Global Business Negotiation


Global business negotiation
Sales management / Negotiation
Contact hours
27 H
Number of spots
Open to visitors

Pedagogical contribution of the course to the program

Développer des compétences managériales de niveau avancé se traduisant par un leadership responsable

Co-build a managerial and organizational culture through collaborations and team projects
Effectively argue his ideas orally and in writing with a professional posture

Pratiquer un management à impact dans un environnement multiculturel et international, porté par un "European mindset"

Communicate in a professional context in (foreign) languages, in writing and/or orally


To improve the negotiating performance of the Participants, this cours helps them to understand the structure underlying all business negotiations, to dentify the appropriate skills used for sales negotiations and to practice these skills in a constructive learning environment. This business negotiation course is based upon our understanding that all negotiations have an underlying structure and that there are a number of simple skills which, if developed, can lead to improved business negotiating performance. The course explores this structure and the associated skills by means of a series of short lectures and through the use of live negotiating exercises which are video recorded for later evaluation. The participants will be introduced to the business negotiation phases and shown how it can be used to manage their business negotiations in a more professional and competent manner. The negotiation phases can be used throughout the negotiating process: to help in preparing for a negotiation, during the negotiation to identify where it has reached and afterwards, to analyse a negotiation and learn lessons for the next time. It is a map of the negotiating process, not a set of commands to be applied and practised. The lecture sessions explain these phases and the skills associated with each phase. The case-play sessions allow the skills to be practised and applied in a safe environment.

Teaching methods


- Lectures
- Tutorials

In group

- Oral presentations
- Projects
- Case studies/texts


- Games (educational, role play, simulation)


No items in this list have been checked.

Learning objectives

Cognitive domain

Upon completion of this course, students should be able to
  • - (level 1) Identify When negotiating is useful
  • - (level 1) Describe The negotiation process
  • - (level 2) Explain The definition of negotiation
  • - (level 3) Demonstrate Negotiation skills
  • - (level 4) Compare Negotiation to sale
  • - (level 5) Synthesize The negotiation process

Affective domain

Upon completion of this course, students should be able to
None affective domain have been associated with this course yet


The course contains lectures, case preparation, live negotiation, tutorial case evaluation, preparation-work and discussing personal issues with the participants; a total of 20 hours of intensive business negotiation training. Specifically, the following issues are covered: * To identify negotiators profiles * To recognize when NEGOTIATING is the correct method of resolving conflict * To understand the “negotiation phases” and how to use them to MANAGE the process * To understand and practice the SKILLS associated with each step * The five major issues to be considered in PREPARATION * How to improve the quality of the ARGUE or discussion step * How to pick up SIGNALS, interpret them and act on them * How to make PROPOSALS, where to pitch proposals, how to respond to proposals * How to REPACKAGE deals without it costing any more * How to recognize NEGOTIATING OPPORTUNITIES and exploit them * How to assess concessions, analyses differing priorities and go for WIN/WIN deals * How to trade and BARGAIN, how to put a price on demands * How to improve recognition of CLOSING opportunities and use them * How to handle the AGREEMENT and implementation stages * How to make and respond to COMPLAINTS * How to make and respond to MULTIPLE-POINTED claims * How to improve LISTENING skills * How to use and defuse AGGRESSION and CONFRONTATION * How to minimize REJECTION of proposals * How to handle DEADLOCK * How to use and respond to the most common NEGOTIATING TACTICS * How and when to use ADJOURNMENTS * How to use the skills of TEAM NEGOTIATING * How to build “PARTNERSHIP RELATIONSHIPS” with clients or suppliers This is only a selection of over 100 teaching points which would normally be covered. It is impossible to list all the skills, which might be highlighted, all the tutorial points, which might be raised, all the strategies which might be discussed and all the tactics which might be reviewed on a typical course.

No prerequisite has been provided

Knowledge in / Key concepts to master

No prerequisite has been provided.

Teaching material

Mandatory tools for the course

No items in this list have been checked.

Documents in all formats

- Worksheets

Moodle platform

No items in this list have been checked.


No items in this list have been checked.

Additional electronic platforms

No items in this list have been checked.

Recommended reading

Christine Morlet is CSP certified (Certified Speaking Professional) in the USA), She is the first certified speaking professional by the National Speakers Association (NSA) in France.

Getting to Yes: Negotiating Agreement Without Giving - Roger Fisher, William L. Ury , Bruce Patton Influence: Science and Practice (Robert B. Cialdini) Getting Past No: Negotiating in Difficult Situations (William Ury)

EM Research: Be sure to mobilize at least one resource

Textbooks, case studies, translated material, etc. can be entered
No reading material has been provided.


List of assessment methods

Intermediate assessment / continuous assessment 1Other (date, pop quiz, etc.) : All sessions
Oral / Individual / English / Weight : 40 %
Details : Active participation
Intermediate assessment / continuous assessment 2Other (date, pop quiz, etc.) : during the sessions
Oral / Group / English / Weight : 25 %
Details : The team will change for each case study
Intermediate assessment / continuous assessment 3Last class
Written and oral / Group / English / Weight : 35 %
Details : Group project prepared at home and presented during the last session.
No assessment methods have been attributed to this course yet.