Persuasion and Negotiation
Code
2386
Academic unit
null
Department
null
Credits
7
Teacher in charge
Pedro Neves
Teaching language
English
Objectives
The course aims to analyze and discuss the basic fundamentals of negotiation as well as the underlying psychological subprocesses and the social context surrounding negotiations. Given the current context, characterized by globalization and workforce diversity, the course also discusses negotiation in cross-cultural contexts and provides practical tips to help students improve their negotiation ability.
Prerequisites
Subject matter
Week 1 - (Feb 01) - Presentation and Introduction to persuasion and negotiation (Assignment);
Week 2 - (Feb 08) - Conflicts and conflict management (Assignment);
Week 3 - (Feb 15) - Strategy in negotiation;
Week 4 - (Feb 22) - Heuristics and framing (Assignment);
Week 5 - (Mar 01) - Most common biases (Assignment);
Week 6 - (Mar 08) - Communication;
EXAMS & EASTER BREAK
Week 7 - (Apr 5) - Relational aspects of negotiation (trust, fairness and reputation);
Week 8 - (Apr 12) - Power and ethics in negotiation;
Week 9 - (Apr 19) - Multiple party negotiation;
Week 10 - (Apr 26) - Cross cultural negotiation;
Week 11 - (May 3) - How to improve decision making ?;
Week 12 - (May 10) - Group presentations.
Bibliography
Textbook:
Lewicki, R.J., Barry, B., &. Saunders, D.M. (2016). Essentials of negotiation (6th Ed.). New York: McGraw-Hill.
Additional readings:
Bazerman, M.H. (2008). Judgment in Managerial Decision Making (7th edition). New York: Wiley.
Bazerman, M.H., Curham, J.R., Moore, D.A., & Valley, K.L. (2000). Negotiation. Annual Review of Psychology, 51, 279-314.
Fisher, R., Ury, W., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in. New York: Penguin Books.
Schwartz, H. (2008). A Guide to Behavioral Economics. Falls Church, VA: Higher Education Publishers.
Thompson, L.L., Wang, J., & Gunia, B.C. (2010). Negotiation. Annual Review of Psychology, 61, 491-515.
NOTE: Additional readings will be proposed and provided throughout the course for class discussion.
Teaching method
Lecture sessions;
Negotiation exercises;
Simulations;
Discussion of assigned readings;
Expert talks.
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.