Business Negotiation


BAI 3A Bachelor Affaires Internationales
Business Negotiation
Organizational behavior / Leadership
Contact hours
27 H
Number of spots
Open to visitors
Jean Philippe BERQUE

Pedagogical contribution of the course to the program

LEARNING GOAL 1 : Students will know, understand, and use management tools appropriately.
Students will know how to implement their knowledge within an organization.
LEARNING GOAL 2 : Students will demonstrate awareness of ethical business practices, diversity and sustainable development.
Students will understand their business organization’s responsibility regarding diversity, sustainable development and ethics.
LEARNING GOAL 3 : Students will be able to adapt effectively in an international environment.
Students will understand the management issues of an international business organization
Students will communicate their ideas effectively, both orally and in writing, in French and in two additional languages.
Students will demonstrate their ability to learn and take action when working in intercultural teams.


Course description (level I): The Business Negotiation course is based on a proven, easily applicable and tailor-made method to enable students to perform to the best of your ability as future negotiators. The course prepares students to become successful negotiators by using an effective negotiation strategy. It identifies appropriate hard and soft skills to be developed, which can lead to improved business performance. Students go through a relevant negotiation process to reach mutually acceptable deals, and get valuable insights into different cultural negotiating styles. They can explore interests, predict conflicts and reach win-win situations. They can practice in a constructive learning environment by means of a series of short lectures and through the use of live negotiating exercises. This training course uses top references, and was developed with the contribution of numerous experienced multinational negotiation teams. It is made of 6 modules, which were successfully tested and implemented over a period of 3 years by 6 multinational teams. At the end of the course, students will have acquired relevant knowledge, and will be able to close more deals and get more favorable terms in all their future negotiations.

Teaching methods


- Lectures
- Tutorials
- E-learning

In group

- Exercises
- Case studies/texts


- Discussions/debates
- Games (educational, role play, simulation)
- Personal accounts


No items in this list have been checked.

Learning objectives

Cognitive domain

Upon completion of this course, students should be able to
  • - (level 1) Define opportunities and threats in negotiations
  • - (level 2) Estimate negotiators' weaknesses and strengths
  • - (level 3) Apply an effective questioning technique to be able to explore mutual interests
  • - (level 4) Figure out a relevant negotiation strategy
  • - (level 5) Improve communication and persuasion

Affective domain

Upon completion of this course, students should be able to
  • - (level 5) Use the right soft skills to get win-win deals


A - NEGOTIATION BASICS: 1. Analyzing opportunities and threats 2. Identifying key stakeholders and interests and learning negotiation styles B - NEGOTIATION PROCESS: 1. Planning a winning strategy 2. Building mutual confidence 3. Exploring real interests 4. Bargaining successful concessions 5. Closing a deal in a timely manner C - COMMUNICATION: 1. Improving persuasive communication 2. Developing a winner's mindset

No prerequisite has been provided

Knowledge in / Key concepts to master

Basic knowledge of project and team management Basic knowledge of market analysis

Teaching material

Mandatory tools for the course

- Computer
- Reference manuals

Documents in all formats

- Case studies/texts
- Worksheets

Moodle platform

- Upload of class documents
- Interface to submit coursework
- Assessments
- Coaching/mentoring


- Keynote

Additional electronic platforms

No items in this list have been checked.

Recommended reading

Jean-philippe BERQUE is an experienced international executive with 28 years of leadership, management and negotiation abroad, working in public administration, international organizations and diplomacy (UNO, NATO,... ) as well as in the private sector. Website: J.P. BERQUE, Business Negotiation handbook, reference manual (provided in class). J. WEISS - HARVARD BUSINESS REVIEW, Guide to negotiating. Martin E. LATZ, Negotiating to get what you want.

R. FISHER & W. URY, Getting to Yes, Negotiating an agreement without giving in N. PRIME & J.C. USUNIER, Marketing international (la négociation commerciale et ses déterminants interculturels). J.P. COENE, International negotiation. J. COMFORT and P. FRANKLIN, The mindful international manager. M. MERY, Négociation complexe. J.P. BERQUE, International Professional Efficiency (book soon to be published).

EM Research: Be sure to mobilize at least one resource

Textbooks, case studies, translated material, etc. can be entered
Customized textbooks Case studies in negotiation


List of assessment methods

Intermediate assessment / continuous assessment 1Class no. 2 sessions
Written and oral (120 Min.) / Group / English / Weight : 50 %
Details : Workshops
This evaluation is used to measure LO1.1, LO1.2, LO2.1, LO3.1, LO3.3
Final evaluationExam week
Written (120 Min.) / Individual / English / Weight : 50 %
Details : MCQ, Course questions and a case study
This evaluation is used to measure LO1.1, LO1.2, LO3.1, LO3.3
No assessment methods have been attributed to this course yet.