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Establishment
Language of instruction
English
Teaching content
NEGOTIATION
This course occurs in the following program(s)
MSc in International Business Negotiation (MNG)
- Crédits ECTS: 2.00
Training officer(s)
J.RAMIREZ MARIN
Stakeholder(s)
J.RAMIREZ MARIN
Présentation
Prerequisite
This course is designed for a general audience. However the lessons will be specially valuebale for students with a prior basic understanding of negotiation (e.g. Practical Negotiationg Skills course) or prior experience in negotiation.
Goal
• Understand the influence of culture on negotiation and gain a broad intellectual understanding of the strategic approaches across cultures.
• Learn to develop a strategic plan for negotiation that takes cultural differences into account. Many important phenomena in negotiation, e.g., interests, power, fairness have different interpretations in different cultures.
• Develop confidence in their skills to negotiate deals and resolve disputes in cross-cultural settings.
• Improve the analytical abilities for understanding the behavior of individuals, groups, and organizations in cross-cultural settings.
• Develop a toolkit of global negotiation skills, strategies, and approaches.
• Learn to develop a strategic plan for negotiation that takes cultural differences into account. Many important phenomena in negotiation, e.g., interests, power, fairness have different interpretations in different cultures.
• Develop confidence in their skills to negotiate deals and resolve disputes in cross-cultural settings.
• Improve the analytical abilities for understanding the behavior of individuals, groups, and organizations in cross-cultural settings.
• Develop a toolkit of global negotiation skills, strategies, and approaches.
Presentation
The contents are focused on how culture influences negotiation strategy. The goal of this course is to prepare students to manage successful international business, most of the advice is research based. It benefits from the cultural diversity in the classroom to illustrate how cultural assumptions influence deal making, dispute resolution and multiparty negotiation strategy.
The course is based on experiential exercises (simulations) and debriefings. Each exercise helps students develop their analytic, strategic, and negotiating skills in the cross-cultural setting. In the debriefings, we analyse the results of the negotiations and discuss strategies that worked and strategies that didn’t. The course offers an opportunity, not available in the real world, to see both the other side’s outcome and the outcomes of others who negotiated the same facts. Thus, the course provides an unparalleled opportunity for learning.
The course is based on experiential exercises (simulations) and debriefings. Each exercise helps students develop their analytic, strategic, and negotiating skills in the cross-cultural setting. In the debriefings, we analyse the results of the negotiations and discuss strategies that worked and strategies that didn’t. The course offers an opportunity, not available in the real world, to see both the other side’s outcome and the outcomes of others who negotiated the same facts. Thus, the course provides an unparalleled opportunity for learning.
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Présentiel | |||
| Cours interactif | 14,00 | ||
| Travaux dirigés | 2,00 | ||
| Autoformation | |||
| Lecture du manuel de référence | 6,00 | ||
| Recherche | 12,00 | ||
| Travail personnel | |||
| Charge de travail personnel indicative | 16,00 | ||
| Overall student workload | 50,00 | ||
Evaluation
Evaluation as follows:
50% Final exam (mainly MCQ)
30% Group written assignments
20% Negotiation planning and participation
50% Final exam (mainly MCQ)
30% Group written assignments
20% Negotiation planning and participation
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Contrôle continu | |||
| Participation | 16,00 | 1 | 20,00 |
| Examen (final) | |||
| Examen écrit | 2,00 | 1 | 50,00 |
| Autres | |||
| Projet Collectif | 18,00 | 1 | 30,00 |
| TOTAL | 100,00 | ||
Ressources
Bibliography
Lewicki, R.J., Barry B. & Saunders D.M. (2009) Negotiation 6th edition. McGraw Hill (chap. 16) -
Brett, J. M. (2014) Negotiating Globally.3rd edition. San Francisco: Wiley. -
Sebenius J.K. (2002) The Hidden Challenge of Cross Border Negotiations. Harvard Business Review, March 76-85. -
Brett J.M. & Gelfand M. J. (2005) Lessons from Abroad: When Culture Affects Negotiating Style. Havard Negotiation Newsletter, January 3-5. -
Brett, J. M. (2014) Negotiating Globally.3rd edition. San Francisco: Wiley. -
Sebenius J.K. (2002) The Hidden Challenge of Cross Border Negotiations. Harvard Business Review, March 76-85. -
Brett J.M. & Gelfand M. J. (2005) Lessons from Abroad: When Culture Affects Negotiating Style. Havard Negotiation Newsletter, January 3-5. -