SYLLABUS

2017/2018 MASTER 1

IDENTIFICATION
Course title :
Supervisor :			Semester :
Based in :	- Office :		Department :
E-mail :			Code :    HELISA Code :
Teaching language :			Campus :
Ouvert étudiants échange :			Total number of hours :   / ECTS credits :

OVERALL DESCRIPTION

The purpose of this module is to enable students to negotiate with customers or other partners in a business to business context. This module introduces the differentnegotiation strategies and negotiators profile considering buyer and seller . It explains the negotiating process and provides the keys to reach a satisfactory agreement for both parties . It offers students the opportunity to develop negotiating skills, behavioral intelligence and their own relational style.