1. 05/02/2016 Teaching Negotiation for Real Estate Students & Professional participation: the French concourse “Les Négociales” The 3rd European Real Estate Society Education Seminar December 7-8, 2007, ESSEC Business School – Paris Lionel BOBOT Professor at NEGOCIA (CCIP) Manager of Paris Centre for « Les Négociales

2. Lionel Bobot 05/02/20162 Teaching Negotiation Many teachers in negotiation use a variety of teaching methods:  lectures,  simulations,  discussion,  videos,  written assignments, etc. to account for various learning preferences or multiple intelligences (Gardner, 1993; Graham, 1985, 2003a; Manwaring, 2006; Wheeler, 2006) with a predominance of using simulations.

3. Lionel Bobot 05/02/20163 Concourse « Les Négociales » Launching in 1990 by professors of the Nancy Academy (“IUT Tech. De Co”), the concourse “les Négociales”:  2,000 students  12 qualification centres in France (Paris, Lyon,.)  the final at Nancy has the objectives to confront professionals and students in short matches of negotiation (10 minutes) on a case study elaborating by partners of the event (Coca Cola, Canon,...) and permit to promote sales careers in particular in real estate careers with the participation of Foncia and BNP Paribas.

4. Lionel Bobot 05/02/20164 Concourse « Les Négociales »  Playing a role of real estate sales agent,  The student must convince and negotiate with a person (played by a real estate professional) to sign with his agency (thanks to services, competencies,..) in order to sale his apartment.  The simulation, before a presentation of the case study and technical elements by the real estate partner and a preparation of 30 minutes, is played during 10 minutes and evaluated by a jury composed by professionals and professors.

5. Lionel Bobot 05/02/20165 Concourse « Les Négociales » Through the concourse “Les Négociales”:  students are taught to appreciate and manage negotiation and derive benefit and insights from doing so.  On top of that, thanks to the professional participation, the student is confronted and evaluated by real estate professionals.  One the other hand, real estate companies can focus and recruit potential sales agents or consultants.

6. Lionel Bobot 05/02/20166 Concourse « Les Négociales » However, simulations come in many forms and, for all their usefulness, have the disadvantages of simplification in time and of artificiality (Zartman, 2004) and negotiation and sales courses are necessary in real estate programs before the student’s participation at this type of concourse.