|Module / ECTS / Path / Specialisation||Module :Business Negotiation : 5 ECTS.|
|Open for visitors||yes (5 ECTS)|
|Working language :||English|
|Volume of contact hours :||27 h|
|Workload to be expected by the student :||108 h|
Track : Attendance
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.
- Define opportunities and threats in business negotiations
- Estimate weak and strong points of negotiators and assess conflict-handling styles
- Acquire effective questioning techniques and explore mutual interest
- Optimize one's negotiation strategy through 5 key powers such as strategic thinking, sense of communication, risk-taking, conflict management and time management
- Differentiate various negotiators' profiles
- Combine various negotiation styles
- Influence positively the outcome of deals
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).
- Basic knowledge of conflict management
- Basic knowledge of project and team management
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 BERQUE
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 Coene
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