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Establishment
Language of instruction
English
Teaching content
NEGOTIATION
This course occurs in the following program(s)
IESEG Degree - Programme Grande École
- Crédits ECTS: 2.00
Training officer(s)
F.BADDAR
Stakeholder(s)
Fawaz BADDAR
Présentation
Prerequisite
N/A
Goal
Understand the cultural theories
To examine the effect of cultural thoeries on relationship marketing
To apply the concept of relationship marketing in cross-cultural context
To understand the influence of culture and relationship management on internaitonal negotiations
To examine the effect of cultural thoeries on relationship marketing
To apply the concept of relationship marketing in cross-cultural context
To understand the influence of culture and relationship management on internaitonal negotiations
Presentation
Part 1- Cultural Theories: Discussing the different cultural theories, and how they are applicable in across borders
Part 2 - Relationship Marketing: Relationship marketing theories and strategies, approaches in building, developing and maintaining relationships between supplier-customer in international context, and how to anaylze these relationships and gain competitive advantage
Part 3 - Cross-Cultural Negotiations: An overview and up-to-date information on international communication and negotiations strategies, and understanding of the importance of cultural elements and differences on negotiations.
Part 2 - Relationship Marketing: Relationship marketing theories and strategies, approaches in building, developing and maintaining relationships between supplier-customer in international context, and how to anaylze these relationships and gain competitive advantage
Part 3 - Cross-Cultural Negotiations: An overview and up-to-date information on international communication and negotiations strategies, and understanding of the importance of cultural elements and differences on negotiations.
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Présentiel | |||
| Travaux dirigés | 16,00 | ||
| Autoformation | |||
| Recherche | 5,00 | ||
| Lecture du manuel de référence | 5,00 | ||
| Travail personnel | |||
| Group Project | 8,00 | ||
| Charge de travail personnel indicative | 8,00 | ||
| Overall student workload | 42,00 | ||
Evaluation
1 - Group Presentation
2 - Inidividual Exam
2 - Inidividual Exam
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| exposé | |||
| exposé | 0,00 | 1 | 40,00 |
| Examen (final) | |||
| Examen écrit | 0,00 | 1 | 60,00 |
| TOTAL | 100,00 | ||
Ressources
Bibliography
International Marketing - Ghauri, P. & Cateora, P.
(3rd ed). McGrawhill.(2010)
A set of articles and case-studies - --
Marketing Across Cultures (5th ed). Pearson - Usunier, J-C. & Lee, J.A.2009, 5th edition, Pearson
Communicationg in Global Business Negotiations: A Geocentric Approach - Rudd, J.E. & Lawson, D.R.2007, Sage
Marketing Management: A Relationship Approach - Hollensen, S.2010, 2nd ed., Pearson
Internet resources