Business Negotiation
EM1F4M62A1
Semester
A
Discipline
Organizational behavior / Leadership
Contact hours
27 H
Number of spots
45
Open to visitors
Yes
Language
Coordinator
Jean Philippe BERQUE
List of lecturers
| Lecturer(s) | Contact hours - lecture | |
|---|---|---|
| Jean Philippe BERQUE | jean-philippe.berque@em-strasbourg.eu | 27 h |
Pedagogical contribution of the course to the program
No educational contribution associated with this course for this program.Description
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.Teaching methods
Face-to-face
- Lectures- Tutorials
- E-learning
In group
- Exercises- Projects
- Case studies/texts
Interaction
- Discussions/debates- Games (educational, role play, simulation)
Others
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
Outline
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 mindsetNo prerequisite has been provided
Knowledge in / Key concepts to master
Basic knowledge of project and team management Basic knowledge of market analysisTeaching material
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
No items in this list have been checked.Recommended reading
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.
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).
EM Research: Be sure to mobilize at least one resource
Textbooks, case studies, translated material, etc. can be enteredCustomized textbooks Case studies in negotiation
Assessment
List of assessment methods
Intermediate assessment / continuous assessment 1Other (date, pop quiz, etc.) : 3 training sessions
Written and oral / Group / English / Weight : 40 %
Details : 3 workshops
This evaluation is used to measure ILO2.3-BAI, ILO3.1-BAI, ILO1.2-BAI, ILO1.3-BAI
Written and oral / Group / English / Weight : 40 %
Details : 3 workshops
This evaluation is used to measure ILO2.3-BAI, ILO3.1-BAI, ILO1.2-BAI, ILO1.3-BAI
Final evaluationExam week
Written (120 Min.) / Individual / English / Weight : 60 %
This evaluation is used to measure ILO2.3-BAI, ILO3.1-BAI, ILO1.2-BAI, ILO1.3-BAI
Written (120 Min.) / Individual / English / Weight : 60 %
This evaluation is used to measure ILO2.3-BAI, ILO3.1-BAI, ILO1.2-BAI, ILO1.3-BAI