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Grenoble INP - UGA
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School of engineering in Physics, Applied Physics, Electronics & Materials
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Our engineering & Master degrees
Our engineering & Master degrees

> Studies

Parnership negociation - 5PMCSMEH

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  • Number of hours

    • Lectures : 8.0
    • Tutorials : 8.0
    • Laboratory works : 0
    • Projects : 0
    • Internship : 0
    • Written tests : 0
    ECTS : 2.0

Goals

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

Contact Christian GUICHERD, Jean Christophe KLEIN

Content

Introduction
Negotiation process
Negotiation's Keys factors



Prerequisites

Tests

QCM



Additional Information

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

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Date of update March 19, 2019

Université Grenoble Alpes