Code
MGFE MAN 7009
Level
M2
Field
Management
Language
Anglais/English
ECTS Credits
2
Class hours
20
Program Manager(s)
Department
- Management, Marketing et Stratégie
Introduction to the module
This course provides students with the essential theoretical foundations and practical skills to navigate complex negotiations and resolve organizational conflicts. Through a combination of strategic analysis and behavioral techniques, students will learn to identify different negotiation styles, manage power dynamics, and foster value-creating agreements. The module also addresses conflict de-escalation strategies and the role of mediation in maintaining productive professional relationships.
Learning goals/Programme objectives
- 7. Inscrire l’excellence opérationnelle de l’organisation dans une démarche qualité d’amélioration continue
Objectifs d'apprentissage
- 1 - Master advanced and specialised uses of digital intelligence tools, ensuring their sustainable and responsible impact
- 3 - Communicate strategically in global and multicultural environments
Sustainable Development Goals
SDG 16: Peace, Justice and Strong Institutions
Justification: The course focuses on peaceful conflict resolution and mediation techniques, which are essential for building stable, transparent, and just organizational and societal structures.
SDG 8: Decent Work and Economic Growth
Justification: By teaching students how to manage workplace conflicts and negotiate fair agreements, this module fosters a healthy work environment and productive labor relations, supporting sustainable economic growth.
SDG 17: Partnerships for the Goals
Justification: Negotiation is a core competency for building effective multi-stakeholder partnerships. This course prepares students to manage diverse interests and reach collaborative agreements necessary for global sustainable development.
Number of SDG's addressed among the 17
3
Learning delivery
synchrone
Pedagogical methods
The course is based on a highly experiential and interactive pedagogical model. It combines theoretical lectures on negotiation frameworks and conflict theories with practical role-playing simulations and conflict resolution workshops. Students will engage in various negotiation scenarios (distributive and integrative), followed by structured debriefing sessions to analyze their behaviors and outcomes. This hands-on approach allows students to develop their interpersonal skills and emotional intelligence in a safe, collaborative environment.
Evaluation and grading system and catch up exams
1. Group Negotiation Simulation & Report (40%): A team-based exercise where students prepare a negotiation strategy, conduct the simulation, and submit a reflective report on the outcome and group dynamics.
2. Individual MCQ (10%): A mid-term quiz assessing the understanding of key negotiation models (e.g., BATNA, ZOPA) and conflict resolution styles.
3. Final Individual Written Exam (50%): A case study analysis where students must diagnose a conflict scenario and propose a detailed negotiation or mediation plan (no MCQ).
4. Retake (Rattrapage): An individual written exam covering the entire syllabus.
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
1. Negotiation Strategy 2. Conflict Resolution 3. Mediation 4. Emotional Intelligence 5. Stakeholder Management
Prerequisites
Bechlor In Management