Negotiation Skills (1/2)

Catalogue des cours de Télécom Ecole de Management


MAN 6502


PostGraduate (MBA)



Langue d'enseignement


Crédits ECTS


Heures programmées / Charge de travail

18 / 45


  • EPINETTE Olivier
  • GUYON Sylvie


- Direction des Formations et de la Pédagogie

Equipe pédagogique

  • GUEDJ Thomas


Knowledge and understanding in the context of the subject
• Increasing participants' awareness about negotiation complexity
• Making the participants better analysts of negotiation, theirs and others’
• Dealing efficiently with tensions, differences, and conflicts
• Improving working relationships, with subordinates, peers, and superiors

Cognitive skills
• Overcome cognitive barriers in negotiation
• Learning how to really learn from experience

Subject specific skills
• Turn differences into mutual gain
• Prepare negotiations through a structured 7-step method
• Deal separately with issues of substance, relationship and process in a negotiation

General/transferable skills
• Making better deals and contracts, especially in international contexts
• Enhancing participants' negotiation skills, broadening their repertoire
• Learning basic dispute resolution tools

Personal and social
• Increase students’ interpersonal skills with proven communication techniques
• Learn in a fun and risk-free environment


To gain qualification the students will have been able to assess the key principles of the negotiation process and the tensions which impact on it. Students will acquire a common set of skills and strategies for settling differences without winners or losers. Through intensive, interactive, hands-on training, they will learn to recognize the common elements of seemingly different negotiations in a variety of test situations.

eMBA-1: To develop core managerial competencies
eMBA-3: To develop leadership skills and capabilities
eMBA-5: Acquire ethical reasoning and social responsibility values
eMBA-6: To be capable of working globally






The assessment will be made in the following way :
The final grade will be based on the journal (70%), and on class participation (30%).

To pass the course the student needs at least to have understood correctly the following principles :
- The Negotiator’s Dilemma vs. Prisoner’s Dilemma
- The three tensions in negotiation :
- Creating value vs. claiming value
- Empathy vs. assertiveness
- Agent vs. principal
- Correcting information differences and partisan perception
- Psychological profile for the negotiator: are you a price-maker or a price-taker ?
- The Mechanics of Positional Bargaining
- Principled Negotiation
- The seven elements of preparation
- Integrative vs. distributive tactics
- Interpersonal skills for the negotiator
- Negotiating through agents
- Negotiating with difficult people
- Overcoming cognitive biases in negotiation

Approches pédagogiques

Participants will be presented with practical simulations that they will be asked to prepare at home before class, to play with their classmates, in pairs or in teams, and finally to debrief with the entire group. Summary lectures will end each session. The whole pedagogy is based on “telling, showing and doing” in order for each participant to progressively elaborate a more efficient personal negotiation method.

Before class starts, students are asked to read Getting to Yes by Roger Fisher, William Ury & Bruce Patton (Penguin, 1981, 1991).

Students need to actively participate in class. Preparation of simulations before class is therefore required. Participants must not miss any session. Should they miss more than one, they would not qualify for credit.

After each class day, participants will write their journal, where they report their daily personal experience. This work is subjective, should recall theory only to link it with practice, in the simulations or in everyday life. Information that the journal contains is kept confidential by the instructor. It should not, and will not be communicated to other students.
Two weeks after the end of the workshop, participants will hand in to the school administration their final journal which summarizes their five-day workshop, and which uses italics to differentiate elements which have been added to the daily entries.



Fiche mise à jour : 21/03/2017 14:06:04