International negociation workshop

Catalogue des cours de Télécom Ecole de Management

Code

MAN 2202

Niveau

UnderGraduate (L2)

Période

Fall (P1,P2)

Domaine

Management

Langue d'enseignement

Anglais

Crédits ECTS

4

Heures programmées / Charge de travail

18 / 50

Responsable(s)

  • BENABID Myriam

Département

- Programmes

Equipe pédagogique

  • GUEDJ Thomas

Objectifs

This workshop aims at improving your interpersonal skills in negotiation situations. Beyond theories, how do you actually prepare, implement, and debrief a negotiation strategy in order to reach a deal or to solve a conflict? Are you able to ask appropriate questions, or to present convincing arguments to a client, to a business partner or a lawyer? Are you creative in developing options which are rooted in criteria of legitimacy? How do you react to a question or to an argument from the other side? Are you able to overcome different obstacles to successful negotiations: cognitive, emotional, institutional, cultural, etc.? In other words, aware of how you really behave in negotiation contexts, should you behave the same way, or differently? How can you learn to be a better negotiator?

Contenu

B-4
Posséder de réelles capacités de communication interpersonnelle
Communiquer à l’oral efficacement dans un contexte professionnel au niveau « middle executive »

B-5
Etre capable de travailler dans un contexte international Etre capable de travailler en anglais

Etre capable de communiquer dans une seconde langue

-1
Développer des aptitudes fondamentales tout en formant les futurs cadres à être ouverts, proactifs et capables d’utiliser les technologies de l’information dans le management
Maîtriser les techniques de base utilisées dans le management des entreprises (comptabilité, marketing, gestion des ressources humaines, droit, etc.) et être capable de les combiner pour créer ou développer des activités économiques

Prérequis

win-win negotiations, coopétition, the prisoner’s dilemma, interdependency, power imbalance, weight of the future, one-shot deal versus long-term relation, trust versus garanties, ZOPA (zone of possible agreement), single issue versus multi issue negtiations, table of interests, creative options, legtimate standards, BATNA (Best Alternative To a Negotiated Agreement), distributive and integrative tactics, negotiation danse, cognitive biases, anch

Mots-clés

 

Evaluation

The assessment will be made in the following way :
The final grade will be based on the journal (50%), and on class participation (50%).
Class participation : 50 %
Written assignment (in the form of a journal): 50%
• 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 workshop through daily entries, and which uses italics to differentiate elements which have been added to the daily entries.

En cas de CF2, les notes de CC et CF1 s’annulent. La note est ensuite plafonnée à 12/20.

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.

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.

Between classes, students will be required to read specific articles and excerpts from negotiation books.

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 workshop through daily entries, and which uses italics to differentiate elements which have been added to the daily entries.

Programme

Programme Bachelor

Fiche mise à jour : 09/10/2017 15:13:35