06320209 - International Negotiations

Crédits ECTS	3
Volume horaire total	2E+1
Volume horaire CM	20

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