International - Interculturel - Langues, Marketing - Vente

06320209 - International Negotiations

Crédits ECTS 3
Volume horaire total 20
Volume horaire CM 20

Responsables

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