Negociation

Duration

10h Th, 25h Pr

Number of credits

Lecturer

Didier Joris

Language(s) of instruction

French language

Organisation and examination

Teaching in the second semester

Schedule

Schedule online

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, hybrid learning)

In-person teaching. 
Course taught in French.

Organisational adjustments related to the current health context

Depending on the needs, the courses can be given partially or totally at a distance. This concerns both the theoretical part of the teaching and the practical exercises. These, like the juries, can be organized by videoconference, by groups of students who will then have to organize themselves in good harmony. A report relating to the exercises performed will be requested from each student.
With regard to the mission in the company, the methods of carrying out the latter will take into account the needs and prescriptions issued by the company. If it is not possible to carry out a classic approach in the field through face-to-face meetings, students will be asked to explain the way in which they have integrated the concepts studied within the framework of an approach integrating the tools of remote communication.
The conferences can take place virtually. As in face-to-face, participation in these meetings with external speakers is considered compulsory. The modalities for assessing conferences are the same, regardless of how they were held. 
The methods related to remote and teleconference work do not modify the method of calculating the distribution of quotations. It remains identical to that announced in the event of normal operation in green code.
 
 

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

Below you will find information on the evaluation methods planned for in-person and remote exams as well as those planned for hybrid sessions. Depending on how the health crisis evolves, the chosen method will be communicated to you no later than one month before the start of the exam session.

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