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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)JP.DA ROCHA
Intervenant(s)JP.DA ROCHA

Pré requis

Students should have basic knowledge of the negotiation theory and concepts of positional and integrative negotiation. As a consequence, students are strongly adviced to have taken the Practical Negotiation Skills course first.

Objectifs du cours

At the end of the course, the student should be able to:
• Develop a contextualized negotiation strategy;
• Learn about negotiation styles;
• Prepare strategies to overcome barriers to effective negotiations, and
• Be equipped with negotiation tactics in order to overcome negotiation mistakes.

Contenu du cours

The course will draw upon existing scholarship and practice from various disciplines. Building on innate negotiation skills, students will be immersed in a systematic way of analyzing the negotiation process in order to strategize and plan for effective negotiations. Through interactive participation and the learning of different techniques, students will be faced with both the optimal and the impossible types of negotiation settings. Beyond the shared techniques for negotiations, students will be immersed in real life experiences, shared through videos, blogs and a range of case studies in order to be able to practice the various steps. Based on the Professor’s experience in both international relations and the corporate sector, students will explore and investigate the complexities in and around effective negotiations.

Modalités d'enseignement

Organisation du cours

Personal work:

Negotiation quiz: From a list of situations, identify which may or may not represent a negotiation (1 page)
Learning goals and rationale: It is important to identify in advance of learning specific learning goals you want to achieve by taking this course. List 3-5 goals and the rationale for their selection. (1 page)
Daily reflective journal: Think about the impact the readings, discussions, role-plays and other activities have had on you. Comment on these reflections in your journal. How does this manifest itself in your personal and professional life? Reference theories from the readings assigned in class, in addition to other readings as appropriate, to support your comments with theory. You can use one profound learning point and explore that for the full paper or select a variety of learning points to explore in a scholarly manner. This learning can be addressed by theme in a narrative summary or they can be addressed in a day-by-day exploration. Students are expected to use between 3-6 scholarly references. (1-2 pages)

Case Study/Scenario: A case scenario will be shared during the course, whereby roles will be assigned, incl. observers. Role players will have the opportunity to engage in effective negotiations, step-by-step as of day 3 and day 4, incl a reflection exercise. The simulation will focus on negotiating with difficult people, adding culture and team as various layers of complexity. Students will therefore be able to build on previously learned skills and to practice their listening, questioning and bargaining skills.

TypeNombre d'heuresRemarques
Face to face
Interactive class16,00   Experiential learning (role plays, case studies), classroom reflections, individual coaching. Presence in the course is required, and participation is evaluated
Independent work
Reference manual 's readings10,00  
Independent study
Estimated personal workload24,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • E-learning
  • Interactive class
  • Case study
  • Coaching


Class Participation 50%
Class participation is key to practicing negotiation skills. Throughout the course, students will be engaged with small exercises, group work, role plays and a final simulation in which they can practice and adapt their learned negotiation strategies. It is imperative that students participate in all classes as the instructor will share knowledge and experience from real life negotiations through exercises, blogs, film material and re-enacting negotiation activities from the international realm and the private sphere.
Students will be asked to prepare classes by means of reading assignments and short reflections (negotiation quiz - learning goals and rationale).

Daily Reflective Journals 50%
The focus of this assignment is to identify the learning that took place. Students will be graded on how well their reflections capture the quality of their own individual learning that evolved as a result of class and class-related activities, including reading, writing, group work, class presentations and how well these reflections are supported with scholarly references and appropriate citations. Students will also be evaluated on the quality of how well they support this learning with scholarly references.

Type de ContrôleDuréeNombrePondération
Continuous assessment
Written Report0,00150,00
TOTAL     100,00


  • Fisher, R., Ury, W. & Patton, B. (1991). Getting to Yes: Negotiating agreement without giving in, 2nd edition. New York: Penguin. -

  • Journal articles assigned per day. All readings are due for the day they are listed. -

* Informations non contractuelles et pouvant être soumises à modification
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