EM1F4M49A5
Programme
PGE
Visitants
Visitants
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) | 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
The Business Negotiation course is a proven, easily applicable and tailor-made method to enable you to perform as a future negotiator. The course prepares students to become successful negotiators by using an effective negotiation strategy. The course identifies significant steps and appropriate 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 negotiating 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 business 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
- LecturesIn 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 opportunities and threats in business negotiations
- - (niv. 2) Estimate weak and strong points of negotiators and assess conflict-handling styles
- - (niv. 3) Acquire effective questioning techniques and explore mutual interest
- - (niv. 4) Optimize one'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 negotiators' 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
1) Understanding negotiation outcomes, styles and skills - Identifying key stakeholders and interests in business negotiation - Being aware of your opportunities and threats in 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 with 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 solutions (Identifying easily BDO, ZOPA, BATNA, WAY). - Providing successful tactics in response to deadlocks. - Profiling negotiating teams by integrating cross-cultural differences (using a unique reference table).Prérequis nécessaires
Connaissances en / Notions clés à maîtriser
- Basic knowledge of conflict management - Basic knowledge of project and team managementSupports 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 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, (updated reference manual) 2019, JP BERQUE Global Professional Efficiency, 2019, JP BERQUELittérature complémentaire
Guide to negotiating (take the lead, manage conflict, get to yes), HARVARD BUSINESS REVIEW (HBR), Jeff WEISS Getting to Yes, Negotiating an agreement without giving in, Roger FISHER & William URY Négociation complexe, Marvan MERY International negotiation, Jean-Pierre CoeneTravaux 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...) :
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
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 and case study
Cette évaluation sert à mesurer LO1.2, LO1.3, LO2.2, LO2.3, LO4.1, LO4.2
Ecrite (120 min) / individuelle / Anglais / pondération : 70 %
Précisions : 3 parts: MCQ, questions and case study
Cette évaluation sert à mesurer LO1.2, LO1.3, LO2.2, LO2.3, LO4.1, LO4.2