Persuasion and Negotiation
Code
2386
Academic unit
null
Department
null
Credits
7
Teacher in charge
Pedro Miguel Miranda Neves
Teaching language
English
Objectives
The course aims to analyze and discuss the behavioral strategies and tactics that are available to managers in situations of negotiation and decision-making under uncertainty. The course takes a behavioral approach, following the emerging field of behavioral economics, thus focusing on the actors biases in the negotiation process. We explore a variety of topics, from cognitive biases and heuristics to power, ethics, relationships and cross-cultural negotiation in the bargaining process.
Prerequisites
Subject matter
Bibliography
Teaching method
-Lecture sessions;
-Negotiation exercises;
-Simulations;
-Discussion of assigned readings.
Evaluation method
1. Exam: 30%
There will be a written exam, with open-ended questions focusing on the topics discussed in classes. Space will be limited.
2. Individual Reports 30%Students are required to deliver several written individual reports on selected cases, exercises and readings through the course.
The materials will be provided by the instructors and groups will answer a specific set of questions for each report. The timeline for each report is one week. Each report will have a maximum of 3 pages and will follow the Harvard style (IGNORE 12, line spacing 1.5).
3. Group Report 30% (max. 4/5 students per group)Students are required to deliver a group written report containing a case-study illustrative of the course contents. The case study should not only describe an in-depth investigation of a relevant negotiation problem, but also provide a teaching note for future reference. The report will have a maximum of 15 pages and will follow the Harvard style (IGNORE 12, line spacing 1.5).
4. Class participation: 10%It is expected that students actively participate in ALL classes, including the discussions, cases, and simulations.
IMPORTANT NOTE: You are required to have a minimum grade of 9.5 in each of the assessment tools (all of which are mandatory) to get final approval in the course.