Business Negotiation

The course aims at giving the students a general overview of the various negotiation strategies and techniques used today in business circles. Moreover, it is intended to familiarize students with practical situations related to multilateral negotiation through simulation cases involving several teams of ‘negotiators’. The simulation case and the analysis of negotiation success will give students access to concepts and tools which will enable them to better understand the current evolutions of business negotiations. Upon completion of this course, the students will: be able to recognize the characteristics of effective negotiators; be able to demonstrate an understanding of the oral communication skills necessary for successful negotiating; know how to use effectively the negotiation language in a simulated negotiation; demonstrate an understanding of the negotiation process and be able to assess the success of negotiation in a simulated case; be able to apply the general strategies, techniques and specific skills of negotiating in role-play situations; and be able to demonstrate the use of ethics, fairness and trust in negotiation.