Formation/Cours

At the end of the course, the student should be able to:
Understand and apply negotiation concepts and skills in an international environment;
Understand the influence of culture on the global negotiation settings and strategies;
Identify the variables in the negotiation process which create value in negotiation;
Apply negotiation strategies in multi-party situations in an international business context;
Plan and prepare for complex negotiations, especially by identifying key behavioral characteristics helping
or hindering the search for a mutually satisfactory deal;
Use the relevant negotiation concepts to better understand their working environment and its conflictuality.
Conduct a mediated conflict negotiation and deal with emotions of parties around the table
Recognize how personal culture influences business interactions in a multicultural environment (AACSB)

The goal of this course is to give students the tools to create / maintain fruitful international business
relationships through negotiation processes aiming to reach mutually satisfying outcomes.
The content of the course will be centered on the following topics: distributive and integrative negotiation
settings and strategies, negotiation planning, the influence of culture in negotiation strategy and complexity of international negotiations, conflict negotiation and mediation.
This course will consist of a mix of theory delivered to the students and application exercises and realistic role plays. Class discussion will be based on the students’ performance in the exercises and the concepts will be illustrated by the group’s experience in negotiation. Active class discussion will enable integration of the concepts and to create links with the participants’ past experiences