[{"command":"insert","method":null,"selector":".course-modal-ajax-placeholder-962599","data":"\u003Cdiv class=\u0022container content-rte\u0022\u003E\n  \u003Cdiv class=\u0022row\u0022\u003E\n    \u003Cdiv class=\u0022box col-md-6 bg-primary text-white\u0022\u003E\n      \u003Ch2 class=\u0022h1 text-left\u0022\u003E  UE 19 - Pratiques de la n\u00e9gociation\n\u003C\/h2\u003E\n                  \u003Cdiv class=\u0022field-spacing\u0022\u003E\n        \u003Cdiv class=\u0022field__label h3 dash\u0022\u003EECTS :\n          2\n        \u003C\/div\u003E\n      \u003C\/div\u003E\n                  \u003Cdiv class=\u0022field-spacing\u0022\u003E\n        \u003Cdiv class=\u0022field__label h3 dash\u0022\u003ESemestre calendaire :\n          Annualized\n        \u003C\/div\u003E\n      \u003C\/div\u003E\n            \u003Cdiv class=\u0022field-spacing\u0022\u003E\n      \u003Cdiv class=\u0022field__label h3 dash\u0022\u003ED\u00e9tail du volume horaire\u003C\/div\u003E\n                        \u003Cdiv class=\u0022mt-5 text-justify\u0022\u003E\n                          \u003Cspan class=\u0022field__label h4 mt-5 \u0022\u003ECours magistraux :\u003C\/span\u003E\n                                      \u003Cspan\u003E15\u003C\/span\u003E\n                      \u003C\/div\u003E\n                                              \u003Cdiv class=\u0022mt-5 text-justify\u0022\u003E\n                          \u003Cspan class=\u0022field__label h4 mt-5 \u0022\u003ETravaux dirig\u00e9s :\u003C\/span\u003E\n                                      \u003Cspan\u003E5\u003C\/span\u003E\n                      \u003C\/div\u003E\n                                                            \u003C\/div\u003E\n        \u003Cdiv class=\u0022field-spacing\u0022\u003E\n      \u003Cdiv class=\u0022field__label h3 dash\u0022\u003ELangue d\u0026#039;enseignement\u003C\/div\u003E\n                        \u003Cdiv class=\u0022mt-5 text-justify\u0022\u003E\n                                      \u003Cspan\u003EFran\u00e7ais\u003C\/span\u003E\n                      \u003C\/div\u003E\n                  \u003C\/div\u003E\n        \u003Cdiv class=\u0022field-spacing\u0022\u003E\n      \u003Cdiv class=\u0022field__label h3 dash\u0022\u003EEnseignement \u00e0 distance\u003C\/div\u003E\n                        \u003Cdiv class=\u0022mt-5 text-justify\u0022\u003E\n                                      \u003Cspan\u003Enon\u003C\/span\u003E\n                      \u003C\/div\u003E\n                  \u003C\/div\u003E\n      \u003C\/div\u003E\n    \u003Cdiv class=\u0022box col-md-6\u0022\u003E\n            \u003Cdiv class=\u0022field-spacing\u0022\u003E\n      \u003Cdiv class=\u0022field__label h3 dash\u0022\u003EPr\u00e9requis\u003C\/div\u003E\n                        \u003Cdiv class=\u0022mt-5 text-justify\u0022\u003E\n                                      \u003Cspan\u003E\u003Cul\u003E\n\u003Cli\u003EConnaissances en management des achats\u003C\/li\u003E\n\u003C\/ul\u003E\u003C\/span\u003E\n                      \u003C\/div\u003E\n                  \u003C\/div\u003E\n        \u003Cdiv class=\u0022field-spacing\u0022\u003E\n      \u003Cdiv class=\u0022field__label h3 dash\u0022\u003EProgramme \/ plan \/ contenus\u003C\/div\u003E\n                        \u003Cdiv class=\u0022mt-5 text-justify\u0022\u003E\n                                      \u003Cspan\u003E\u003Cp\u003ECe module forme les \u00e9tudiants \u00e0 la n\u00e9gociation professionnelle, en particulier dans le contexte B2B et achats\/fournisseurs. Il aborde les mod\u00e8les et processus de n\u00e9gociation (pr\u00e9paration, \u00e9coute, argumentation, closing), la gestion des \u00e9motions, la communication interpersonnelle et les strat\u00e9gies coop\u00e9ratives\/comp\u00e9titives.\u003C\/p\u003E\n\u003Cp\u003EContenu :\u0026nbsp;\u003C\/p\u003E\n\u003Col\u003E\n\u003Cli\u003EFondamentaux de la n\u00e9gociation (d\u00e9finitions, objectifs, enjeux \u00e9thiques) ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003EProcessus en 5 \u00e9tapes : pr\u00e9paration, ouverture, exploration, proposition, conclusion ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003EOutils de pr\u00e9paration : cartographie des acteurs, BATNA, grille d\u2019objectifs, matrices de concession ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003ETechniques d\u2019argumentation et de persuasion ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003ECommunication non verbale, \u00e9coute active, reformulation ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003EGestion des conflits et m\u00e9diation ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003EN\u00e9gociation interculturelle et digitale.\u003C\/li\u003E\n\u003C\/ol\u003E\u003C\/span\u003E\n                      \u003C\/div\u003E\n                  \u003C\/div\u003E\n        \u003Cdiv class=\u0022field-spacing\u0022\u003E\n      \u003Cdiv class=\u0022field__label h3 dash\u0022\u003EObjectifs d\u0026#039;apprentissage\u003C\/div\u003E\n                        \u003Cdiv class=\u0022mt-5 text-justify\u0022\u003E\n                                      \u003Cspan\u003E\u003Cul\u003E\n\u003Cli\u003EPr\u00e9parer et structurer une n\u00e9gociation selon les objectifs et contraintes de l\u2019entreprise ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003EIdentifier et mobiliser les leviers psychologiques et communicationnels d\u2019une n\u00e9gociation efficace ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003EAdapter son style \u00e0 la typologie de l\u2019interlocuteur et au contexte ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003ED\u00e9velopper une approche coop\u00e9rative cr\u00e9atrice de valeur.\u003C\/li\u003E\n\u003C\/ul\u003E\u003C\/span\u003E\n                      \u003C\/div\u003E\n                  \u003C\/div\u003E\n        \u003Cdiv class=\u0022field-spacing\u0022\u003E\n      \u003Cdiv class=\u0022field__label h3 dash\u0022\u003EOrganisation g\u00e9n\u00e9rale et modalit\u00e9s p\u00e9dagogiques\u003C\/div\u003E\n                        \u003Cdiv class=\u0022mt-5 text-justify\u0022\u003E\n                                      \u003Cspan\u003E\u003Cp\u003ECe module est bas\u00e9 sur des apports concepts et sur des mises en situation concr\u00e8tes (Jeux de r\u00f4le : n\u00e9gociation client\/fournisseur, interne, collaborative).\u003C\/p\u003E\u003C\/span\u003E\n                      \u003C\/div\u003E\n                  \u003C\/div\u003E\n                \u003Cdiv class=\u0022field-spacing\u0022\u003E\n      \u003Cdiv class=\u0022field__label h3 dash\u0022\u003EComp\u00e9tences\u003C\/div\u003E\n                        \u003Cdiv class=\u0022mt-5 text-justify\u0022\u003E\n                                      \u003Cspan\u003E\u003Cul\u003E\n\u003Cli\u003ECommunication persuasive et assertive ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003EAnalyse strat\u00e9gique des positions et int\u00e9r\u00eats ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003EConduite d\u2019entretiens complexes ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003EGestion des conflits et recherche de consensus ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003EAdaptation interculturelle et digitale.\u003C\/li\u003E\n\u003C\/ul\u003E\u003C\/span\u003E\n                      \u003C\/div\u003E\n                  \u003C\/div\u003E\n        \u003Cdiv class=\u0022field-spacing\u0022\u003E\n      \u003Cdiv class=\u0022field__label h3 dash\u0022\u003EBibliographie\u003C\/div\u003E\n                        \u003Cdiv class=\u0022mt-5 text-justify\u0022\u003E\n                                      \u003Cspan\u003E\u003Cul\u003E\n\u003Cli\u003EBellenger, L. (2023). \u003Cem\u003EN\u00e9gociation complexe et communication d\u2019influence\u003C\/em\u003E (7\u1d49 \u00e9d.). Dunod ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003EDupont, C. (2017). \u003Cem\u003ELa n\u00e9gociation : conduite, th\u00e9orie, applications\u003C\/em\u003E (3\u1d49 \u00e9d.). Dalloz ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003EFisher, R., Ury, W., \u0026amp; Patton, B. (2019). \u003Cem\u003EComment r\u00e9ussir une n\u00e9gociation\u003C\/em\u003E (4\u1d49 \u00e9d.). Seuil ;\u0026nbsp;\u003C\/li\u003E\n\u003Cli\u003EDelbecque, V. (2022). \u003Cem\u003ELes techniques de n\u00e9gociation efficace\u003C\/em\u003E. Eyrolles.\u003C\/li\u003E\n\u003C\/ul\u003E\u003C\/span\u003E\n                      \u003C\/div\u003E\n                  \u003C\/div\u003E\n        \u003Cdiv class=\u0022field-spacing\u0022\u003E\n      \u003Cdiv class=\u0022field__label h3 dash\u0022\u003ENature de l\u0026#039;\u00e9valuation\u003C\/div\u003E\n                        \u003Cdiv class=\u0022mt-5 text-justify\u0022\u003E\n                                      \u003Cspan\u003EEvaluation Continue Int\u00e9grale\u003C\/span\u003E\n                      \u003C\/div\u003E\n                  \u003C\/div\u003E\n      \u003C\/div\u003E\n  \u003C\/div\u003E\n\u003C\/div\u003E\n","settings":null}]