement 
Bachelor3S1S2English
Professeur(s) responsable(s)A.BARRAGAN DIAZ
Intervenant(s)ADRIAN BARRAGAN DIAZ (Lille) JAVIER MARCOS (Paris)


Pré requis

No

Objectifs du cours

Students will develop both a theoretical as well as a practical understanding of the dimensions of successful negotiation. Students will not only utilise traditional negotiation skills established in a conventional business environment but will also utilise skill sets from other disciplines to reinforce and supplement the more traditional business aspects of negotiation.

The main objective of this course is to introduce students to negotiation and the fundamental aspects it entails. Students will also work on teams with the aim of:
Work efficiently in a team and provide contributions
Make consistent decisions and take responsibility
Manage in pro-active way

Contenu du cours

The essence of the subject is to introduce students to the world of negotiation and explain its structure and detail. Whilst centred in business negotiation theory, the subject also draws on other areas such as game theory , conflict resolution and learning styles theory).
The essential business negotiation dimensions include :

Planning and preparation
Strategies that underly good negotiation
Negotiation tactics
Negotiation stance (eg. Win/win strategies)
Post negotiation


Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
lecture14,00   6 sessions
Independent study
Estimated personal workload6,00  
Group Project16,00  
Independent work
Research5,00  
E-Learning5,00  
Reference manual 's readings4,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Presentation
  • Interactive class


Évaluation

Final Exam 20%
Individual Participation 20%
Negotiation exercises 20%
Assignment (Group) 40%

Type de ContrôleDuréeNombrePondération
Continuous assessment
Participation16,00620,00
Final Exam
MQC2,00120,00
Others
Group Project16,00140,00
Individual Project4,00220,00
TOTAL     100,00

Bibliographie

  • Fisher, R., Ury, W. L., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in. Penguin -


Ressources internet



 
* Informations non contractuelles et pouvant être soumises à modification
 
 
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