Business Negotiation Gr 3


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

Développer un management à impact grâce aux connaissances et aux outils les plus récents dans les domaines du management

Developing a strategic and managerial vision in a complex, uncertain and changing environment
Design solutions adapted to organizational problems by applying relevant methodologies

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

Recommend decision making by taking a critical approach to driving change in organizations
Effectively argue his ideas orally and in writing with a professional posture
Co-build a managerial and organizational culture through collaborations and team projects

Mettre en place un management responsable par des pratiques reflétant les valeurs d’éthique, de diversité et de développement durable

Critically assess issues related to diversity, ethics and sustainability in the context of their professional practice

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
Formulate solutions to organizational challenges in a multicultural and international context, driven by a "European mindset"


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


- Lectures
- Tutorials
- E-learning

In group

- Exercises
- Projects
- Case studies/texts


- Discussions/debates
- 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) 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, 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 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


- 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: 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 entered
Customized textbooks Case studies in negotiation


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
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
No assessment methods have been attributed to this course yet.