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: The Business Negotiation course is based on a proven, easily applicable and tailor-made method to enable students to perform at their best as future negotiators. The course prepares students to become successful negotiators using a professional negotiation strategy. This updated course includes: - A relevant and coherent step-by-step negotiation process aimed at exploring mutual interests and gains, anticipating conflicts and achieving win-win situations. - Students use best practices and benchmarks developed by experienced international negotiation teams. By the end of the course, students will have acquired relevant knowledge and skills and will be able to conclude more deals and obtain more favorable terms in all their future negotiations.Organisation pédagogique
Face-to-face
- Lectures- Tutorials
- E-learning
In group
- Exercises- Projects
- Case studies/texts
Interaction
- Discussions/debates- Games (educational, role play, simulation)
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, interests and learning negotiation styles B - NEGOTIATION PROCESS: 1. Strategic thinking 2. Trust building 3. Motivation sharing 4. Value creation 5. Completion C - COMMUNICATION: 1. Improving persuasive communication 2. Developing a flexible 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
- Syllabus
- Guide
Moodle platform
- Upload of class documents- Interface to submit coursework
- Assessments
- Coaching/mentoring
Software
- Pack Office (Word, Excel, PowerPoint, Access)- 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 30 years of leadership, management and negotiation abroad, working in public administration, international organizations, diplomacy and 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. G. Richard SHELL, Bargaining for Advantage.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, 8 keys to success in Business (book to be published in September).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 1Autre (date, contrôle surprise...) : 3 training sessions
Ecrite et orale / en groupe / Anglais / pondération : 40 %
Précisions : 3 workshops
Cette évaluation sert à mesurer ILO2.3-BAI, ILO3.1-BAI, ILO1.2-BAI, ILO1.3-BAI
Ecrite et orale / en groupe / Anglais / pondération : 40 %
Précisions : 3 workshops
Cette évaluation sert à mesurer ILO2.3-BAI, ILO3.1-BAI, ILO1.2-BAI, ILO1.3-BAI
Evaluation finaleSemaine d'examens
Ecrite (120 min) / individuelle / Anglais / pondération : 60 %
Cette évaluation sert à mesurer ILO2.3-BAI, ILO3.1-BAI, ILO1.2-BAI, ILO1.3-BAI
Ecrite (120 min) / individuelle / Anglais / pondération : 60 %
Cette évaluation sert à mesurer ILO2.3-BAI, ILO3.1-BAI, ILO1.2-BAI, ILO1.3-BAI