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Last June, students from NEOMA’s MSc Business Développement & Clients Grands Comptes took part in the “Night of Negotiation” (“Nuit de la Négo”. During this role-playing exercise, they learnt the ins and outs of negotiation in a real-world context. Here’s a look back at how the evening went. 


On 29 June 2023, the 133 students enrolled in the MSc Business Développement & Clients Grands Comptes took part in the second annual Night of Negotiation. The event featured role-playing activities in which students put themselves into the shoes of either a salesperson or a buyer. Opposite them was a corporate representative. It was up to the students to try their hand at the art of negotiation. 

Six of our business school partner companies joined in the fun:   

  • Bouygues Telecom Entreprise, the BtoB branch of the telecoms leader 
  • Capgemini, a leading IT services company 
  • Enterprise Holdings, a market leader in transport and mobility 
  • Essity, a major Swedish group specialising in the manufacture of health and hygiene products 
  • Saint Gobain, a leader in sustainable construction 
  • MBDA, a major player in the defence sector 

 The students worked on case studies designed by Sonia Boussaguet, associate professor in the Strategy & Entrepreneurship Department at NEOMA, together with the companies.   

  Working together, they were able to identify the key skills of a good negotiator. 

Inviting our to take part in this type of teaching exercise is fully in line with our approach of creating a solid and lasting link between our programmes and companies,” explains Sophie Duché, Partnerships & Corporate Relations Development Manager. 

  “The six partners who accepted our invitation are highly interested in our MSc BD & CGC students’ profiles and, in return, our students benefit from relevant advice that they can put into practice straight away – it’s a win-win situation! 

Associated programme

MSc Business Development & Clients Grands Comptes

This programme aims to train high-level sales and managerial professionals who know how to build relationships in varied business environments.
  • Part time
  • 12 months
  • Paris