• Iynédjian Nicolas

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.

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).

Examination time: 60 Min

Re-take exam only