Code
MPFE MAN 7902
Level
M2
Field
Management
Language
Anglais/English
ECTS Credits
1,5
Class hours
18
Total student load
20
Program Manager(s)
Department
- Management, Marketing et Stratégie
Educational team
Introduction to the module
This course addresses advanced issues in complex negotiation situations. Namely, students will learn how to really create value in negotiation, how to de-escalate conflict and handle disagreement in a constructive way; prepare and conduct multiparty negotiations and communicate effectively in electronic negotiations (email negotiations, zoom negotiations).
Learning goals/Programme objectives
- LG1 Being able to extend digital intelligence through its different dimensions
- LG2 Having the ability to manage uncertainty and complexity with accuracy and rigor
- LG4 Having access to different cross disciplinary management approaches and tools
- LG5 Being open (minded) to others and to the world and looking for positive societal impact
Learning objectives/Intended learning outcomes
- 2.3 - Identify optimal solution(s) and priorities toward implementation
- 3.1 - Understand and employ basic concepts, knowledge and theories related to the discipline
- 3.2 - Apply discipline knowledge appropriately and effectively
- 3.4 - Select and employ judiciously appropriate techniques and tools within the discipline
- 4.2 - Understand and employ cross-disciplinary concepts, knowledge, theories
Rubrics
• Mastering Coopetition (reconciling cooperation and competition)
• Honing Active listening skills
• Balancing empathy and assertiveness
• Handling value-creating tactics (integrative tactics)
• Handling value-claiming tactics (distributive tactics)
• Identifying common communication traps with electronic negotiations (email, zoom)
Content : structure and schedule
Class 1: deal separately in a negotiation with issues of substance, relationship and process
Class 2: overcome strategic, psychological and cognitive biases in negotiation
Class 3: bridge internal and external negotiation
Class 4: crisis negotiation and crisis management
Class 5: electronic negotiation (email and zoom negotiations)
Learning delivery
synchrone
Pedagogical methods
Method of teaching : In person
Project : individual work
Type of courses : workshop, interactive, hands-on
An intensive, interactive, hands-on, 3-day training
A learning-by-doing process through actual negotiations
A pragmatic and effective approach to problem-solving and persuasion
A combination of presentations, simulations, and structured exercises drawn from many different contexts.
Participants will be presented with practical simulations that they will be asked to prepare and then 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.
Evaluation and grading system and catch up exams
Active participation (50%)
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.
Student participation is an important component of the course; students are expected to attend classes, prepare and participate to class exercises and discussions. Active participation is compulsory as well as class attendance.
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 intsructor 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.
Module Policies
Professor-Student Communication
● The professor will contact the students through their school email address (IMT-BS/TSP) and the Moodle portal. No communication via personal email addresses will take place. It is the student responsibility to regularly check their IMT-BS/TSP mailbox.
● Students can communicate with the professor by emailing him/her to his institutional address. If necessary, it is possible to meet the professor in his office during office-hours or by appointment.
Students with accommodation needs
If a student has a disability that will prevent from completing the described work or require any kind of accommodation, he may inform the program director (with supporting documents) as soon as possible. Also, students are encouraged to discuss it with the professor.
Class behavior
● Out of courtesy for the professor and classmates, all mobile phones, electronic games or other devices that generate sound should be turned off during class.
● Students should avoid disruptive and disrespectful behavior such as: arriving late, leaving early, careless behavior (e.g. sleeping, reading a non-course material, using vulgar language, over-speaking, eating, drinking, etc.). A warning may be given on the first infraction of these rules. Repeated violators will be penalized and may face expulsion from the class and/or other disciplinary proceedings.
● The tolerated delay is 5 minutes. Attendance will be declared on Moodle during these 5 minutes via a QR code provided by the teacher at each course start.
● Student should arrive on time for exams and other assessments. No one will be allowed to enter the classroom once the first person has finished the exam and left the room. There is absolutely no exception to this rule. No student can continue to take an exam once the time is up. No student may leave the room during an examination unless he / she has finished and handed over all the documents.
● In the case of remote learning, the student must keep his camera on unless instructed otherwise by the professor.
Honor code
IMT-BS is committed to a policy of honesty in the academic community. Conduct that compromises this policy may result in academic and / or disciplinary sanctions. Students must refrain from cheating, lying, plagiarizing and stealing. This includes completing your own original work and giving credit to any other person whose ideas and printed materials (including those from the Internet) are paraphrased or quoted directly. Any student who violates or helps another student violate academic behavior standards will be penalized according to IMT-BS rules.
Keywords
International Business
Prerequisites
Bachelor's degree or postgraduate diploma or appropriate professional qualification