Phelma Formation 2022

Parnership negociation - 5PMCSMEH

  • Number of hours

    • Lectures 8.0
    • Projects 0
    • Tutorials 8.0
    • Internship 0
    • Laboratory works 0
    • Written tests 0

    ECTS

    ECTS 2.0

Goal(s)

Negotiation theory
Relationship between industriel's
Give keys to improve negotiation's results

Contact Lorena ANGHEL, Katell MORIN ALLORY, Anne VILCOT, Jean Christophe KLEIN

Content(s)

Introduction
Negotiation process
Negotiation's Keys factors



Prerequisites

Test

QCM



Additional Information

Course list
Curriculum->Engineering degree->Semester 9
Curriculum->Double-Diploma Engineer/Master->Semester 9
Curriculum->Common courses->Semester 9
Curriculum->Semesters A Choice->Semester 9
Curriculum->Master->Semester 9
Curriculum->Internationals Cursus->Semester 9

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.