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Introduction to Negotiations

  • Teacher(s):   C.Efferson  
  • Course given in: English
  • ECTS Credits: 3 credits
  • Schedule: Spring Semester 2018-2019, 2.0h. course (weekly average)
  •  sessions
  • Related programmes:
    Bachelor (BSc) in Economic Sciences

    Bachelor of Science (BSc) in Management

 

Objectives

The course has the following learning objectives:

1) Introduce a general theoretical framework for interpreting and analyzing distributive and integrative negotiations.

2) Survey the empirical literature, from diverse disciplines, related to distributive and integrative strategies, cognitive biases that can distort negotiations, and cross-cultural negotiations.

3) Participate in simulated negotiations to develop one's skills in controlled settings.

4) Synthesize abstract principles to use in diverse negotiations settings.

Contents

The course will cover the following material in this order.

1) Fundamental of interest-based negotiation, including interdependence, BATNAs, ZOPAs, and win-lose vs. win-win negotiations.

2) Information and distributive negotiation. Strategies for distributing. Hardball tactics.

3) Integration and Pareto optimality. Problem solving, integrative strategies, trust, and information sharing.

4) Distributive norms based on focal points and culture. Self-serving biases and coordination failures.

5) Anchoring, fixed-pie biases, and other cogntive distortions in negotiations.

6) Individual and cultural differences in negotiations.

References

Lewicki et al (2015). Negotiation. 7th ed.

Fisher et al. (2011). Getting to Yes. Revised ed.

Some papers from the primary scientific literature in economics, psychology, and management.

Pre-requisites

A basic understanding of utility functions, strategic interactions, and efficiency. Some familiarity with social and cognitive psychology, especially in relation to economic decision making.

Evaluation

First attempt

Exam:
Written 2 hours
Documentation:
Not allowed
Calculator:
Not allowed
Evaluation:

The final grade will have two components:

1) Participation in various negotiation exercises/simulations throughout the course (25%).

2) A final exam (75%).

Retake

Exam:
Written 2 hours
Documentation:
Not allowed
Calculator:
Not allowed
Evaluation:

Identical to original exam session.



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