Présentation
Modalités
Lectures: Power point presentations
Case Studies: Simulations of actual negotiation cases, role play with active participation of the students, using case studies, and documents. Some grammar review, idiomatic use of current business English and general vocabulary. Each case is discussed, and unfamiliar vocabulary and concepts introduced and clarified. Discussion questions will be examined in detail. Cultural aspects of each case are outlined. Roles are assigned, and students work in small groups on their assigned tasks. Practice negotiations - providing students with opportunities to develop their negotiating skills with peers in class simulations.
Ressources
Fisher, Roger and William Ury. Getting to Yes: Negotiating Agreement Without Giving In.|| 2nd ed. New York: Penguin Books,1991Harvard Business Essentials. Negotiation. Boston: Harvard Business School Publishing, 2003|| Gelfand, Michele, and Jeanne M. Brett. The Handbook of Negotiation and Culture. Palo Alto:|| Stanford University Press, 2004<b> </b>||