Negotiation Analysis
Code
2385
Credits
7
Teacher in charge
Luís Almeida Costa
Teaching language
English
Objectives
This course offers a strategic and integrated perspective about how to prepare and how to deal with different types of negotiating situations. The first part of the course (Sessions 2- 5) covers the basics: elements of Decision Analysis, as well as some applications to competitive bidding.
The remainder of the course deals with bargaining proper. Building from simple to complex negotiations (two parties - one issue; two parties - many issues; many parties - many issues), the course will develop an analytic framework that will help participants to understand their negotiating situation, the tactics that are available given the situation, and the array of moves that can be employed to improve their prospects by changing the situation.
Prerequisites
Subject matter
Bibliography
Teaching method
-Lectures/Class Discussions
Lectures/Class Discussions have several objectives:
-provide an integrated perspective of the main concepts and tools in Negotiation Analysis;
-give a comprehensive view of the different topics discussed;
-explain the relevant concepts, models and frameworks;
-introduce the practical tools students need to apply the conceptual models to real life negotiating situations;
-constitute the basis for discussing how to deal with specific real life negotiating situations;
provide a forum for knowledge sharing among students.
Evaluation method
Negotiation exercises:
-Negotiated outcomes: 15%
-Negotiating process: 15%
-Negotiation Write-Up: 20%
Final exam (closed book): 50%
Independently of the grades obtained in the negotiation exercises and in the Write-Up, in order to pass this course students must have a grade of at least 9 out of 20 in the final exam. Course grades are final and not negotiable.