International negociation (GEST28_MKAYA)

Volume horaire

CM : 10h / TD : 10h


Teacher: Adrian Holroyd


This course gives an introduction to some of the key mechanisms that characterise negotiations with a particular focus on the relationship between negotiation and behaviours associated with different cultures. 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. Emphasis is placed on understanding the particular challenges associated with negotiating in an international environment. 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)

Plan du cours

Students have to:

  • Learn key concepts and perspectives in international 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 cross cultural 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

Langue d'enseignement


UFR, Écoles, Instituts




  • Annecy-le-Vieux (74)