International - Interculturel - Langues
06320142 - Business Negociation in a European Context
Niveau de diplôme | Master - Semestre 3 |
---|---|
Crédits ECTS | 2 |
Volume horaire total | 23 |
Volume horaire CM | 23 |
Responsables
Formations dont fait partie ce cours
Objectifs
The student must be able to run a negotiation in Europe in a B2B context : to understand what to prepare to be efficient, what principles to respect, what are the items to negotiate, how to behave, how national culture affects negociation.
TARGETED KNOWLEDGE
TARGETED SKILLS
TARGETED KNOWLEDGE
- differencies between negotating in one's
- country and a different country
- cultural differencies
- negociation steps
- different strategies
TARGETED SKILLS
- to prepare to a negotiation
- to deliver an appropriate offer
- to argue and being convincing
- taking into account cultural differencies
Contenu
1 INTRODUCTION
2 BEFORE THE MEETING
3 THE MEETING
- 1.1 Why negotiating
- 1.1.1 necessary conditions
- 1.1.2 facilitating conditions
- 1.2 Definitions
- 1.3 Hurdles to negotiation
- 1.4 Paths open to negociating partners
- 1.4.1 Avoidance, Dialogue, Agreement, Discussion, Confrontation
- 1.4.2 Concession, Compromise, Consensus
- 1.5 False ideas
- 1.6 Selling / Negociating
- 1.7 Qualities of the negociator
2 BEFORE THE MEETING
- 2.1 Main principles
- 2.1.1 Preparing for action
- 2.1.2 The relationship takes priority over any other action
- 2.1.3 Listening over talking
- 2.1.4 Process over content
- 2.1.5 Coalition over participation
- 2.1. 6 Value creation over value distribution
- 2.1.7 The invention of solutions over decision-making
- 2.1.8 The formula of the agreement over the formulation of details
- 2.1.9 The best alternative (BATNA)
- 2.1.10 Formalization of the agreement over postponement
- 2.2 Negociation’s pitfalls
- 2.3 Preparing the negotiation
- 2.3.1 Self-assessment
- 2.3.1.1 What do I want : My objectives
- 2.3.1.2 Setting the BATNA
- 2.3.1.3 Developing a negotiation strategy
- 2.3.1.4 Assessment of the other party : Objectives, Corporate culture, Negociators, Situation, Purpose, Context, Challenges, Power asymetrics
3 THE MEETING
- 3.1 Prior to the negotiation
- 3.2 Conduct of a negotiation
- 321 Ritualization : Climate
- 322 Information – exploration : Questionning, Active listening
- 323 Development : arguments, Argumentation
- 324 Closer ties – adjustment : Trust, Commitment
- 325 Establishing an agreement
- 3.3 Strategies, techniques, negociating tactics
- 3.3.1 Definitions
- 3.3.2 Negociation strategies: Cooperative, Conflictual, Dilemma
- 3.3.3 Negociation techniques
- 3.3.4 Negociation tactics
- 4.1 Cultural factors
- 4.1.1 Differences with national negotiation
- 4.1.2 Implications
- 4.2 Definitions of culture
- 4.2.0 Beforehand
- 4.2.1 Contents
- 4.2.2 Typical processes of culture
- 4.2.3 Influences of culture on negociation
- 4.3 Cultural orientations
- 4.3.1 Perception of the human being
- 4.3.2 Expressions of feelings
- 4.3.3 Relationship with the environment
- 4.3.4 Self concept
- 4.3.5 Main rule vs exception to the rule
- 4.3.6 success valuation
- 4.3.7 Power distance
- 4.3.8 Status origins
- 4.3.9 Uncertainty avoidance
- 4.3.10 Attitude toward action
- 4.3.11 Concept of time
- 4.3.12 Concept of space
- 4.3.13 Ways of thinking
- 4.3.14 Concept of communication
- 4.3.15 Private life vs professional life
Bibliographie
BOOKS USED AS REFERENCE:
ADDITIONAL READINGS:
EMBLEMATIC BOOKS OR RESEARCH PAPERS REGARDING THE SUBJECT OF THE COURSE
- The handbook of negotiation and culture, M Gelfand - J Brett, Ed Stanford business books, 2004
- Business negotiation, G Moal-Ulvoas, Ed De Boeck, 2014
ADDITIONAL READINGS:
- La négociation commerciale, J Viau - H Sassi - H Pujet, Ed Dunod, 2015
- La boite à outils de la négociation, P Stern - J Mouton, Ed Dunod 2010
- Négociation internationale : l'entretien de vente en B to B, JP Coene, Ed Pro, 2013
EMBLEMATIC BOOKS OR RESEARCH PAPERS REGARDING THE SUBJECT OF THE COURSE
- Ott U. (2011) " The influence of cultural activity types on buyer-seller negotiations : a game theoritical framework for intercultural negotiations", Intercultural Negotiation, Vol 11, pp. 427-450
- Wilken R, Jacob F, Prime N. (2013) " the ambiguous role of cultural moderators in intercultural business negotiations", International Business Review, Vol 22, pp. 736-753.
- Guicherd C, Damperat M, Jolibert 1. (2011) " Asymétrie du pouvoir dans la négociation commerciale : étude du différentiel du pouvoir perçu et de la différenciation cognitive ", recherche et Application en Marketing, Vol 2, n° 1/2011
- Bobot L. " L'intelligence émotionnelle est elle un atout en négociation commerciale", Revue Management et Avenir, pp. 407-430
- Akrout W, Akrout H. (2010) " relations entre acheteurs et vendeurs : les catalyseurs d'une confiance durable", Décisions Marketing, n° 57, pp. 53-64
Contrôles des connaissances
Continuing Examination
Written exam, 3h
In class examination
Nature of student work and proportion weight: case study
Written exam, 3h
In class examination
Nature of student work and proportion weight: case study
Informations complémentaires
TEACHING METHODS
Simulation of a negociation between european suppliers and european buyers
PRE-REQUISITE
Simulation of a negociation between european suppliers and european buyers
PRE-REQUISITE
- Selling techniques
- Intercultural notions
- Buying behavior
Renseignements pratiques
iaelyon
Université Jean Moulin
1C avenue des Frères Lumière
CS 78242
69372 Lyon cedex 08
Tél. : +33 (0)4 78 78 70 66
Sur Internet
Université Jean Moulin
1C avenue des Frères Lumière
CS 78242
69372 Lyon cedex 08
Tél. : +33 (0)4 78 78 70 66
Sur Internet
Stages et carrières
Stages, alternance, emploi : entreprises, déposez vos offres à destinations des étudiants et diplômés de l'iaelyon, consultez le calendrier des stages et la CVthèque.
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Mise à jour : 11 février 2022