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Negotiator Psychology, Tactics, and Ethics


IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)D.VARONE
Intervenant(s)Ingmar GEIGER

Pré requis

Students should be aware of basic negotiation and bargaining concepts, such as the bargaining zone model, BATNA, reservation and target points.

Objectifs du cours

understand cognitive, emotional, and motivational mechanisms in negotiation
- evaluate the process and outcome of negotiation drawing upon a balanced perception
- identify and defend against manipulation tactics used by an opponent
- select and apply pertinent tactics to increase and divide the negotiation resources
- analyze, understand, and at best avoid cognitive biases in negotiation
- reflect and define what ethical behavior in negotiation means to him/her

Contenu du cours

This course covers three overarching topics: psychological mechanisms in negotiation, tactics, and ethics. With regard to the first, it mainly deals with cognitive processes and how they affect the course and outcome of negotiations. Special attention is given to a variety of reference points in negotiation (BATNA, target points, first offers) as well as heuristics and cognitive biases. Another aspect of negotiator psychology deals with the role of emotions and motivation in negotiation. Discussing a couple of manipulation tactics and how to defend against them leads to the topic of tactics. More of those will be analyzed with regard to their ability to either increase or divide the negotiation resources. Finally, the class will touch upon the question of ethics and ethical behavior in negotiation

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
lecture8,00   The course will be a mixture of lectures and interactive exercises
Interactive class8,00   The course will be a mixture of lectures and interactive exercises
Independent work
Reference manual 's readings16,00  
Independent study
Estimated personal workload20,00   Preparation for examination, application in practice
Charge de travail globale de l'étudiant52,00  

Méthodes pédagogiques

  • Presentation
  • Interactive class
  • Case study


At the end of the course week, there will be one written exam, consisting of multiple choice and open questions.

Type de ContrôleDuréeNombrePondération
Final Exam
Written exam2,00170,00
TOTAL     100,00


  • Negotiation (6 ed.). New York: McGraw-Hill. - Lewicki, R. J., Barry, B., & Saunders,

    D. M. (2010).

  • The Mind and Heart of the Negotiator - Thompson, L. (2012)

    T (5th ed.). Upper Saddle River, New Jersey: Pearson Prentice Hall.

  • Judgment in Managerial Decision Making (5th ed.). New York: John Wiley & Sons. - Bazerman, M. H. (2002)

* Informations non contractuelles et pouvant être soumises à modification
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