MSc in International Business Negotiation Program

Creating negotiated solutions to facilitate business worldwide.

  • Format

    2 SEMESTERS* + INTERNSHIP

  • Languages

    ENGLISH

  • Location

    PARIS

  • Fees

    €15,000

  • Intake

    September

  • Credits

    90 ECTS

Accreditations

PRogram

The Master of Science in International Business Negotiation is designed to develop managers capable to build effective negotiation strategies, drive negotiations processes, and reach agreements in global times, with both internal and external stakeholders.

The program is offered on a full-time basis and consists of 2 consecutive semesters of courses (September – May) followed by a professional experience (from June onwards). The curriculum is developed around core courses and many experienced negotiation practitioners participate in the program. These leading experts share their insights about being a negotiator in the real world and their experiences of best dealing with challenges regarding negotiation.

Course Content

ECTS

Negotiation essentials

14

Practical Negotiation Skills

2

The course will be made of a mix of theory delivered to the students and application exercises, with at least one main role play per day. Those will be based on realistic scenarios and enable participants to practice negotiation in real-life settings. Extended class discussions will be used to guarantee appropriation of the course concepts and the creation of linkages with the participants’ own experiences. Main objectives are to understand the basics of principled or integrative bargaining strategies and differentiate them from distributive negotiation strategies; apply the processes unveiled in the class role play scenarios to real-life negotiations, perceived as all processes aiming for mutually beneficial outcomes and the creation / maintaining of long term relationships; conceptualize the ins-and-outs of negotiation and apply these concepts into planning and preparing all kinds of professional negotiations; understand the communication processes taking place at and around the negotiation table; and identify the variables in the negotiation process which make principled negotiation possible, especially the key behavioural characteristics of the players.

Complex Negotiation

3

At the end of the course the students should be able to:

Breakdown complex negotiation problems using the appropriate methodology.

Propose creative solutions within a negotiation.

Appraise the performance of a negotiation team.

Make effectual negotiation decisions.

Demonstrate an expertise on key concepts, techniques and trends in negotiation.

Formulate strategically-appropriate solutions to complex and unfamiliar challenges in negotiation.

Decision Games and Negotiation

2

The course is a combination of class lectures, practical assignments, simulations, and class discussions. At the end of the course, the student should be able to:

Define social dilemmas and their underlying dynamics

Define the basic assumptions of behavioural game theory

Define the main decision-making biases and how to deal with them

Understand the boundaries of ‘rational man’

Link findings from game and decision-making literature to negotiations

Mediation

2

This intensive course will cover different topics, including an introduction to conflict management and reflections about one’s positioning in conflict, whether as a party or a neutral. It will focus on the mediation’s process, ethics and applications. During each session, students will be placed in various conflict and conflict resolution settings and experience being a party or a neutral in various contexts (commercial and interpersonal conflicts). They will then have to provide feedback about each other’s performance and to discuss their experience in group. At the end of each session, a theoretical wrap-up will be provided with the key take-aways.

Understand what mediation is (a process through which a neutral third party assists parties in negotiating a mutually satisfying settlement to an ongoing or pending conflict) and when to use it

Master a structured conflict resolution process that can be applied in interpersonal and commercial disputes, with different phases, tools and skills (e.g. communication, conflict analysis)

Be able to diagnose conflict in order to better manage it

Identify one’s individual behaviours in various conflict settings

Practice principled negotiation and be an efficient party in dispute

Be an actor in conflict prevention and early resolution in commercial as well as interpersonal difficulties

Historical perspectives on Diplomatic Negotiation

1

To put Negotiations, especially diplomatic negotiations, in their historical context, as well as to trace back in time the very notion of Negotiation itself. The student should be able, based on expert knowledge from crosscutting information, to explain how the word “Diplomat” was created, how it emerged and how it diverged from that of “Negotiator”. The knowledge of various past negotiation cases helps students to build innovative solutions for today’s organisations. Furthermore, the student should be able to take a given historical example and extract from it the key negotiation concepts hidden in the idiosyncrasies of the case. He or she should be able to apply the neg. specialized knowledge to explain the success or failure of past or contemporary negotiation cases

Communication Diversity in Negotiation

2

At the end of the course the students should be able to:

Develop individual capability to collaborate with other team members in a inter-cultural environment.

Convey information through presentation to engage audience in knowledge exhanges.

Act and react in a dynamic context to adapt to differences and to create innovative change as a change-maker.

Utilise challenges as opportunities by generating strategic approaches to manage complexity.

Psychology of the negotiator

2

This course focuses on exploring the personal characteristics of the negotiator. Personal characteristics and attitudes can be strengths and weaknesses in a negotiation. These characteristics are to a certain extent fixed and they can entail a danger when they are opposed to the characteristics of the counterparty. However, by becoming aware of our strengths we can manage them. A good negotiator facilitates a constructive relation by understanding his or her personal characteristics and the ones of the counterparty.

The Negotiator as a Manager

14

Contract and Law

2

Understand how the law of contracts functions in commercial negotiations and relationships in order to negotiate more effectively, to anticipate contract-related problems and to know when and how to liaise with legal counsel. In particular, students should: Have a practical understanding of the legal system. Understand the purpose, basic legal elements and terms of a contract and understand how contracts are made. Be familiar with the legal framework for contracts. Identify an unenforceable contract and understand the legal remedies in the event of a dispute.

Strategic Management

2

The focus of this course is to create a long-term vision for the organization and the strategies required to attain and sustain a competitive advantage. A primary element of the course will be the formulation and implementation of effective business and corporate level strategies. To formulate and implement these strategies requires the use of analytical, behavioral and creative dimensions of businesses. Most problems encountered in business are complex and inherently multi-functional. Thus, this course will integrate knowledge and skills gained from other courses in functional areas in conjunction with a model of strategic competitiveness to examine firm-wide strategic issues. We will view the firm and major units within it from a general manager’s perspective of achieving and maintaining long-term organizational health (survival and success).

Change management

2

The main aims and objectives of this course are:

Introduce ideas useful in the analysis of organizational processes and change

Encourage critical thought about organizations and the events that occur within them

Identify the need to develop a change approach which is context-specific to organisations

Develop an appreciation of how theories can be translated into practical applications

Identify and critically assess the best practices of change management and change implementation

Stimulate critical consideration of organizations as social and political communities

Build the managerial and personal skills required by successful change agents

Develop students’ investigative and diagnostic skills in assessing organisations

Extend students’ abilities to comprehend and analyse internally planned and externally imposed organisational changes

Improve students’ abilities to manage people in the context of change

Effective leadership

2

Gain a deeper understanding of the evolution of leadership.

Understand how the function of leadership evolved over time, based on societal and industrial evolutions.

Further his/her knowledge of current leadership thinking based on state of the art research.

Define the core elements of effective leadership.

Recognize his/her own leadership style, it strengths and pitfalls.

Connect the function of leadership with overall HR roles, as well as corporate strategy execution.

Carry out effective leadership behaviors in various contexts.

Challenge him/herself and peers to further develop their leadership skills.

Make smart judgments in managerial decision making.

Integrate economic, legal, and ethical perspectives in his/her leadership.

Project Management

2

At the end of the course, the student should be able to:

Evaluate the nature and rigour of project management and apply skills in the project management processes.

Appraise the performance of a team.

Apply problem solving, analytical skills and master project management tools and methods.

Breakdown complex organizational problems using the appropriate methodology.

Apply the economics of project management for planning, scheduling and budgeting.

Evaluate resources available to the project manager to keep current with trends and best practices.

Demonstrate an expertise on key concepts, techniques and trends in their professional field.

Organize change management processes.

Evaluate sustainability goals and measures into the project management process.

Accounting for the Decision Makers

2

The course aims to establish a broad understanding of accounting and financial statements. Essentially, you will go deeper in the individual elements of doing business, such as making a sale or building an inventory. This will provide the grounds for sound decision-making, and guide your business objectives for what needs to be achieved on the negotiation table.

Employment Relations

2

The course focuses on how workers and managers face negotiations at collective and individual level. The behaviour, preparation process, and strategies during the negotiation will be discussed. The course will also elaborate on how to create room for cooperation using learning by doing methodology. This will provide the students self-confidence when negotiating in the workplace.

International Negotiation

8

Culture and Negotiation Strategies

2

At the end of the course, the student should be able to: The contents are focused on how culture influences negotiation strategy. The goal of this course is to prepare students to manage successful international business, most of the advice is research based. It benefits from the cultural diversity in the classroom to illustrate how cultural assumptions influence deal making, dispute resolution and multiparty negotiation strategy.The course is based on experiential exercises (simulations) and debriefings. Each exercise helps students develop their analytic, strategic, and negotiating skills in the cross-cultural setting. In the debriefings, we analyse the results of the negotiations and discuss strategies that worked and strategies that didn’t. The course offers an opportunity, not available in the real world, to see both the other side’s outcome and the outcomes of others who negotiated the same facts. Thus, the course provides an unparalleled opportunity for learning.

Negotiating Skills Practice: A multi-party EU relations framework

2

Develop the skills needed for effective negotiations

Understand the historical origins, enlargement and future development of the EU

Understand the EU decision-making process

International HR Management

2

This course aims to transfer the main logics and methodologies of the principal HRM tools in an international context: planning, recruitment and selection, training, appraisal systems and compensation. The organisational development policies and practices are explained and discussed crosswise in relation to the development of each HRM tool. For all sessions, critical issues and problems related to the practical applications in the international context of the HR operational systems are identified and examined in order to enhance a pragmatic approach.

Leadership and Innovative Negotiations

2

At the end of the course the students should be able to:

Breakdown complex organizational problems using the appropriate communication: put effective, collaborative methods of leadership and negotiation to work in their organizations;

Develop their own leadership skills and personal influence, as well as apply innovative negotiation

Strategies to deal with tough problems and cross-border challenges in an effective manner;

Propose creative solutions within an organization: create and apply powerful strategies to improve influence in global negotiations to reach agreements;

Generate sustainable solutions for organizations: create and apply negotiation strategies and decision making principles to solve problems effectively;

To operate in an ethical and responsible manner while be aware of one’s leadership style; create high-performance negotiation teams;

Business Negotiation

15

Key Account Management

2

The purpose of the course is to introduce the students to the concept of Key Account Management (KAM) and how this differs from more traditional selling approaches. Excellent KAM requires a strong analytical approach, good planning skills and excellent relationship management skills. The course will also surface the different roles that Key Account Managers have when compared to more traditional sales roles and will focus on the importance of aligning the organization around customers including the alignment of the key account team internally. he main objective of this course is to demonstrate competence in Key Account Management (KAM) at both the planning and relationship management levels.

Sales Techniques

2

This course is an introduction to selling techniques and negotiation. It provides the student with a “tool box” including the most commonly used sales techniques in a company. It leans upon proven methods recognized in most large companies.At the end of the course, the student should be able to:

Control the basic techniques of a sales meeting and its different phases: face to face meeting, making appointments on the phone

Tackle the sales environment

Identify the different commercial roles and their evolution

Reveal relational skills, linked with the relationship with the customer

Sales Management

2

The sales function is one of the most important marketing functions as it is responsible for generating revenue. However, it does not work in isolation from other functions. This course provides the student with not only an understanding of the sales function’s role within a holistic marketing framework but also focuses upon better sales management practices and those attributes that characterise the best salespeople. This course focuses on the activities and problems of first line field sales managers. Emphasis is balanced between theory (e.g., motivation) and skills building (e.g., personal selling, territory routing).

Business Ethics and CSR for Negotiation

2

Negotiations happen on a daily basis both internally and externally. Especially within globalization, the challenges of ethical conduct create complex negotiations. In order to remain ethical, the profound understanding of self and other perspectives in core values is the foundation. Explore one’s epistemology and systemic thought processes will be the fundamental tools for effective negotiations where all sides have the possibility of achieving its goals. This course will not only provide the foundation knowledge necessary to be systemic thinkers, but also the skills to effectively navigate complex cultural issues in ethical negotiations.

Purchasing

3

At the end of the course, the student should be able to:

Classify a differentiated purchasing portfolio LO5C.

Apply various management approaches related to the risk and profit assessment of the sales offer.

Understand the advantages and consequences of different purchasing techniques.

Control for strategic purchases.

Differentiate direct and indirect purchases.

Have a clear overview of the buying process linked to the selling process.

Define buyer enablement.

Successfully collaborate within a intercultural team.

Supply Chain Coordination and Procurement

2

At the end of the course, the student should be able to:

Understand tradeoffs and main challenges in coordinating supply chains.

Construct expert knowledge from cutting-edge information to improve supply chain performance.  

Analyze, breakdown and solve complex managerial problems in supply chains with the appropriate methodology.

Analyze, breakdown and solve complex managerial problems in supply chains with the appropriate methodology.

Work in a team and autonomously on formulating efficient solutions to various problems that supply chains face under uncertainty and unfamiliar challenges.

Generate sustainable solutions to supply chains.

Customer Success Management

2

At the end of the course, the student should be able to:

Understand the concept, drivers, and outcomes of customer centricity in B2B relationships.

Explore the role of salespeople as advocates of customer success management in the vendor firm.

Understand and apply sales techniques that help salespeople to successfully manage their customer relationships.

Investigate B2B buyer behavior to better understand how salespeople can meet their needs.

Negotiation in Practice

9

Meet the Practitioners’ Series

1

In these series, practitioners from different context will explain their experiences, strategies, outcomes and other insights to the students. The objective is to make the students able to link negotiation theories with examples and practices offered by experienced practitioners and to learn how to create a course session around a guest speaker and how to moderate an expert discussion on advanced negotiation ideas.

Negotiation Research Methodology

4

At the end of the course the students should be able to:

Understand research terminology.

Describe quantitative and qualitative approaches to research.

Critically analyse published research.

Develop a scientific, intellectual, and critical mindset.

Mediation in Business and Workplace

2

At the end of the course, students should be able to:

Apply mediation skills in conflict situations.

Generate the parties’ issues, interests and needs as well as effectively work with creativity. prior to negotiating solutions.

Differentiate between different styles of mediation and critically asses their differences and similarities.

Understand the role of lawyers and others who attend the mediation session with the parties and be able to include them in the mediation process.

Know when to use separate meetings and do so appropriately.

Career Program

2

Our Career Program helps participants to establish their professional career plan by working on their skills, personal strengths, and using networking tools to be prepared to meet recruiters’ expectations internationally.

At the end of the course, students should be able to:

Build a professional career plan;

Identify personal skills and accumulated experiences (e.g., Master experience);

Adapt professional tools (e.g., CV, LinkedIn) to the local market;

Develop an accurate representation of their professional profile;

Use personal networking to better identify professional opportunities;

Gain insight into techniques and tools to find a job or an internship in France or abroad;

Build self-awareness of personal vocations and interests.

Learn more about the Career Program

Hands-on experience

30

Internship or work experience, thesis, or consulting project

30

4-6 month internship or work experience, thesis, or consulting project anywhere in the world

Entrepreneurship Addendum*

30

5 courses and a collaborative project:

30

*Students holding a 3-year Bachelor degree (< 210 ECTS) as their highest-level degree prior to entering the Master of Science program that wish to receive the state-recognized Master degree on top of their MSc degree, will have to successfully complete an additional semester on Entrepreneurship. This is linked to the fact that a state-recognized Master degree in France requires participants to accumulate at least 300 ECTS, Bachelor degree included. As the standard Master of Science represents 90 ECTS, the School organizes a one-semester “Entrepreneurship Addendum” of 30 ECTS to enable all enlisted students to achieve the required 300 ECTS. The cost of this additional semester equals 4.500€ extra.

Entrepreneurial Funding

Technology Entrepreneurship & New Business Development

Creative Business Modelling

Design Thinking

Innovation Management

French language classes

French language lessons

French language lessons for all levels are included in the program for international students. French is the mandatory choice for all non-French speaking students.

Zoom on… A Hands-on Learning Style

The program focuses on a hands-on learning style. Courses are taught by skilled instructors who come with a wealth of experience from industry and academia that aim to make you world-class negotiators. Our courses are a mix of theory and practical applications, where students practice negotiation in a risk-free environment and leave the program with an action plan for their future. When you join the program, you will find yourself in one of the most culturally diverse learning environments, actively promoting openness and intercultural skills.

We help our students to reach their full potential, encourage them to build their confidence, and apply the knowledge and skills that they gained in their daily activities. This has included activities such as participating in local and international negotiation competitions (IÉSEG – winner of the 2018 Warsaw Negotiation Round).

Workshops and Corporate Events

Alongside the courses, the program includes various workshops and corporate events to further develop your personal and professional skills. These cover a range of topics, such as conflict management in cross-cultural environments and intercultural communication.
Our Career Program helps participants to establish their professional career plan by working on their skills, personal strengths, and using networking tools to be prepared to meet recruiters’ expectations internationally.

Discover the Career Program

ICoN Network

IÉSEG has a leading team of negotiation scholars. The School is also home to the International Center on Negotiation (ICoN), a training and research center that brings together students, academics, and managers who share interests and complementary perspectives on negotiation.In partnership with a wide array of public and private organizations, ICoN aims to develop new knowledge on negotiation. Students will be invited to participate in the center’s activities and development both during the program and after graduation.

Key Account Management Professionnal Diploma

Acquiring a professional qualification in Key Account Management (KAM) helps to demonstrate to companies that students are up-to-date and multi-skilled employees. To support our graduates’ careers, IÉSEG has partnered with the Association of Key Account Management (AKAM) to provide them with a competitive edge in the job market by earning a professional diploma in KAM . This diploma represents a leap forward for candidates wanting to demonstrate their credentials.

INTERNSHIP

During their internship, students are able to combine theories of management with hands-on experience and apply the cross-cultural skills they have developed at IÉSEG.

Account Executive, Assistant Supervisor, Business Developer, Merchandising Intern, Purchasing Intern, Recruitment Intern, Sales Director Assistant or Store Department Manager for example: the internship opportunities offered by the program at the end of the curriculum are multiple.

Some companies which hire our interns: PwC Taiwan, WaveBytes, Bosch GmbH, EY, Decathlon, TUI Group, Ogloba Ltd., Deji Plaza Co. Ltd, United Nations, etc.

The internship can be undertaken in France or abroad. Most students have done their internships in Asia, in Europe, in North America or in South America for example.

Local contact

Find here your dedicated contact in your region.

General contact

Élise LANCELOT