Business Negotiation
EM1F4M62A1
Semestre
A
Discipline
Organizational behavior / Leadership
Volume horaire
27 H
Nombre de places
45
Ouvert aux visitants
Oui
Langue
EN
Responsable
Jean Philippe BERQUE
Liste des intervenants
| Intervenant(s) | Volume horaire CM | |
|---|---|---|
| Jean Philippe BERQUE | jean-philippe.berque@em-strasbourg.eu | 27 h |
Contribution pédagogique du cours au programme
Aucune contribution pédagogique associé à ce cours pour ce programme.Descriptif
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.Organisation pédagogique
Face-to-face
- Lectures- Tutorials
- E-learning
In group
- Exercises- Case studies/texts
Interaction
- Discussions/debates- Games (educational, role play, simulation)
- Personal accounts
Others
Aucun élément de cette liste n'a été coché.Objectifs pédagogiques
Cognitive domain
A l'issue du cours, l'étudiant(e) devrait être capable de / d'...- - (niv. 1) Define opportunities and threats in negotiations
- - (niv. 2) Estimate negotiators' weaknesses and strengths
- - (niv. 3) Apply an effective questioning technique to be able to explore mutual interests
- - (niv. 4) Figure out a relevant negotiation strategy
- - (niv. 5) Improve communication and persuasion
Affective domain
A l'issue du cours, l'étudiant(e) devrait être capable de / d'...- - (niv. 5) Use the right soft skills to get win-win deals
Objectifs de développement durable abordés
Aucun objectif de développement durable n'a été coché.
Plan / Sommaire
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 mindsetPrérequis nécessaires
Connaissances en / Notions clés à maîtriser
Basic knowledge of project and team management Basic knowledge of market analysisSupports pédagogiques
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
Software
- Keynote
Additional electronic platforms
Aucun élément de cette liste n'a été coché.Bibliographie recommandée
Ouvrages principaux
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: jpbmanagement.com 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.Littérature complémentaire
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).Travaux de recherche de l'EM : Veillez à mobiliser au moins une ressource
Peuvent être renseignés les manuels coordonnés, les traductions de manuel, les études de cas traduites etc…Customized textbooks Case studies in negotiation
Modalités d'évaluation
Liste des modalités d'évaluation
Evaluation intermédiaire / contrôle continu 1Séance n° 2 sessions
Ecrite et orale (120 min) / en groupe / Anglais / pondération : 50 %
Précisions : Workshops
Cette évaluation sert à mesurer LO1.1, LO1.2, LO2.1, LO3.1, LO3.3
Ecrite et orale (120 min) / en groupe / Anglais / pondération : 50 %
Précisions : Workshops
Cette évaluation sert à mesurer LO1.1, LO1.2, LO2.1, LO3.1, LO3.3
Evaluation finaleSemaine d'examens
Ecrite (120 min) / individuelle / Anglais / pondération : 50 %
Précisions : MCQ, Course questions and a case study
Cette évaluation sert à mesurer LO1.1, LO1.2, LO3.1, LO3.3
Ecrite (120 min) / individuelle / Anglais / pondération : 50 %
Précisions : MCQ, Course questions and a case study
Cette évaluation sert à mesurer LO1.1, LO1.2, LO3.1, LO3.3