INDIAN INSTITUTE OF MANAGEMENT
BANGALORE (IIMB)
PGSEM Program
Term VI
Academic Year 2009-10
INTERNATIONAL
NEGOTIATING SKILLS
(INS)
An Elective Course
December, 2009 – February, 2010
20 sessions of 90’ each
SYLLABUS
Professor in Charge:
Pr. Alexandra Y. BENZ-DENAXAS, Professor and Consultant
Visiting Faculty at IIMB since 2004
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INDIAN INSTITUTE OF MANAGEMENT
BANGALORE & CHENNAI (IIMB)
PGSEM Program
Term VI
Academic Year 2009-10
INTERNATIONAL
NEGOTIATING SKILLS
(INS)
I – OBJECTIVES AND APPROACH
The course, which is more a workshop than a formal course, is based on "The Harvard
Negotiation Project", with a strong focus on the impact of culture on negotiating. It pursues
several objectives:

Invite Participants to learn and practice the basics of the negotiating art and develop
their own negotiating skills, as individuals and team members, adopting a large
perspective of what "negotiating" is, far from exclusively buying and selling
activities.

Explore and practice the Harvard Negotiating Project (HNP) concepts and theories,
which is an approach largely publicized by business and corporate practices in the
world, and go beyond.

Combine, together with the technicalities of the HNP, the concepts and theories
taught under the name of "Intercultural" or "Cross-Cultural" Management (a fastgrowing chapter of "Organizational Behavior"), and apply them to negotiation, in a
large number of circumstances and in diversified cultural environments.

Experiment through games and negotiating exercises, in order to get participants
to know themselves and their negotiating partners better.

Explore some typical negotiating patterns and stereotypes and analyze their
cultural roots: the Chinese, the French, the German, the Indian, the Japanese, the
U.S. negotiators…

A small amount of purely legal work is included, so that participants also acquire
practice in the analysis of proposed standard contracts, and their necessary local
adaptation.

Explore some success and failure stories through Case Studies. Help students find
or suggest the most appropriate approaches, sequences, attitudes, behaviors - as
individuals and in teams - to specific situations in negotiating internationally.

Help Participants gain more insight and more reactivity, as well as increased
personal efficiency and ease in their international contacts, more generally.
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II - ORGANIZATIONAL ASPECTS
What is Expected from Participants
The course spreads over 20 sessions of 90' each. It is progressive and integrative.
Although we understand that Participants are engaged in professional activities, team
and individual work is expected from all of them in each interval period between the
scheduled week-ends, as described below:

Participation and continuous personal work: much reading, applying and thinking;
individual and team exercises in class; case work home assignments; negotiation
simulations in class and outside class; formal presentations of results in the classroom.

All Team case work pieces presented or remitted in written, are graded. Instructor will
retain the highest mark among the (hopefully many) pieces remitted or presented by each
of the Teams. Experience shows that those participants who lend themselves to
additional case work really improve their negotiating performances, and also obtain the
best results at the final exam.

Participants are also required to keep a Diary - or Learning Journal - throughout the
course period, under the form of short entries or stories, typed and dated, and submitted
to the Instructor no later than the day of the Final Exam. The Learning Journal should
report on the student’s personal experiments in negotiating - including successes and
failures - during the entire period of the course, in his/her respective professional and
private environments.

As a consequence, Case Team work counts for 1/3 in the final grade, the individual Final
Exam for 1/3 (a short Case) and the “Learning Journal” also for 1/3.
Textbooks and Readings
Participants are requested to read the following Textbook (paperback), which will be
distributed the second week of the course:
"GETTING TO YES - NEGOTIATING AN AGREEMENT WITHOUT GIVING IN"
Roger Fisher & William Ury, Random House, Business Books, latest edition
Other compulsory readings appear in the "Reading Package", together with the Cases, in the
order they are studied in the course.
Sometimes, slides or other material are sent to Participants' individual e-mail
addresses. Please make sure that the Administration/PGSEM Office has your updated
address and that your mail box is not full at all times!
Class Participation and Assiduity
Class participation is not graded per se. However, it is well known that class participation is
highly related to students' scores in the Cases and final exam. Please inform the Instructor
and the Administration if you have to be absent during one class, and catch up with other
Participants and Instructor, upon your return. The Instructor is at Participants' disposal
between sessions at all times. Please contact her at:
- by e-mail: alexandra_benz@yahoo.com or alexandrab@iimb.ernet.in
- or for a visit, by appointment (Tel. 0-80 2699 3304), at IIMB, during Term VI, Office E-202
2009-10/IIMB/AYBD/INS/Rev.0
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III - PROGRAM
Session 1
Program of Session
INTRODUCTION

Presentation of Participants and Instructor

Mutual expectations

Presentation of course content

Course organization and teaching techniques: participative/active teaching; group
work, and individual work; trying new attitudes; taking risks; exercises and
simulations.

Ongoing learning and performance evaluation through case work, Learning Journal
and final exam

Case work (or Topic) assignments: grading all your cases and choosing the best
grade

The Promise of the Course.
PART I - Concepts
Session 2
1.
2.
Program of Session
DEFINITIONS
 What is "Negotiation"?
 Soft/hard negotiation
 The Negotiating Process: Preparing, Bargaining, Assessing
THE HARVARD NEGOTIATION PROJECT (HNP)
- Distributive/integrative negotiation
- Issues vs. People
- Interests vs. Positions (Game: The Orange Parable)
- Options for Mutual Gains
- Objective Criteria
- Reservation Points
- BATNA
- ZOPA
- Concessions and Tradables for Value Creation
Session 3
Reading Assignment
“Introduction”
“Seven Elements of Negotiation: The Anatomy of a Negotiation”, source
unknown
Program of Session
1. THE HARVARD NEGOTIATION PROJECT (cont’d)
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
Game(s): "EXCESS LUGGAGE AT THE AIRPORT", "ULTIMATUM GAME",
and other exercises, and debriefing in class
Session 4
Reading Assignments
"Getting to Yes", Chapters 1 to 5
Program of Session
1.
MOVIE
"It’s a Deal: Win-Win Negotiation”
(Movie of the Harvard Negotiation Project)
2.
QUESTIONS AND ANSWERS ON THE HNP
3.
DEBRIEFING OF READINGS FOR SESSIONS 1 TO 4
Session 5
Reading Assignment
"Ten Ways Culture Affects Negotiations", Jeswald W. Salacuse, excerpts from
Making Global Deals, Houghton Miffin Co., 1991
"Thought Patterns", Robert G. Bander (Seminar on "Advanced Expository Written
English", NYU, USA)
“Business Negotiations Between the Americans and the Japanese”, Yumi
Adachi, in Global Business Languages, 1997
Home Assignment

CASE STUDY (1): Negotiating with the Americans, a reprint from Contract
Management
Program of Session
1. PRESENTATION AND DEBRIEFING OF THE CASE
2. HOW CULTURE AFFECTS THE NEGOTIATION
(Jeswald W. Salacuse’ Model)
 Impact on the negotiating process
 Impact on the substance
 Teams, expectations and negotiating territories
 Environment
 Thought Patterns
3.
DISCUSSION OF NEGOTIATING MODELS
- The U.S. Negotiator
- The Japanese Negotiator
Session 6
Reading Assignments
“Negotiating with the French”, by Andrew Gottschalk, in International
Negotiations, Sumati Reddy, Ed., ICFAI
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Home Assignment

CASE STUDY (2): “LE STENDHAL Hotel”
Program of Session
1.
PRESENTATION AND DEBRIEFING OF THE CASE
2.
DISCUSSION OF NEGOTIATING MODELS
- The French Negotiator
Session 7
Reading Assignments
By then, Participants should have read a fair portion of the book "GETTING TO
YES", Roger Fisher & William Ury, Random House. Please try to complete the
reading of the entire book by this Session 7
“I Foresaw It: A Way to Improve Your Preparations for Negotiating”, Pr. Seth
Freeman, Columbia and New York University, New York, 1996
Home Assignment

CASE STUDY (3): “EUROTECHNOLOGIES, Inc.” by Robert Reinheimer, in
Negotiation – Readings, Exercises and Cases, Roy J. Lewicki et al.
Program of Session
1.
PRESENTATION AND DEBRIEFING OF THE CASE
2 Teams of Students: 1 Team of Managers and 1 Team of Researchers
2.
DISCUSSION OF SEVERAL NEGOTIATING MODELS
- The German Model
- The Indian Model
Session 8
Reading Assignments
Do’s and Don’t’s of Cross-Cultural Negotiations, Paul A. Herbig & Hugh E.
Kramer, in Industrial Marketing Management, 287-289 (1992)
“Cross-Border Negotiations”, James K. Sebenius, in HBR, March 2002
“The Tool-Box of Intercultural Management”, AYB
Home Assignment

CASE STUDY (4): GLOBAL THINKING & ISSUE SPOTTING EXERCISE
(ESTABLISHING THE LIST OF ISSUES FOR A NEGOTIATION), from
"International Business Transactions in a Nutshell," by Ralph H. Folsom, et al.
(with some revisions added)
Program of Session
1.
PRESENTATION AND DEBRIEFING OF THE CASE
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2.
The “TOOL BOX” OF INTERNATIONAL BUSINESS AND MANAGEMENT,
AND OF INTERNATIONAL NEGOTIATION
PART II - Preparing and Planning
Session 9
Reading Assignment
“Managers as Negotiators”, Philip R. Harris & Robert T. Moran, in Managing
Cultural Differences, Gulf Publishing Company, latest edition
Also please catch up with whatever readings you have not yet completed.
Home Assignment

CASE STUDY (5): “PROPOSAL FOR CHANGE IN THE DEPARTMENT”
Extension of the domain of application: making and negotiating a Proposal
internally, applying the HNP principles
Program of Session
1.
PRESENTATION AND DEBRIEFING OF THE CASE
2.
NEGOTIATING IS MORE THAN WHAT YOU THINK
- Dragging people to the negotiating table (Unbalanced ZOPAs)
- Influencing and convincing to get approval IS Negotiation
3.
PREPARING FOR THE NEGOTIATION
- Predictability: substance, process and negotiating styles
- Building Effective Teams
- Building a Preparation Check-List and Assigning the Work
- Exploring and Collecting Information
- Exploring the Business Environment
- The Expected and the Unexpected: Your Reactivity
- Becoming or appearing as “The Experts”
- Organizing the Logistics
- World-Class Tips: Gifts, Receptions, Entertainment
Session 10
Reading Assignments
“Renault-Nissan-Mahindra: The Strategic Partnership for Growth”, Case Study,
ICFAI 307-421-1, 2007
“The Global: Negotiator's Checklist", Appendix A, Jeswald W. Salacuse, from The
Global Negotiator, Palgrave McMillan, New York, 2003
"Initiating Global Business Negotiations: Making the First Move” & “Price
Negotiation”, from Global Business Negotiation, C. Cellich et al., in Global Business
Negotiation, Thomson, South Western, latest edition
Home Assignment

CASE STUDY (6): "RENAULT-NISSAN" CASE WORK ASSIGNMENT
"Renault & Nissan: A Marriage of Reason", INSEAD Case N° 01/2001-4928,
2001, INSEAD-EAC, Singapore
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Program of Session
1.
PRESENTATION AND DEBRIEFING OF THE CASE
Role play: 1 Team of Japanese and 1 Team of French negotiators
2.
ESTABLISHING INTERNATIONAL JOINT VENTURES
- Typically integrative negotiations
- Respective goals: common interests and diverging ones
- Innovative options
3.
COLLECTING ENOUGH INFORMATION

Game: The XCC-1000 and its lessons
PART III - Bargaining
Session 11
Reading Assignments
"Six Habits of Merely Effective Negotiators", James K. Sebenius, in HBR, April 2001
“The Use of Questions in Negotiating”, Gerard Nierenberg, from Creative
Business Negotiating
“Phrases in Negotiations (North America)”, InterNeg Group website
Home Assignment

CASE STUDY (7): "COBALT SYSTEMS & SILVERLIGHT ELECTRONICS"
Program of Session
1.
PRESENTATION AND DEBRIEFING OF THE CASE
2 Teams of Students: 1 from the USA and 1 Team of South-Koreans
2.
MAPPING THE OTHER PARTY’S VALUES
- Values, norms, standards; images and symbols in cross-cultural negotiating
- Asking questions
3.
ASIAN CULTURAL MODELS
- South Korea
- China
Session 12
Reading Assignment
"Global Leadership in Negotiations and Alliances’, Ph.R. Harris et al., from
Managing Cultural Differences: Global Leadership Strategies for the 21 st Century,
Elsevier, 6th edition
“Special Barrier No. 2: Culture”, Jeswald W. Salacuse, from The Global Negotiator
– Making, Managing and Mending Deals Around the World in the 21 st Century,
Palgrave McMillan, New York, 2003
Program of Session
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1.
MOVIE
“Managing the Overseas Assignment”, a movie (29’)
A Formavision production, showing a number of business situations, where
negotiations or simple actions are biased by cultural differences. Debriefing in
class.
Session 13
Reading Assignments
“Doing Business with East-European Countries”, from Managing Cultural
Differences - High Performance Strategies for a New World of Business, Philip R.
Harris & Robert T. Moran, Gulf Publishing Company, Houston, Texas, 2004
Home Assignment

CASE STUDY (8): "BATTERY COMPANY IN HUNGARY”, Richard Szanto,
Corvinus University of Budapest, Dept. of Decision Sciences (by permission of
author)
Program of Session
1. PRESENTATION AND DEBRIEFING OF THE CASE
2 Teams of Students: 1 Chinese and 1 from the USA
Session 14
Reading Assignments
"The Chinese Negotiation", John L. Graham & N. Mark Lam, in HBR on Doing
Business in China, HBS, Boston, Mass., USA. 2004
"Negotiating with the Chinese: A Socio-Cultural Analysis", Pervez Ghauri & Toni
Fang, in Journal of World Business, (36) (3)
“The Art of War and The Art of Negotiation as Taught by Sun Tzu, Angel Tse &
Gregory E. Kesten, The InterNeg Group website, 2006
“Trust in Cross-Cultural Relationships", Jean L. Johnson & John B. Cullen, extract
from The Blackwell Handbook of Cross-Cultural Management, edited by Martin J.
Gannon & Karen L. Newman, Blackwell, U.K. 2004
Home Assignment
Case Study (9): “CANADIAN-CHINESE NEGOTIATION”
From: Varner/Beamer (2005): Intercultural Communication in the Global Workplace,
McGraw Hill, pp. 269-271
Program of Session
1.
PRESENTATION AND DEBRIEFING OF THE CASE
2.
CONCLUDING OR “REPAIRING” NEGOTIATIONS
Session 15
Reading Assignment
Please catch up with whatever readings you have not yet completed.
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Home Assignments

Personal Bargaining Inventory (to be distributed later)

CASE STUDY (10) : ANALYSIS AND ADAPTATION OF A DISTRIBUTION
AGREEMENT
Program of Session
1.
PRESENTATION AND DEBRIEFING OF THE CASE
2.
STANDARD CONTRACTS AND THEIR ADAPTATION
3.
DEBRIEFING OF READINGS FOR SESSIONS 9 TO 15
Session 16
Reading Assignments
“Making Decisions and Managing Conflicts in Multicultural Teams’, Jeanne M. Brett,
from Negotiating Globally, Jossey-Bass, John Wiley & Sons, Inc., USA, 2001
“On Strong Negative Emotions – They Happen. Be Ready.” Roger Fisher and
Daniel Shapiro, from Building Agreement – Using Emotions as You Negotiate,
Random House, U.K., latest edition
Home Assignment

Case Study (11): "HELEN HOOPS"
Each of the 4 Characters should be played by a Student in a single Team
Program of Session
1.
PRESENTATION AND DEBRIEFING OF THE CASE
2.
PRESENTATION(S) BY TEAM(S) OF PARTICIPANTS ON SPECIFIC
TOPICS
Session 17
Reading Assignment
"Renegotiating Existing Transactions", Jeswald W. Salacuse, Chapter 16,
in The Global Negotiator, Palgrave McMillan, New York, 2003
Program of Session
1.
PRESENTATION(S) BY TEAM(S) OF PARTICIPANTS ON SPECIFIC
TOPICS
2.
DEBRIEFING OF THE READINGS FOR SESSIONS 15 to 17
3.
RENEGOTIATING TRANSACTIONS
Session 18
Reading Assignments
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"You’ve Got Agreement: Negoti@ting via Email”, Noam Ebner et al., from
Rethinking Negotiation Teaching: Innovations for Context and Culture, Christopher
Honeyman et al. Editors, DRI Press, St. Paul, Minnesota 2009, also available at
http://ssrn.com/abstract=1392474
“Persuasion, Not Coercion – Negotiate Side By Side”, Roger Fisher & Scott
Brown, from Getting Together – Building Relationships as We Negotiate, Penguin
Books, latest edition
Program of Session
1.
PRESENTATION(S) BY TEAM(S) OF PARTICIPANTS ON SPECIFIC
TOPICS
2.
TRADITIONAL AND NEW SITUATIONS
- Negotiating face to face, over the telephone and on the Internet
Session 19
Reading Assignments
“Negotiating from a Position of Weakness”, Deepak Malhotra & Max H.
Bazerman, in Negotiation Genius, HBS, Bantam Books, Random House, USA, 2007
"Negotiating Power”, Roger Fisher, in American Behavioral Scientist, Vol. 27
Nov./Dec. 1983, 149-166, Sage Publications, Inc.
“Secrets of Power Negotiating", Roger Dawson, in Negotiations: Readings,
Exercises and Cases, Roy J. Lewicki, Editor, Irwin McGraw-Hill, Boston, USA, latest
edition
Program of Session
1.
PLAYING GAMES AND TRICKS IN NEGOTIATING
- Ethics in Negotiating: Fair and Unfair Behaviors and Practices in Negotiation
- And What if… they are Much More Powerful, and Non-Ethical?
2.
MANAGING CONFLICTS
- Managing conflicts in international negotiations
3.
MEDIATION
- Aggressiveness in negotiating: Third party mediation
4.
NEGOTIATING POWER
Power negotiating and negotiating power
PART IV - Assessing & Maintaining Relationships
Session 20
Reading Assignment
“Turning Negotiation into Corporate Capability”, Danny Ertel, in HBR, May-June
1999
“Trust in Cross-Cultural Relationships", Jean L. Johnson & John B. Cullen, extract
from The Blackwell Handbook of Cross-Cultural Management, edited by Martin J.
Gannon & Karen L. Newman, Blackwell, U.K. 2004
Also, please catch up with whatever readings you are behind…
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Program of Session
1.
DEBRIEFING READINGS FOR SESSIONS 18 to 20
2.
BUILDING TRUST
- On the local scene
- On the international scene
- TRUST, as the basis of mutually satisfying business interactions
- How culture impacts on Trust
3.
ASSESSING NEGOTIATIONS
- Good, bad and wise negotiations
- Evaluation
- Turning Negotiation into a permanent capacity in the “Learning Organization”
4.
QUESTIONS AND ANSWERS SESSION
5.
CONCLUSION OF THE COURSE: TAKE AWAYS
Negotiating: a Sport and an Art
Final Exam
To be announced later
Evaluation of Module



Case work remitted or presented in class
Learning Journal
Final Written Exam (a Case and a Question)
Computers and books not allowed
1/3
1/3
1/3
IV - BIBLIOGRAPHY
1. Recommended Books in Negotiation

Global Business Negotiations - A Practical Guide, Claude Cellich & Subhash C. Jain, Thomson
South-Western, USA, 2004

The Speed of Trust - The One Thing That Changes Everything, Stephen Covey, Simon &
Schuster, New York, 2006

Getting to Yes - Negotiating an Agreement Without Giving In, Roger Fisher & Scott Brown, The
Harvard Negotiation Project, Penguin Books, latest edition

Getting Together - Building Relationships as We Negotiate, Roger Fisher & Scott Brown,
Penguin Books, latest edition

Building Agreement Using Emotions as You Negotiate, Roger Fisher & Daniel Shapiro,
Random House Business Books, London, 2005

Cross-Cultural Business, Behavior - Marketing, Negotiating and Managing Across Cultures,
Richard R. Gesteland, Viva Books Private Ltd., New Delhi, Ed. 2004

Harvard Business Review on Negotiation and Conflict Resolution, Harvard Business School
Press, Boston, Mass., USA, latest edition
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
The Essentials of Negotiation, Business Literacy for HR Professionals, Harvard Business
School Press, Boston, Mass., USA, 2005

Negotiating Worldwide - A Practical Approach, Donald W. Hendon & Rebecca Angeles
Hendon, Infinity Books, Maya Publishers, New Delhi, 2002

Everyday Negotiation - Navigating the Hidden Agendas in Bargaining, Deborah M. Kolb &
Judith Williams, Wiley, India, 2007

The Manager as Negotiator,, David A. Lax & James K. Sebenius, The Free Press,
McMillan, Inc., NYC, USA, 1986

Negotiation, Roy J. Lewicki, David M. Saunders & Bruce Barry, Tata McGraw-Hill
Publishing Co. Ltd., Delhi, 5th edition, 2008

Negotiation - Readings, Exercises and Cases, Roy J. Lewicki et al., Irwin McGraw-Hill,
Boston, USA, latest edition (on Mediation, in particular)

Negotiation, Richard Luecke, Harvard Business Essentials Collection, Harvard Business
School Press, Boston, 2003

Expand the Pie - How To Create More Value in Any Negotiation", Grande Lum, Irma
Tyler-Wood & Anthony Wanis-St. John, Castle Pacific Publishing, USA, 2003

Negotiation Genius - How to Overcome Obstacles and Achieve Brilliant Results at the
Bargaining Tale and Beyond, Deepak Malhotra & Max H. Bazerman, HBS, Bantam
Books, New York, USA, 2007

Mastering Business in Asia - Negotiation, Peter Nixon, John Wiley & Sons (Asia),
Singapore, 2005

Negotiation Analysis - The Science and Art of Collaborative Decision-Making, Howard
Raiffa et al., Prentice-Hall of India, New Delhi, 2005

International Negotiation - Perspectives and Challenges, Sumati Reddy, Editor, The
ICFAI University Press, Hyderabad, 2005

The Global Negotiator - Making, Managing and Mending Deals Around the World in the
21st Century, Jeswald W. Salacuse, Palgrave MacMillan, New York, 2003

Doing Business Internationally - The Guide to Cross-Cultural Success, Danielle M.
Walker et al., Tata McGraw-Hill Publishing Company Ltd., New Delhi, 2nd edition, 2003
Also explore two websites giving for free (or selling) material, cases, books, articles….
on Negotiation:

InterNeg
interneg.org
A site offered by Concordia University, Montreal and Carleton University
Ottawa, Canada

Harvard Negotiation Project
www.pon,harvard/edu
www.pon.org
www.elearning.hbsp.org/businesstools
Similar websites, offered by Harvard University
2. For More In-Depth Study of Cultural Differences Affecting Negotiation
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and Communication, In General

The International Dimensions of Organizational Behavior, Nancy J. Adler, 3rd edition,
International Thomson Publishing, Southwestern College, USA

Understanding Cultural Differences - Germans, French and Americans, Edward T. Hall and
Mildred Hall, Intercultural Press, USA, latest edition

Managing Cultural Differences - High Performance Strategies for a New World of Business,
Philip R. Harris, Robert T. Moran & Sarah W. Moran, Gulf Publishing Company, Houston,
Texas, 2004

Cultures and Organizations – Software of the Mind – Intercultural Cooperation and its
Importance for Survival, Geert Hofstede, Profile Books Ltd., London, 2003 edition

The Indians – Portrait of a People, Sudhir & Katharina Kakar, Penguin Books India, 2007

International Management Behavior, Henry W. Lane et al., Blackwell Business, Oxford, U.K.,
2005

American Cultural Patterns - A Cross-Cultural Perspective, Edward C. Stewart & Milton J.
Bennett, Revised Edition, Intercultural Press, Inc., P.O. Box 700, Yarmouth, Maine, latest
edition
Also explore recent publications by INTERCULTURAL PRESS, Inc., P.O. Box 700, Yarmouth,
Maine 04096 USA - Website: www.interculturalpress.com
V - RESUME
Pr. Alexandra Y. BENZ-DENAXAS, a Visiting Faculty at IIMB these last 6 years, is an
international consultant and a professor.
After performing different functions at the World Bank and the United Nations during the ‘60s,
Alexandra has worked with several consulting firms in Boston, Paris, London, the Middle-East,
Asia and Africa, including a 27-year collaboration with Arthur D. Little International, in their U.S.
and overseas operations. As an international consultant, she has participated in or has been
responsible for projects in company restructuring and/or privatization, in a large variety of sectors.
Her experience combines corporate strategy and management in large private or State companies,
as well as a more macro-economic approach of economic development, including large
development projects, and economic development in general. She has been designing investment
and foreign trade policies, as well as foreign investment legislation in a number of emerging
countries. She has been working in 60 countries at this stage of her life, and a resident in 10.
For 3 years, she was also the Development and Human Resources Director of the service
subsidiary of a French industrial group, owner of TECHNIP and of the French Petroleum Institute
in Paris.
She started teaching 18 years ago and has dedicated an increasing portion of her activities to
academia since. She has designed and taught several MBA elective or core courses, combining a
behavioral approach to more technical business issues, like: “International Business”,
“International Negotiation", Western European Business”, “Business Ethics”, “International
Communication”, “Intercultural Management”, "Organizational Behavior", “Women in the
Corporation” and “Psychoanalytical Theories Applied to the Organization”, in a number of major
universities and Business Schools, worldwide.
In particular, as a periodical Visiting Faculty, she has taught at the Stern School of Business, New
York University; ALBA (The Athens Laboratory of Business Administration, a joint INSEAD/Greece
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project); Wissenschaftsuniversität Wien (W.U.), in Vienna, Austria; Trier University and Paderborn
University in Germany; Corvinus University in Hungary; Peking University, in Beijing; The
Diplomatic Academy in Beijing; Wu Han University of Technology, Wu Han, China; Loyola Institute
of Business Administration (LIBA), Chennai, India; as well as the Indian Institute of Management in
Calcutta, the Indian Institute of Management in Bangalore, the Indian Institute of Management in
Indore, and the Indian Business Academy in Bangalore, India.
In Europe, she has been a permanent professor at the HEC-Business School of the University of
Lausanne, Switzerland, then at Bordeaux Ecole de Management, France, with full responsibilities
in programs design and direction in both places. In France, she is also periodically invited to teach
or lecture at IESEG (Catholic University, Lille), ESG in Paris, SUP DE CO Grenoble, and the
University of Angers. In Lebanon (Notre Dame University), she also set up and directed, during 4
years, a Joint Master’s in International Business, after which Lebanese students would get a dual
Degree, a French Master Degree and a Lebanese specialized MBA.
She holds a Bachelor’s in Law from the University of Algiers, Algeria; a Master’s in Corporate Law
from the University of Montpellier I, a Master’s in Business Administration (Montpellier II), and a
doctoral degree (D.E.A.) in Industrial Economics (Montpellier I), in France. She has also been
trained in public speaking, NLP, AT and similar techniques in Communication, in the USA and in
Europe.
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