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International Business Negotiations

This course provides the students with the relevant theoretical frameworks and practical insights concerning marketing management. By means of lectures, case study analyses, discussions, and a business game (2nd residence), the concepts and frameworks are applied to commercial management. This is a course about negotiations and dispute resolution. It covers the various types of negotiation situations we face at work and in our daily lives (distributive, integrative and intraorganizational). It also focus on the various forms of alternative dispute resolution (ADR) mechanisms that are useful in resolving problems when negotiations are unsuccessful or break down. The most useful of these techniques used to resolve negotiation disputes are mediation and arbitration. Finally, it covers the special field of international negotiations and familiarizes the student with negotiations in a global environment.