Code
MUFF STR 2205
Level
L2
Field
Stratégie
Language
Anglais/English
ECTS Credits
4
Class hours
30
Total student load
80
Program Manager(s)
Department
- Management, Marketing et Stratégie
- Service Bachelor
Educational team
Introduction to the module
The main goal of this course is to familiarize the learners with the basics of international negotiation and all the essential caveat they need to be aware of before entering an international negotiation. To gain qualification the learners will have been able to assess the key principles of the negotiation process and the tensions which impact on it. Learners will acquire a common set of skills and strategies for settling differences without winners or losers. Through intensive, interactive, hands-on training, they will learn to recognize the common elements of seemingly different negotiations in a variety of test situations.
At the end of this course, the learners will be able to:
Understand the challenges of an int’l negotiation,
Prepare yourself for an int’l negotiation,
Know that you succeed and fail a negotiation,
Know what BATNA stands for.
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
- LG3 Having the foundations of responsible and sustainable management
- LG5 Being open (minded) to others and to the world and looking for positive societal impact
Learning objectives/Intended learning outcomes
- 1.3 - Develop competitiveness in business, and digital sovereignty
- 2.1 - Identify and analyze in depth problems, causes and impacts
- 2.2 - Explore solutions, decisions, and their relative and absolute impacts
- 2.3 - Identify optimal solution(s) and priorities toward implementation
- 2.4 - Implement a plan, prepare for changes, and measure the success of actions with regard to strategy and stakeholder
- 3.1 - Understand and employ basic concepts, knowledge and theories related to the discipline
- 5.1 - Mobilize one's imagination and culture to understand contexts and interpret situations
- 5.3 - Communicate and collaborate in different contexts
- 5.4 - Continually leverage skills and knowledge across borders and cultures
Rubrics
Understanding of international cultural differences and the language barrier when not negotiating in your mother tongue.
Content : structure and schedule
- Introduction to negotiation mechanisms and tactics
- Discovery of the specificities of international negotiation
- Put into practice through case studies
- The impact of crises in negotiation
- Usefulness of speaking publicly in negotiation
- BATNA (Best alternative to a negotiated agreement)
- Final exam
Intersessions: Reading recommended by the teacher, review of concepts seen in class, and preparation of group scenarios including case studies.
Sustainable Development Goals
10 – Reduced Inequalities
17 – Partnerships for the goals
Number of SDG's addressed among the 17
2
Learning delivery
synchrone
Pedagogical methods
Module favoring practical application by learners, limiting lecture-based teaching.
Evaluation and grading system and catch up exams
The final grade takes into account the Continuous Assessment grade of 75% and the final exam graded at 25%.
In the event of failure, a table exam will be scheduled and will count for 100% of the final grade.
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.
Textbook Required and Suggested Readings
- The wheel of Culture » of the Handbook of Global and Multicultural negociation from Christopher W.Moore, Peter J. Woodrow (chapitre 2)
- Fisher, Roger, Ury, William & Patton, Bruce. Getting to Yes. Penguin, 1991
Keywords
Negociation, International, Cultures, BATNA, Public statement
Prerequisites
None.