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GEST-S498

Negotiation Skills

academic year
2024-2025
2025-2026

Course teacher(s)

Claudia TOMA (Coordinator)

ECTS credits

5

Language(s) of instruction

english

Course content

This will be a highly interactive course. It is premised on a basic assumption that understanding and appreciation of negotiations are best achieved via hands-on experiences in combination with lectures, discussions, readings, and reflections on the underlying concepts of negotiation. There will be a role-play exercises every two classes. These exercises have been selected to help illustrate points in readings and lectures and to motivate further reflection and reading. In these exercises, you are urged to try out new and creative behaviors and tactics that you learned from your own reading and reflection.

Objectives (and/or specific learning outcomes)

This course aims to help students improve their skills in two fundamental ways. One is knowledge-oriented: students learn frameworks and concepts for understanding and analyzing negotiation situations. A second and complementary route to improve as a negotiator is practice-oriented: students complement their analytical tools with behavioral skills. Negotiation ultimately come down to behaviors—how a negotiator frames an offer or a concession, how they share information about preferences and priorities. Practicing these behaviors, and understanding how other parties perceive and react to them, is essential to improving as a negotiator.

Teaching methods and learning activities

Lectures, Exercise sessions, Self-learning, Individual-paper

References, bibliography, and recommended reading

Ideally, purchase the book: Lewicki, Barry, and Saunders, Essentials of Negotiation – 7th Edition (McGraw-Hill, 2021; ISBN-13: 9781260399455)
I also recommend reading
Fisher, Ury, and Patton, Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 2011; ISBN-13: 978-0143118756)

Course notes

  • Syllabus
  • Université virtuelle

Contribution to the teaching profile

LO 1.1. Integrate sustainable development in problem analysis
LO 1.2. Master and apply key economic and management concepts, frameworks and theories in a professional context to identify a business opportunity and build a relevant innovative solution to it
LO 1.3. Approach managerial or business problem through different disciplinary frameworks (law, communication, psychology, etc.) and taking external factors into consideration
L 0 2.1. Adopt a scientific approach to data collection, research and analysis and communicate results with clear, structured and sophisticated arguments.
LO 2.2. Display critical thinking and develop a life-long learning approach
LO 3.1. Apply quantitative and qualitative techniques to support analysis using data with standard office and statistical software
LO 4.1. Work and communicate effectively as part of a team in an international and multicultural environment
LO 4.2. Demonstrate work ethics to foster corporate socially responsible conduct in workpl

Other information

Contacts

Claudia.Toma@ulb.be
or
Soha.Abboud@ulb.be

Campus

Solbosch

Evaluation

Method(s) of evaluation

  • Personal work
  • written examination
  • Other

Personal work

written examination

  • Open question with short answer
  • Open question with developed answer

Other

Mark calculation method (including weighting of intermediary marks)

50% final exam +  40% individual paper + 10% howeworks

You need to suceed both the final exam and the individual paper in order to get the mean grade.

Language(s) of evaluation

  • english

Programmes