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Ingénierie de la négociation commercialeNégociations et relations commerciales (GSI)
Commercial Negotiation Engineering
Teaching unit Negotiations and Business Relations · GI.S9.IAI.NRC
3ECTS (EU)
2Coefficient
36:00Hours
Séquencement
Learning objectives
Selling alone Meet in less than five minutes To initiate trade negotiations Know the techniques used by the business manager during the negotiation Structure your thoughts to communicate and convince Communicate in groups
Prerequisites
| Module | Teaching unit | Semester |
|---|---|---|
| Introduction to Management | Humanities 3 | S3 |
| Industrial Marketing | Languages, Humanities, Personal and Professional Development 7 | S7 |
Program
Trade negotiations:
- Models of negotiations
- The 5C: Contact, Knowledge, Convince, Conclude, Comfort
- The rules of the good negotiator Implementation: individual and group interviews
Assessment
Implementation: individual and group interviews
References
Commercial negotiation in practice – Book Tool, Patrick David, editions Organisation EYROLLES
Skills
4| Ref. | Verb | Description | Level |
|---|---|---|---|
| C2_2 | demonstrate | Build an argument from information | 4 |
| C4_1 | discuss | Discuss knowledge related to SHEJS issues | 4 |
| C4_2 | analyze | Argument by respecting the company's strategy | 4 |
| C6_1 | demonstrate | Argument by considering his personality | 4 |