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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Course for exchange students1S1English
Professeur(s) responsable(s)C.SUDBOROUGH
Intervenant(s)Calliope Sudborough, Thomas Guedj

Pré requis

Students must read Getting to Yes, Roger Fisher, William Ury and Bruce Patton, Random House, 1981 (1999) before the final exam and be willing to participate actively in class.

Objectifs du cours

At the end of the course, the student should be able to:
- Understand the basics of principled or integrative bargaining strategies, as laid out in the bestselling book Getting to Yes (Roger Fisher & William Ury, 1981) and differentiate them from distributive negotiation strategies.
- Apply the processes unveiled in the class role play scenarios to real-life negotiations, perceived as all processes aiming for mutually beneficial outcomes and the creation / maintaining of long term relationships.
- Conceptualize the ins-and-outs of negotiation and apply these concepts into planning and preparing all kinds of professional negotiations.
- Understand the communication processes taking place at and around the negotiation table.
- Identify the variables in the negotiation process which make principled negotiation possible, especially the key behavioral characteristics of the players.

Contenu du cours

The course will be made of a mix of theory delivered to the students and application exercises, with at least one main role play per day. Those will be based on realistic scenarios and enable participants to practice negotiation in real-life settings. Extended class discussions will be used to guarantee appropriation of the course concepts and the creation of linkages with the participants' own experiences.
The course will cover universally applicable negotiation tools, methods and skills. In particular, the following aspects will be presented: integrative (win-win) vs. distributive (e.g. money) negotiation settings, zone of possible agreement, planning and preparation, creativity, communication and process. The objective is to provide students with key analysis grids and tools to better understand negotiation, and hence negotiate more effectively in various settings.

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class16,00  
Independent work
Reference manual 's readings34,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Interactive class
  • Case study


Students will be assessed on the basis of their participation in class (40% of the final grade) and a final exam consisting of multiple choice and essay questions (60% of the final grade)

Type de ContrôleDuréeNombrePondération
Continuous assessment
Final Exam
Written exam0,00030,00
TOTAL     100,00


  • Getting to Yes, Roger Fisher, William Ury and Bruce Patton, Random House, 1981 (1999) - - -

  • Negotiation, Lewicki, Barry & Saunders, McGraw Hill (chapters 1 to 4) - - -

* Informations non contractuelles et pouvant être soumises à modification
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