Negotiation Skills

Contenu du cours

This will be a highly interactive course. It is premised on a basic assumption that understanding and appreciation of negotiations are best achieved via hands-on experiences in combination with lectures, discussions, readings, and reflections on the underlying concepts of negotiation. There will be a role-play exercises every two classes. These exercises have been selected to help illustrate points in readings and lectures and to motivate further reflection and reading. In these exercises, you are urged to try out new and creative behaviors and tactics that you learned from your own reading and reflection.

Objectifs (et/ou acquis d'apprentissages spécifiques)

This course aims to help students improve their skills in two fundamental ways. One is knowledge-oriented: students learn frameworks and concepts for understanding and analyzing negotiation situations. A second and complementary route to improve as a negotiator is practice-oriented: students complement their analytical tools with behavioral skills. Negotiation ultimately come down to behaviors—how a negotiator frames an offer or a concession, how they share information about preferences and priorities. Practicing these behaviors, and understanding how other parties perceive and react to them, is essential to improving as a negotiator.

Méthodes d'enseignement et activités d'apprentissages

Lectures, Exercise sessions, Self-learning, Individual-paper

Références, bibliographie et lectures recommandées

Ideally, purchase the book: Lewicki, Barry, and Saunders, Essentials of Negotiation – 7th Edition (McGraw-Hill, 2021; ISBN-13: 9781260399455)

I also recommend reading

Fisher, Ury, and Patton, Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 2011; ISBN-13: 978-0143118756)

Support(s) de cours

Syllabus
Université virtuelle

Contribution au profil d'enseignement

LO 1.1. Integrate sustainable development in problem analysis

LO 1.2. Master and apply key economic and management concepts, frameworks and theories in a professional context to identify a business opportunity and build a relevant innovative solution to it

LO 1.3. Approach managerial or business problem through different disciplinary frameworks (law, communication, psychology, etc.) and taking external factors into consideration

L 0 2.1. Adopt a scientific approach to data collection, research and analysis and communicate results with clear, structured and sophisticated arguments.

LO 2.2. Display critical thinking and develop a life-long learning approach

LO 3.1. Apply quantitative and qualitative techniques to support analysis using data with standard office and statistical software

LO 4.1. Work and communicate effectively as part of a team in an international and multicultural environment

LO 4.2. Demonstrate work ethics to foster corporate socially responsible conduct in workpl

Autres renseignements

Contacts

Claudia.Toma@ulb.be

or

Soha.Abboud@ulb.be

Campus

Solbosch

Evaluation

Méthode(s) d'évaluation

Travail personnel
Examen écrit
Autre

Travail personnel

Examen écrit

Question ouverte à réponse courte
Question ouverte à développement long

Autre

Construction de la note (en ce compris, la pondération des notes partielles)

50% final exam + 40% individual paper + 10% howeworks

You need to suceed both the final exam and the individual paper in order to get the mean grade.

Langue(s) d'évaluation

anglais

Recherche