Fiches de cours 2017-2018

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Negotiation techniques

MGT-466

Enseignant(s) :

Canning-Wacker Nadene

Langue:

English

Withdrawal

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

Remarque

Special schedule. See the MTE website: http://cdm.epfl.ch/mte/study-plan

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.

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

Dans les plans d'études

Semaine de référence

 LuMaMeJeVe
8-9     
9-10     
10-11     
11-12     
12-13     
13-14    ODY016
14-15    
15-16    ODY016
16-17    
17-18     
18-19     
19-20     
20-21     
21-22     
 
      Cours
      Exercice, TP
      Projet, autre

légende

  • Semestre d'automne
  • Session d'hiver
  • Semestre de printemps
  • Session d'été
  • Cours en français
  • Cours en anglais
  • Cours en allemand