Duration
10h Th, 25h Pr
Number of credits
| Specialised master in entrepreneurship (Specialised master in entrepreneurship) | 1 crédit |
Lecturer
Language(s) of instruction
French language
Organisation and examination
Teaching in the second semester
Schedule
Units courses prerequisite and corequisite
Prerequisite or corequisite units are presented within each program
Learning unit contents
The course first provides the theoretical bases of negotiating with the following notions:
the types of negotiators and negotiations, the golden rules and pitfalls of negotiating. Further to this first phase, an analysis of verbal and non-verbal aspects is done on the basis of practical exercices. An analysis of how negotiations unfold and of their results is provided in group. Depending on the participants' expectations, customized role plays can be done so as to meet their specific needs with regard to the sale mission (GEST3776-1) they will be assigned.
The methodological framework is essentially based on the negotiation methods developed by the Harvard Negotiation Project and refers to the theories of Roger Fisher, William Ury adn Bruce Patton. the PNL approach completes the behavioural analysis adopted in negotiations.
Guest speakers from the business world will be invited to share their experience of negotiating in the following areas: company creation, growth, take overs and transfers, marketing negotiation.
Learning outcomes of the learning unit
By the end of the course the students will be able to:
- better know their way of behaving and usual negotiating strategies;
- methodically prepare all negotiation and define an action plan to benefit the power balance;
- refine their verbal and non-verbal communication as well as their arguing techniques to better manage the information to be conveyed and decode the signals sent by the other party;
- analyse the type fo negotiator they are facing and deploy an adequate strategy;
- find out and elude tactics;
- analyse and face up to coalition phenomena;
- determine what is negotiable and what is not;
- efficiently manage their emotions;
- defend their point of views while avoiding deadlock situations.
Prerequisite knowledge and skills
This course is accessible to students enrolled in the Specialist Master in Entrepreneurship.
Planned learning activities and teaching methods
Theoretical contents, case studies, in-basket exercices, guest-speakers.
Mode of delivery (face-to-face ; distance-learning)
In-person teaching.
Course taught in French.
Recommended or required readings
The is based essentially on the following works:
- Getting to Yes : Negotiating Agreement Without Giving In. Roger Fisher, William Ury and Bruce Patton. Ed. Hardcover.
- Instant rapport. Michael Brooks. Ed. Warner Books.
- Ces gestes qui vous trahissent. Joseph Messinger. Ed. First Editions.
- Initiation à la PNL. Marie-Laure Cusacq. Ed. ESI.
Other articles or works can be added according to each class.
Assessment methods and criteria
The evaluation is distributed as follows:
- 30% for active participation in the theoretical course;
- 20% for attending the sessions preparing for the various missions in the presence of guest-speakers;
- 10% for an in-basket exercice relating to the enterprise selected for the sales mission
- 40% for the final group report on the basis of the case study relating to the sales mission (integrating the concepts studied in class). Ability to apply the notions relating to verbal and non verbal communication during the presentation done in front of a small jury.
Work placement(s)
Organizational remarks
The course is taught from Sept. to June.
Contacts
Didier Joris : didier.joris@ulg.ac.be
Coordinator : Bernard Surlemont
Adaptation of teaching commitments following the COVID-19 pandemic for the May-June 2020 session
Teaching methods implemented : distance-learning
See french version
Assessment subjects
See french version
Assessment methods
See french version