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English
Teaching content
NEGOTIATION
Training officer(s)
AS.DE PAUW
Stakeholder(s)
AS.DE PAUW
Présentation
Prerequisite
None. Prior knowledge about negotiation or business experience is clearly a plus but not compulsory.
Participants need to have read the book ‘Getting to Yes’ from Ury Fisher and Bruce Patton (Penguin Books) as a preparation before the start of the course.
Participants need to have read the book ‘Getting to Yes’ from Ury Fisher and Bruce Patton (Penguin Books) as a preparation before the start of the course.
Goal
1. Understand basic negotiation concepts in integrative and distributive bargaining and be able to apply them into effective skills in an international environment
2. Being able to prepare and effectively manage the negotiation process and knowing how to apply negotiation skills in specific contexts such as business and the workplace
3. Understand the influence of culture on the global negotiation settings and strategies
4. Being able to define the strengths and complexities of team negotiations
5. Being able to assess one’s own conflict management style and how this will impact individual and group conflict resolution.
6. Being able to identify the added value of third party intervention in dispute resolution
2. Being able to prepare and effectively manage the negotiation process and knowing how to apply negotiation skills in specific contexts such as business and the workplace
3. Understand the influence of culture on the global negotiation settings and strategies
4. Being able to define the strengths and complexities of team negotiations
5. Being able to assess one’s own conflict management style and how this will impact individual and group conflict resolution.
6. Being able to identify the added value of third party intervention in dispute resolution
Presentation
Negotiation in distributive settings: how to handle negotiations with one variable and opposed interests.
Negotiation in integrative settings: how to create value in multi-variable negotiations, in which all interests are not all opposed.
How to plan for a negotiation. Applying planning tools and problem solving strategies.
Understand the role of culture in negotiation strategy. Understand the different parties involved in negotiation.
Team negotiations
Conflict management and mediation
Negotiation in integrative settings: how to create value in multi-variable negotiations, in which all interests are not all opposed.
How to plan for a negotiation. Applying planning tools and problem solving strategies.
Understand the role of culture in negotiation strategy. Understand the different parties involved in negotiation.
Team negotiations
Conflict management and mediation
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Présentiel | |||
| Cours interactif | 16,00 | ||
| Travail personnel | |||
| Charge de travail personnel indicative | 10,00 | ||
| Group Project | 16,00 | ||
| Autoformation | |||
| Lecture du manuel de référence | 6,00 | ||
| E-Learning | 2,00 | ||
| Overall student workload | 50,00 | ||
Evaluation
The instructor expects students to actively participate and behave responsibly in the course sessions. The student is assessed on the course based on three components: class participation, class presentations and group projects.
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Contrôle continu | |||
| Participation | 16,00 | 1 | 20,00 |
| Autres | |||
| Projet Collectif | 16,00 | 1 | 30,00 |
| Projet Individuel | 18,00 | 1 | 30,00 |
| Examen (final) | |||
| QCM | 2,00 | 1 | 20,00 |
| TOTAL | 100,00 | ||
Ressources
Bibliography
Fisher R, Ury W & Patton B. Getting to Yes. Penguin Books -
Jeanne M. Brett (2014). Negotiating Globally 3rd edition. WileyJeanne M. Brett (2014). Negotiating Globally 3rd edition. Wiley -
Lewicki, R.J., Barry B. & Saunders D.M. (2009) Negotiation 6th edition. McGraw Hill. -
Jeanne M. Brett (2014). Negotiating Globally 3rd edition. WileyJeanne M. Brett (2014). Negotiating Globally 3rd edition. Wiley -
Lewicki, R.J., Barry B. & Saunders D.M. (2009) Negotiation 6th edition. McGraw Hill. -