Négociation (GEST17_MKAYA)

Volume horaire

CM : 8h / TD : 10h


This course gives an introduction to some of the key mechanisms that characterize negotiations with a particular focus on the relationship between negotiation behavior, dynamics and outcome. Students will learn in a practical environment using role plays and other interactive methods to gain a realistic knowledge of the skills involved in negotiating effectively. Each student will be expected to actively participate and demonstrate that they understand the subject matter and are able to offer adequate solutions to different negotiating scenarios.

Compétences acquises

  • Planning and Analysis (assessment of situations and people)
  • Adaptability (to changing environments and circumstances)
  • Flexibility (reacting quickly to new information)
  • Cultural Awareness (being more aware of self and others and likely responses under pressure)


basics of sales and marketing

B2 level of written and spoken English

Plan du cours

Students have to:

  • Learn key concepts and perspectives in negotiation theory.
  • Understand how negotiation parties reason when they decide whether to negotiate or not and when they decide strategies and tactics in the negotiations process.
  • Be able to describe different types of negotiation dynamics.
  • Be familiar with key determinants of individual and collective gains in the outcome of negotiation – and how they are linked to negotiation parties’ choice of strategies and tactics.
  • Know how to assess negotiation outcomes and be able to identify main causes of negotiation success and failure.

Diplômes intégrant ce cours

En bref

Crédits ECTS : 2

Méthode d'enseignement
En présence

Langue d'enseignement


UFR, Écoles, Instituts


Jean-David Hassan

Tél : +33 4 79 75 85 85

Email : Jean-David.Hassan @ univ-smb.fr


  • Annecy-le-Vieux (74)