|Module / ECTS / Path / Specialisation||Module :Business Negotiation : 5 ECTS.|
|Discipline||Sales and Marketing|
|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 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.
- Define Define opportunities and threats in negotiations
- Recognize Review weak and strong points of negotiators and assess conflict-handling styles
- Use Use effective questioning techniques, explore mutual interests, and integrate cultural differences wehn communicating
- Combine Combine negotiations skills and profile teams
- Choose Select a negotiation strategy through 4 key factors such as sense of communication, risk-taking, conflict management and time management
- Evaluate Assess one's negotiating style and power of persuasion
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).
Basic knowledge of conflict management
Basic knowledge of international management
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)
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 internationale
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