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International Negotiation

Code Cours
2324-RIZOMM-BUS-EN-5002
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Établissement
Faculté de Gestion, Economie & Sciences Masters
Langue d'enseignement
FR, EN
Ce cours apparaît dans les formation(s) suivante(s)
Master International Management - Crédits ECTS:
Responsable(s)
Sandra RAMOS
Période
S3

Présentation

Prérequis

Good comprehension of English. Good knowledge of business, management, and economics concept.

Objectifs

The aims of the course include:


This course intends to introduce the students to the fundamental theories of negotiation giving a special focus on an international setting and cross-cultural management.


The overall goals are:


• To develop a global understanding of distributive bargaining and integrative negotiation.


• To understand the complexities of negotiating in an international setting and across cultures.


• To develop a set of hands-on skills through case studies, practical examples, and group negotiations.



LEARNING OUTCOMES- At the end of the course, students will be able to:



  • Identify and understand the characteristics and elements of distributive bargaining and integrative negotiation.

  • Explore the major elements of a process for selecting a negotiation strategy.

  • Acquire a set of tools for effective planning and execution of a negotiation.

  • Gain a comprehensive understanding of how international and cross-cultural negotiations are different from domestic and same-culture ones.

  • Understand how culture influences negotiation dynamics.

  • Develop strategies and skills to apply when negotiating in an international and cross-cultural setting.

Présentation

  • Nature of negotiation.

  • Strategy and tactics of distributive and integrative negotiation.

  • Strategy and Planning.

  • International Negotiations and Cross-cultural Negotiations.

Modalités

Modalités d'enseignement

The teaching methods used in this course include lectures, case studies, and group assignments. Students are required to constructively and actively participate in both class and group discussions.

  • Lectures: 24h
  • Personal work: 48h
  • OVERALL Student Workload: 72h

Assessment

The different learning outcomes described previously will be evaluated.

  • Continuous assessment: 50%, ongoing group project, due last course
  • Final Exam: 50%, 1h
  • TOTAL: 100%
Évaluation

Ressources

Bibliographie

<b>Handbook:</b>|| <ul> <li>Lewicki, R. J., Saunders, David., &amp; Barry, B. (2015). Negotiation (Seventh Edition). McGraw-Hill.</li> </ul> <b>Essential reading: </b>|| <ul> <li>Fisher, R., Ury, W., &amp; Patton, B. (2012). Getting to Yes. London.</li> <li>Salacuse, J. W. (2003). The Global Negotiator (First Edition). Palgrave Macmillan.</li> </ul>