Number of hours
- Lectures 8.0
- Projects 0
- Tutorials 8.0
- Internship 0
- Laboratory works 0
- Written tests 0
ECTS
ECTS 1.5
Goal(s)
Negotiation theory
Relationship between industriel's
Give keys to improve negotiation's results
Content(s)
Introduction
Negotiation process
Negotiation's Keys factors
Prerequisites
Test
QCM
Additional Information
Course list
Curriculum->Master->Semester 10
Curriculum->Double-Diploma Engineer/Master->Semester 10
Bibliography
"Saint-Germain ou la négociation" : WALDER F., Collection Folio, Paris, Gallimard, 1958.
"Comment réussir une négociation" : FISHER R. & URY W., Le Seuil, 1982.
"La négociation commerciale" JOLIBERT A. et TIXIER M., Editions ESF, 1988.
"Petit traité de manipulation à l'usage des honnêtes gens" : Joule R.V. et BEAUVOIS J.L., PUG, 2003.