06320131 - Intercultural negociation

Crédits ECTS 3
Volume horaire total 21
Volume horaire CM 21

Responsables

William Birdwell

Objectifs

This course Is designed to help students learn to prepare, carry out, and conculde negociations in an international context.

CONNAISSANCES A ACQUERIR
  • Preparation for international negociations.
  • The different phases of negociations
  • Recognize different negociation styles
  • Understand the impact of cultural differences on negociations

COMPETENCES CIBLES
  • Active listening skills
  • Reformulation techniques
  • How to use and deal with different negociating postures
  • Adapting negociation styles to cultural differences

Contenu

Théorie : Planning a negociation, styles of negociation, impact of culture
Pratique: jeux de rôles et mise en situations
Consolidation: relinking theory with practice through discussion and feedback on simulations and case studies

Bibliographie

OUVRAGES DE REFERENCE :
  • Riding the waves of Culture Fons Trompenaars
  • The Culture Map Erin Meyer
  • Getting to Yes Fry
  • The Art of Negotiation: How to Improvise Agreement in a Chaotic World M. Wheeler
  • Divers articles et étude de cas de Harvard Business Review
  • Video Harvard Business Review

OUVRAGES OU ARTICLES DE RECHERCHE EMBLEMATIQUES SUR LE SUJET DU COURS :
  • How to Be an Effective Negotiator M. Wheeler
  • Hidden Challenge of Cross-Border Negotiations James K. Sebenius
  • Understanding Trust, In China and the West David de Cremer
  • Learning the Language of Indirectness Andy Molinsky & Melissa Hahn
  • Cultural Stereotypes May Make You a Less Ethical Negotiator De Cremer et Yu Yang

Contrôles des connaissances

Examen Terminal
Oral, écrit, QCM 3 heures
Presentation étude de cas en groupe et QCM individuel

Informations complémentaires

MODALITES PEDAGOGIQUES / NATURE DES SUPPORTS
Alternance entre théorie et pratique
Etude de cas Harvard Business Review
Simulations et jeux de rôles avec feedback Video

PRE-REQUIS EN TERMES DE CONNAISSANCES
Level B2 CECR in English & foundations in finance, marketing and supply chain issues

LECTURE(S) CONSEILLÉE(S) :
Etudes de cas Harvard Business Review
International Negociations John Tyson Person press
Riding the waves of Culture Fons Trompenaars