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Language of instruction
English
Teaching content
NEGOTIATION
This course occurs in the following program(s)
IESEG Degree - Programme Grande École
- Crédits ECTS:
Training officer(s)
R.CHATILA
Stakeholder(s)
Rima CHATILA
Présentation
Goal
Students will develop both a theoretical as well as a practical understanding of the dimensions of successful negotiation. Students will not only utilise traditional negotiation skills established in a conventional business environment but will also utilise skill sets from other disciplines to reinforce and supplement the more traditional business aspects of negotiation.
The main objective of this course is to introduce students to negotiation and the fundamental aspects it entails. Students will also work on teams with the aim of:
Work efficiently in a team and provide contributions
Make consistent decisions and take responsibility
Manage in pro-active way
The main objective of this course is to introduce students to negotiation and the fundamental aspects it entails. Students will also work on teams with the aim of:
Work efficiently in a team and provide contributions
Make consistent decisions and take responsibility
Manage in pro-active way
Presentation
The essence of the subject is to introduce students to the world of negotiation and explain its structure and detail. Whilst centred in business negotiation theory, the subject also draws on other areas such as game theory , conflict resolution and learning styles theory).
The essential business negotiation dimensions include :
Planning and preparation
Strategies that underly good negotiation
Negotiation tactics
Negotiation stance (eg. Win/win strategies)
Post negotiation
The essential business negotiation dimensions include :
Planning and preparation
Strategies that underly good negotiation
Negotiation tactics
Negotiation stance (eg. Win/win strategies)
Post negotiation
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Présentiel | |||
| Cours interactif | 16,00 | ||
| Autoformation | |||
| Lecture du manuel de référence | 4,00 | ||
| E-Learning | 3,00 | ||
| Recherche | 3,00 | ||
| Travail personnel | |||
| Group Project | 10,00 | ||
| Individual Project | 4,00 | ||
| Overall student workload | 40,00 | ||
Evaluation
Final Exam 20%
Individual Participation 20%
Negotiation exercises 20%
Assignment (Group) 40%
Individual Participation 20%
Negotiation exercises 20%
Assignment (Group) 40%
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Contrôle continu | |||
| Participation | 16,00 | 0 | 20,00 |
| Examen (final) | |||
| Examen écrit | 20,00 | 0 | 20,00 |
| Autres | |||
| Projet Collectif | 40,00 | 1 | 40,00 |
| Projet Individuel | 0,00 | 1 | 20,00 |
| TOTAL | 100,00 | ||
Ressources
Bibliography
Getting to Yes - Roger Fisher, William Ury and Bruce Patton
Random House, 1981 (1999)