Imagine that in a deal-making negotiation, the seller’s presumed bottom line is 30 million, which still outweigh the buyers’ best offer, say 28 million. This may lead to three potential outcomes. First, some people accept a no-deal, which is economically wise yet psychologically bothersome. Second, some people ignore their bottom lines and reach an otherwise
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ICON is proud to announce that our IBL students, a joint program between IÉSEG School of Management (# IESEG ) and Université Catholique de Lille , Hortense Pagezy, Theo Clouet, Flore Martin, and Gautier Bétouxwon the special prize for relationship building with the other team at the 15th# International # Mediation # Competition of the International Chamber
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According to United Nations and OECD, language diversity is still increasing. What organizations and leaders can actually do to reap the benefits of language diversity, mitigate discrimination based on accent, offer guidance to both native and nonnative speakers on how to facilitate interactions with one another, and create an environment that allows both native and
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In his recent article “A new agent-based model of bilateral negotiation” (published in the International Journal of Conflict Management), Prof. Frieder Lempp presented a new simulation model for bilateral negotiations and demonstrated in an example simulation how the model can be used as a research platform for the simulation of experiments. In particular, the simulation
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Professor Regina Kim and her colleague recently published a research paper that examines the role of regulatory focus in conflict management domains from a new perspective. Regulatory focus describes people’s two distinct goals: promotion focus that focuses on hopes and accomplishments (i.e., gains) and prevention focus that focuses on safety and responsibilities (i.e., non-losses). The research group suggests
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IESEG and the Université Catholique de Lille Faculty of Law (FLD) have been jointly selected to participate in the prestigious 15th ICC International Commercial Mediation Competition from 6 to 12 February 2020 in Paris. This is a brilliant opportunity for our students to learn about international commercial mediation on a global stage and to network
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Our ICON member Calliope Sudborough has just published a chapter on the mediation of sovereign debt disputes in the new Oxford University Press volume « Mediation in International Commercial and Investment Disputes » edited by Catharine Titi and Katia Fach Gomez. The book « brings together a line-up of outstanding, highly-qualified experts from academia, mediation and arbitration institutions,
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Professor Chavi Chen’s recent published paper (Fletcher-Chen, Chavi C.-Y.): Relational resources for emerging markets’ non-technological innovation: insights from China and Taiwan in Journal of Business & Industrial Marketing is about the importance of relational resources (trust and relationship effectiveness). This research studies how the Chinese guanxi is utilized to create and develop service exploitation and exploration
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As the workplace is becoming increasingly global, organizations are employing more persons who work in a non-native language. Moreover, challenges in communication between employees with different linguistic background are inevitable in international mergers and acquisitions, and failure to recognize and address these challenges can create major obstacles to achieving effective integration benefits. Thus, it is
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Professor Jimena Ramirez-Marin Jimena Ramirez, a professor in International Negotiation at IÉSEG, and a member of the School’s center of excellence on negotiation, recently published a research paper* looking at how interpersonal relations can influence the dynamics of negotiation processes. We spoke to her about the outcomes of this work and the importance of perspective
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On Friday December 7th, a distinguished panel of government negotiators, experienced investment arbitrators and senior legal advisors gathered in Paris at the law faculty of the University Paris II Panthéon-Assas (Paris II) to discuss the US-Mexico-Canada Trade Agreement (USMCA) also called the “New NAFTA” signed on November 30th. The panel was held as part of
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In the paper “Understanding the International Negotiation and Conflict Management Strategies in Diplomacy”, Dr. Valon Murtezaj explored the lived experiences of senior diplomats dealing with difficult conflict situations in diplomacy. This study found specific bodies of knowledge that influence success in negotiation and conflict management. Results that extracted from a total of 250 years of
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When supervisors have to provide employees with negative feedback, the situation can easily turn into an interpersonal conflict. To prevent such conflicts, it is useful to identify factors that facilitate the communication of negative feedback. Together with Pinar Çelik and Nils Myszkowski, Professor Martin investigated how negative emotions expressed by an employee in response to
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If you are buying or selling something, how much do you expect the other party to offer? Research by Professor Ramirez and her research team shows that interpersonal relationships may influence negotiators’ expectations of the counterparts’ offers, and this can further affect negotiation processes and outcomes. In this article, they reported findings based on three
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 Negotiation, conflict management & mediation are key skills for managers and leaders of companies and organizations everywhere. Over the last three years, more than 300 students/participants from the School’s Grande Ecole Master’s in Management, International & Executive MBA programs have used an online mediation simulator to learn about and cultivate these key skills. Developed by CEDR, Europe’s largest independent
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For 4 years, IÉSEG Executive Education has worked with territorial administrators from the French Institut National des Etudes Territoriales (National Institute for Territorial Studies) in the field of negotiation. This collaboration is a good example of a project co-developed by experts from IÉSEG Executive Education, ICON (the IÉSEG Center of excellence on Negotiation), and the partner organization.
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Adrian BORBELY, IESEG School of Management After the tragic terror attacks that shook Paris on November 13, 2015, claiming the lives of 130 people, I felt the need to put on paper a negotiation vision of what happened at Bataclan, getting ready for the question our students may ask when returning to school the following
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How to negotiate an art piece? The present study focuses on understanding the nature of negotiation in the context of exhibitions. The parties involved are museums, art dealers and collectors. We derive our hypotheses from negotiation strategy (Walton and McKersie, 1965) and cultural differences on negotiation (Aslani et al., 2013). We present preliminary data from
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IÉSEG has recently created a new international Center on Negotiation (ICoN), which aims to be a center of excellence in research, teaching and knowledge transfer relating to the topic of negotiation. “At ICoN, we define negotiation as an ongoing communication process in which individuals and organizations manage their interdependence in order to achieve mutually acceptable
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