Business Negotiation
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Teaching
Details
Faculty Faculty of Management, Economics and Social Sciences Domain Business Administration Code UE-EGE.00246 Languages English Type of lesson Lecture
Level Master Semester SA-2021 Schedules and rooms
Summary schedule Wednesday 10:15 - 13:00, Hebdomadaire (Autumn semester)
Wednesday 14:15 - 17:00, Hebdomadaire (Autumn semester)
Teaching
Documents
Bibliography Axelrod, Robert (1996), Comment Réussir dans un Monde d'Egoistes, Paris : Editions Odile Jacob. (published in 1992 in French as "Donnant Donnant", Editions Odile Jacob) ; translation from Axelrod (1984), The Evolution of Cooperation, New York, Basic Books.
Bazerman, Max H. et Margaret A. Neale (1993), Negotiating Rationally, New York : Free Press.
Bazerman, Max H. (2002), Judgment in Managerial Decision Making, 5th edition, New York: John Wiley.
Cohen, Herb (1980), You Can Negotiate Anything, Bantam: New York.
Dupont C., La Négotiation : Conduite, Théorie, Applications, 4è édition, Paris, Dalloz, 1994.
Fisher, Roger; Ury, William (1984), Patton, Bruce, ed. Getting to yes : negotiating agreement without giving in (Reprint ed.), New York: Penguin Books.
Ghauri, Pervez N. et Jean-Claude Usunier (2003), International Business Negotiations, second edition, Pergamon/Elsevier: Oxford.
Iynedjian, Nicolas (2005), Négociation, Guide Pratique, Lausanne, CEDIDAC.
Lax, David A. et al. (1986), The Manager as Negotiator : Bargaining for Cooperation and Competitive Gain, New York : Free Press.
Lewicki, Roy J. et Alexander Hiam (1998), The fast forward MBA in Negotiating and Deal-making, John Wiley.
Mnookin, Robert H. (2004), Beyond winning: Negotiating to create value in deals and disputes, Harvard: Harvard University Press
Pruitt, Dean G. (1981), Bargaining Behavior, Academic Press: New York.
Raiffa, Howard with John Richardson and David Metcalfe (2003), Negotiation Analysis: The Art and Science of Collaborative Decision Making, Cambridge: Belknap Press.
Shell, G. Richard (1999), Bargaining for Advantage, New York : Viking/Penguin.
Thompson, Leigh (1998), The Mind and the Heart of the Negotiator, Upper Saddle River, NJ: Prentice Hall.
Usunier, Jean-Claude (2001), "La négociation internationale" in Alain Bloch et Anne Macquin (éditeurs), Encyclopédie de la Vente, Paris : Economica.
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Dates and rooms
Date Hour Type of lesson Place 29.09.2021 10:15 - 13:00 Cours PER 21, Room D230 29.09.2021 14:15 - 17:00 Cours PER 21, Room D230 06.10.2021 10:15 - 13:00 Cours PER 21, Room D230 06.10.2021 14:15 - 17:00 Cours PER 21, Room D230 20.10.2021 10:15 - 13:00 Cours PER 21, Room D230 20.10.2021 14:15 - 17:00 Cours PER 21, Room D230 03.11.2021 10:15 - 13:00 Cours PER 21, Room D230 03.11.2021 14:15 - 17:00 Cours PER 21, Room D230 17.11.2021 10:15 - 13:00 Cours PER 21, Room D230 17.11.2021 14:15 - 17:00 Cours PER 21, Room D230 24.11.2021 10:15 - 13:00 Cours PER 21, Room D230 15.12.2021 10:15 - 13:00 Cours PER 21, Room D230 22.12.2021 10:15 - 13:00 Cours PER 21, Room D230 22.12.2021 14:15 - 17:00 Cours PER 21, Room C230 -
Assessments methods
Evaluation continue et examen écrit - SA-2021, Session d'hiver 2022
Date 18.01.2022 08:30 - 09:30 Assessments methods By rating Descriptions of Exams Examination time: 60 Min. - 50 % class assignments - 50 % final exam (it will deal with all what was presented during lectures + assigned readings + debriefings of the negotiations exercises, games, and simulations + text in this document). No document is allowed during the 1 hour written exam. Questions cover the whole course content.
Course with continuous evaluation: after the registration period, you can no longer cancel your registration (see session calendar on the Faculty's website).
Written exam
Assessments methods By rating Descriptions of Exams Examination time: 60 Min
Re-take exam only
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Assignment
Valid for the following curricula: BeNeFri - Sciences économiques et sociales
Version: 2018/SP_V01_SES_BeNeFri
Course > Master course offering for BeNeFri Students
Complementary learnings in SES or mobility students
Version: ens_compl_ses
Mster course offering for Mobility Students
Ma - Accounting and Finance - 120 ECTS
Version: 2024/SP_V01_DD_Caen
UniFr courses > Elective courses - Max 18 ECTS > SES Master level courses
Ma - Accounting and Finance - 90 ECTS
Version: 2021/SA_V01 Dès SA-2024
Course - 72 ECTS > Minimum 0 / maximum 1 optional master course offered at the University of Fribourg, if 72 ECTS not yet reached in the above modules > SES Master level courses
Ma - Communication and Media Research - 90 ECTS
Version: 2015/SA_V01
Courses - 60 ECTS > Inter- and Transdisciplinary Perspectives > SES Master level courses
Ma - Communication and Society - 90 ECTS
Version: 2021/SA_V03
Forschungsbereiche > Inter- & Transdisciplinary Perspectives
Ma - Economics - 90 ECTS
Version: 2021/SA_V04
Le choix de l'option se fait par l'inscription au premier cours dans l'une des options possibles. > Quantitative Economics > Elective courses in Quantitative Economics > Courses from the SES faculty - max. 15 ECTS > SES Master level coursesLe choix de l'option se fait par l'inscription au premier cours dans l'une des options possibles. > Public Economics and Policy > Elective courses in Public Economics and Policy > Elective courses of the SES Faculty - max. 15 ECTS > SES Master level coursesLe choix de l'option se fait par l'inscription au premier cours dans l'une des options possibles. > Business Economics > Elective courses in Business Economics > Wahlkurse der SES-Fakultät - max. 15 ECTS > SES Master level coursesLe choix de l'option se fait par l'inscription au premier cours dans l'une des options possibles. > Sustainable Development and Social Responsibility > Elective courses in Sustainable Development and Social Responsibility > Elective courses of the SES Faculty - max. 15 ECTS > SES Master level coursesCourse selection for the Master WITHOUT options > Elective courses > Elective courses of the SES Faculty - max. 15 ECTS > SES Master level courses
Ma - European Business - 90 ECTS
Version: 2017/SA_v01
Courses - 63 ECTS > Additional courses: Any Master courses of the Faculty of Economics and Social Sciences, as well as maximum 9 ECTS from all Master programmes of the University. > SES Master level coursesCourses - 63 ECTS > Modules - Min one extra module with 12 ECTS > One complete module taken from the following list > GMT: General Management
Ma - International and European Business - 90 ECTS
Version: 2021/SA_v01 dès SA-2024
Courses > Additional courses > SES Master level courses
Ma - Management - 90 ECTS
Version: 2021/SA_v03 dès SA-2024
Courses: min. 72 ECTS > Elective courses > SES Master level courses
Ma - Management - 90 ECTS [MA]
Version: 2017/SA_v01
Courses: min. 63 ECTS > 3 modules with min 12 ECTS each > GMT: General ManagementCourses: min. 63 ECTS > Cours facultatifs : max. 18 ECTS > SES Master level courses
Ma - Marketing - 90 ECTS
Version: 2021/V03 dès SA-2024
Courses - 72 ECTS > Elective Master courses from the whole university > SES Master level courses