Coursebooks 2018-2019

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Negotiation techniques

MGT-466

Lecturer(s) :

Canning-Wacker Nadene

Language:

English

Withdrawal

It is not allowed to withdraw from this subject after the registration deadline.

Summary

The course presents the process of negotiation, two principle strategies and the tactics involved in successfully enacting them. It will also show how cultural differences impact the process of negotiation and what strategies to expect from different cultural groups

Content

Defining negotiation and the process

Frames, goals and strategies

How to plan a negotiation

Employing strategies and tactics

The impact of cultural difference on the process of negotiation

Mid-term role-play and report

The role of trust in negotiations

Weekly role-play exercises and simulations

Learning journal and self - reflection paper

Final exam

Keywords

Negotiation, skills, interactive

Learning Outcomes

By the end of the course, the student must be able to:

Transversal skills

Teaching methods

Interactive lecture, role-play, simulation, group-work,

Expected student activities

Attendance at class sessions, reading assigned chapters and articles, preparation of and participation in role-play activities, giving feedback to counter-parts, writing reports in small groups

Assessment methods

Continuous assessment combining:

20% class participation
20% mid-term enactment reflection paper
30% performance improvement journal entries and final reflection paper
30% final enactment and report

Supervision

Office hours Yes
Assistants Yes
Forum No

Resources

Bibliography

Books:

Main text: Lewicki, RW, Barry, F. & Saunders, DM, Essentials of Negotiation, 4th ed., McGraw-Hill Higher Education, 2007, International Ed.

Lewicki, RW, Saunders, DM, & Barry, B. Negotiation: readings exercises and cases, 6th Ed. Boston: McGraw Hill Irwin, 2010.

Salacluse, JW, The Global Negotiator. New York: Palgrave MacMillan, 2003.

Optional Resources:

Salacuse, Jeswald W.  Negotiating Life: Secrets for Everyday Diplomacy and Deal Making: Palgrave Macmillan, 2013.

Stone, Douglas. Patton, Bruce and Heen, Sheila. Difficult Conversations: How to Discuss What Matters Most: Penguin, 2010.

 

Articles:

"Negotiation Styles: The Impact on Bargaining Transactions", C.B. Craver, Dispute Resolution Journal, February/April, 2003.

"Six Habits of Merely Effective Negotiators", J.K. Sebenius, HBR, April 2001.

"Rational Strategies for Creating Integrative Agreements", M Bazerman, M. Neale, in Negotiating Rationally, Free Press, 1993.

"Opening and Making Concessions", G.R. Shell, in Bargaining for Advantage, Penguin Books, New York, 1999.

"The Hidden Challenge of Cross-border Negotiations" J.K Sebenius, Harvard Business Review, March 2002, Cambridge, MA: Harvard Business School Publishing Corp.

 

Ressources en bibliothèque
Moodle Link
Videos

In the programs

  • Energy Management and Sustainability, 2018-2019, Master semester 1
    • Semester
       Fall
    • Exam form
       During the semester
    • Credits
      2
    • Subject examined
      Negotiation techniques
    • Lecture
      1 Hour(s) per week x 14 weeks
    • Exercises
      1 Hour(s) per week x 14 weeks
  • Energy Management and Sustainability, 2018-2019, Master semester 3
    • Semester
       Fall
    • Exam form
       During the semester
    • Credits
      2
    • Subject examined
      Negotiation techniques
    • Lecture
      1 Hour(s) per week x 14 weeks
    • Exercises
      1 Hour(s) per week x 14 weeks
    • Semester
       Fall
    • Exam form
       During the semester
    • Credits
      2
    • Subject examined
      Negotiation techniques
    • Lecture
      1 Hour(s) per week x 14 weeks
    • Exercises
      1 Hour(s) per week x 14 weeks
    • Semester
       Fall
    • Exam form
       During the semester
    • Credits
      2
    • Subject examined
      Negotiation techniques
    • Lecture
      1 Hour(s) per week x 14 weeks
    • Exercises
      1 Hour(s) per week x 14 weeks
    • Semester
       Fall
    • Exam form
       During the semester
    • Credits
      2
    • Subject examined
      Negotiation techniques
    • Lecture
      1 Hour(s) per week x 14 weeks
    • Exercises
      1 Hour(s) per week x 14 weeks

Reference week

 MoTuWeThFr
8-9     
9-10     
10-11     
11-12     
12-13     
13-14    DIA003
14-15    
15-16    DIA003
16-17    
17-18     
18-19     
19-20     
20-21     
21-22     
 
      Lecture
      Exercise, TP
      Project, other

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  • Autumn semester
  • Winter sessions
  • Spring semester
  • Summer sessions
  • Lecture in French
  • Lecture in English
  • Lecture in German