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OEBU 2145A - Negotiating Successfully

Type d'enseignement : Elective

Semester : Autumn 2017-2018

Number of hours : 24

Language of tuition : English



Course Description

The goal of this course is to provide students with the know-how, skills and behavioral codes to enable them to lead successful negotiations. The course will cover decrypting situations, understanding the goals, intents and strategies of your counterparts and preparing and implementing your own. It will include: - Identifying the main negotiation styles and behaviors; - Identifying your own negotiation style, leveraging on the associated strengths and mitigating the associated weaknesses; - Preparing well for a negotiation; - Making sure you implement it right; - Knowing when and how to conclude it; - Learning to aim for high achievement; - Managing conflicts and difficult behaviors of your counterparts; - Determining your own ethics in negotiation.


BEDROSSIAN, Serge (Investment Director, Bpifrance)

Pedagogical format

Presentation of key concepts and technical skills in class, real-life simulations, readings.

Course validation

Exercises and simulations 25% ; Case study 25% ; Participation in class 25% ; Quizz 25%.


12 seminars of two hours each (24 hours).

Required reading

Bargaining for Advantage, Negotiation Strategies for Reasonable People, G. Richard Shell