EM1F4M49B1
Programme
PGE
Visitants
Visitants
UE
Business Negotiation
Semestre
B
Discipline
Marketing
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 to the best of your ability as a future negotiator. The course prepares students to become successful negotiators by using a performant negotiating strategy. The course identifies the significant phases and the 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 solutions. 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.Organisation pédagogique
Face-to-face
- Lectures- Tutorials
In group
- Exercises- Case studies/texts
Interaction
- Games (educational, role play, simulation)
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 Define opportunities and threats in negotiations
- - (niv. 1) Recognize Review weak and strong points of negotiators and assess conflict-handling styles
- - (niv. 3) Use Use effective questioning techniques, explore mutual interests, and integrate cultural differences wehn communicating
- - (niv. 5) Combine Combine negotiations skills and profile teams
- - (niv. 6) Choose Select a negotiation strategy through 4 key factors such as sense of communication, risk-taking, conflict management and time management
- - (niv. 6) Evaluate Assess one's negotiating style and power of persuasion
Affective domain
A l'issue du cours, l'étudiant(e) devrait être capable de / d'...Aucun affective domain n'a pour le moment été associé à ce cours.
Objectifs de développement durable abordés
Aucun objectif de développement durable n'a été coché.
Plan / Sommaire
The course includes 3 main parts: 1) Understanding negotiating outcomes, styles and skills - Identifying the stakes and players in a negotiation. Being aware of opportunities and threats in global negotiation. - Evaluating your weak and strong points as a negotiator and their impact. 2) Developing 5 relevant steps and negotiation powers - Mastering an efficient and proven 5-stage negotiation process: - Preparing a strategy via “red-teaming simulation”. - Building confidence via cross-cultural interaction. - Sharing motivation by exploration interests and risk-taking techniques. - Bargaining via persuasion and conflict-management. - Closing a deal thanks to effective time-management. 3) Elaborating an effective strategy - Developing a winning strategy with imaginative, integrative, distributive or supportive solutions. Providing successful tactics for responding to negotiation deadlocks - Position, principle, interest, ZOPA, BATNA and breaking point. - Profiling negotiating teams by integrating cross-cultural differences. Mapping cultural negotiation profiles to achieve successful deals (using a unique reference table).Prérequis nécessaires
Connaissances en / Notions clés à maîtriser
Basic knowledge of international managementBasic knowledge of conflict management
Supports pédagogiques
Mandatory tools for the course
Aucun élément de cette liste n'a été coché.Documents in all formats
- Case studies/texts
- Worksheets
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 13 years of working as a negotiator abroad, serving in international organisations and the private sector (NATO - UNO - Embassies - multinational companies) Professional site: jpbmanagement.com Jean-philippe BERQUE - Globla Business Negotiation - 2017 (manual) Jean-philippe BERQUE - Global Professional Efficiency - 2018 (to be shortly published)Littérature complémentaire
HARVARD BUSINESS REVIEW - Business negotiation Roger FISHER & William URY - Getting to Yes, Negotiating an agreement without giving in Marvan MERY - Négociation complexe Jean-Pierre Coene - Négociation internationaleTravaux 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…Aucun ouvrage n'a été renseigné.
Modalités d'évaluation
Liste des modalités d'évaluation
Evaluation intermédiaire / contrôle continu 1Autre (date, contrôle surprise...) : All sessions
Ecrite et orale / en groupe / Anglais / pondération : 30 %
Précisions : In class-participation, business negotiation games, role-plays and workshops
Cette évaluation sert à mesurer LO1.2, LO2.1, LO2.3, LO3.1, LO4.2
Ecrite et orale / en groupe / Anglais / pondération : 30 %
Précisions : In class-participation, business negotiation games, role-plays and workshops
Cette évaluation sert à mesurer LO1.2, LO2.1, LO2.3, LO3.1, LO4.2
Evaluation finaleSemaine d'examens
Ecrite / individuelle / Anglais / pondération : 70 %
Précisions : 3 parts: MCQ, Questions on the course and a Case-study
Cette évaluation sert à mesurer LO1.1, LO1.2, LO2.2, LO3.1, LO4.2
Ecrite / individuelle / Anglais / pondération : 70 %
Précisions : 3 parts: MCQ, Questions on the course and a Case-study
Cette évaluation sert à mesurer LO1.1, LO1.2, LO2.2, LO3.1, LO4.2