Profile of the Instructor(s)

Professor Chavi Fletcher-Chen 

“Head of the Major of International Negotiation and Business Development in the
IÉSEG School of Management”

About the Instructor:

Professor Fletcher-Chen teaches Practical Business Negotiation, Diversity, and Cultural  Management, International Relationship Management, and Communication, Research Methods  courses in French Grand Ecole Master, Apprenticeship Master, and specialized masters and  EMBA programs.  

In her research, Professor Fletcher-Chen conducts qualitative research from interviews, case  studies, and archive data. Qualitative research explores phenomena and seeks an in-depth  understanding of a natural setting. The richness of qualitative research data primarily aims to  explain the depth of the “how” and the “why” research questions. The use of thematic analysis  makes sense of the data, contributing to the interaction process and relationship management in  the business-to-business marketing field, and further proposes the conceptual model for the next  stage of quantitative data analysis. The findings from the qualitative data analysis benefit the  managers in verifying their intuitiveness and reflect how they can apply their managerial  approach to identified circumstances. Her work has been published in international peer-review  journals, such as Journal of World Business, Industrial Marketing Management, and Journal of  Business & Industrial Marketing.  

She is the head of the Major of International Negotiation and Business Development in the  IÉSEG School of Management to develop the pedagogy of the major and conduct bachelor and  master re-design to nurture future key account managers. She also serves as Guest Editor in  Journal of Business & Industrial Marketing, Associate Editor In European Journal of Marketing,  and chair in Industrial Marketing and Purchasing Group conference. She is also a visiting  professor for negotiation training for Aarhus University (Demark) (2019-present), LIUC Università Cattaneo (Italy) (2018-present), College of Management Mahidol University  (Thailand) (2013-2015), Birkbeck, University of London (UK) (2012-2013), and Marketing  Research training for Birkbeck, University of London (UK) (2013) and Keele University (UK)  (2016-2017).