EM1F4M49A1

Programme
PGE
BEM Bachelor in European Management
UE
Business Negotiation
Semestre
A
Discipline
Sales management / Negotiation
Volume horaire
27 H
Nombre de places
40
Ouvert aux visitants
Oui
Langue
EN
Responsable
Jean Philippe BERQUE

Liste des intervenants

Intervenant(s) Email 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 a proven, easily applicable and tailor-made method to enable you to perform to the best of your ability as a future negotiator. The course prepares students to become successful negotiators by using an effective negotiating strategy. The course identifies significant steps and 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 explore interests, predict conflicts and reach win-win situations. They practice in a constructive learning environment by means of a series of short lectures and through the use of live negotiating exercises. This method has been developed with the contribution of numerous experienced multinational negotiation teams, and is based on the best references. At the end of this course, students will have acquired relevant knowledge and will be able to perform to the best of their ability as negotiators. This training package of 6 modules has been successfully tested and implemented over a period of 3 years with 6 multinational teams.

Organisation pédagogique

Face-to-face

- Lectures

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 the opportunities and threats in negotiations
  • - (niv. 2) Estimate weak and strong points of negotiators and assess conflict-handling styles
  • - (niv. 3) Acquire effective questioning techniques and explore mutual interests
  • - (niv. 4) Optimize on's negotiation strategy through 5 key powers such as strategic thinking, sense of communication, risk-taking, conflict management and time management

Affective domain

A l'issue du cours, l'étudiant(e) devrait être capable de / d'...
  • - (niv. 3) Differentiate various negotitors' profiles
  • - (niv. 4) Combine various negotiation styles
  • - (niv. 5) Influence positively the outcome of deals

Objectifs de développement durable abordés

Aucun objectif de développement durable n'a été coché.

Plan / Sommaire

The course includes 3 main parts: 1) Understanding negotiation outcomes, styles and skills - Identifying all keystakeholders and interests in business negotiation. - Being aware of opportunities and threats in global negotiation. - Evaluating your weak and strong points as a negotiator and their impact. 2) Mastering an efficient and proven 5-stage negotiation process: - Preparing a strategy with “red-teaming simulation”. - Building confidence with cross-cultural interaction. - Sharing motivation by exploration of interests and risk-taking assessment. - Bargaining with persuasion and conflict-management. - Closing deals with effective time-management. 3) Elaborating an effective strategy - Developing a winning strategy with innovative and inspiring solutions (BDO, ZOPA, BATNA, WAY). - Providing successful tactics in response to negotiation deadlocks. - Profiling negotiation teams to achieve successful deals (using a unique reference table).

Prérequis nécessaires

Connaissances en / Notions clés à maîtriser

Basic knowledge of project and team management. Basic knowledge of conflict management

Supports pédagogiques

Mandatory tools for the course


- Reference manuals

Documents in all formats


- Case studies/texts

Moodle platform

Aucun élément de cette liste n'a été coché.

Software


- Keynote

Additional electronic platforms

Aucun élément de cette liste n'a été coché.

Bibliographie recommandée

Ouvrages principaux

Jean-philippe BERQUE is an experienced global manager with more than 12 years of working as a chief negotiator abroad, serving and negotiating in the public sector (international organisations) and the private sector (consulting agencies and companies) Business Negotiation, 2019 (reference manual), J.P. BERQUE Global Professional Efficiency, 2019 J.P. BERQUE

Littérature complémentaire

Jeff WEISS - HARVARD BUSINESS REVIEW - Guide to negotiating (take the lead, manage conflict, get to yes) Roger FISHER & William URY - Getting to Yes, Negotiating an agreement without giving in Marvan MERY - Négociation complexe Jean-Pierre Coene - International negotiation

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…
Textbooks Case studies

Modalités d'évaluation

Liste des modalités d'évaluation

Evaluation intermédiaire / contrôle continu 1Autre (date, contrôle surprise...) : All sessions
Ecrite et orale (120 min) / en groupe / Anglais / pondération : 30 %
Précisions : in-class participation, business negotiation games, role-plays and workshops
Cette évaluation sert à mesurer LO1.2, LO1.3, LO2.1, LO2.2, LO2.3, LO3.1, LO4.1
Evaluation finaleSemaine d'examens
Ecrite (120 min) / individuelle / Anglais / pondération : 70 %
Précisions : 3 parts: MCQ, questions on the course and case-study
Cette évaluation sert à mesurer LO1.2, LO1.3, LO2.2, LO2.3, LO4.1, LO4.2
Aucune modalité d'évaluation n'a pour le moment été attribuée à ce cours.