Info
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Course 2016-2017 a.y.

20322 - DECISION MAKING AND NEGOTIATION


CLMG - M - IM - MM - AFC - CLEFIN-FINANCE - CLELI - ACME - DES-ESS - EMIT - GIO
Department of Management and Technology

Course taught in English


Go to class group/s: 31

CLMG (6 credits - II sem. - OP  |  SECS-P/10) - M (6 credits - II sem. - OP  |  SECS-P/10) - IM (6 credits - II sem. - OP  |  SECS-P/10) - MM (6 credits - II sem. - OP  |  SECS-P/10) - AFC (6 credits - II sem. - OP  |  SECS-P/10) - CLEFIN-FINANCE (6 credits - II sem. - OP  |  SECS-P/10) - CLELI (6 credits - II sem. - OP  |  SECS-P/10) - ACME (6 credits - II sem. - OP  |  SECS-P/10) - DES-ESS (6 credits - II sem. - OP  |  12 credits SECS-P/10) - EMIT (6 credits - II sem. - OP  |  SECS-P/10) - GIO (6 credits - II sem. - OP  |  SECS-P/10)
Course Director:
ANNA GRANDORI

Classes: 31 (II sem.)
Instructors:
Class 31: ANNA GRANDORI


Course Objectives

A course in the fundamental managerial skills of decision and negotiation, based on advanced research in economic and behavioural research, and on active teaching through simulations and case analyses. The decision and negotiation problems addressed range from investments to buyer-seller relations, from industrial relations to inter-firm alliances.


Course Content Summary
  • Individual decision making. How to frame problems and objectives. Improving judgement under uncertainty. Alternative decision strategies.
  • Group decision making. When to employ decision teams. Assets liabilities/biases of team decision making. How to solve conflict of judgements. 
  • Negotiation. Types of conflict of interests and negotiation structures. Types of negotiation strategies. How to improve agreements. Culture and power in negotiations. Multi-party negotiations.

Detailed Description of Assessment Methods
Attending mode:
  • Class activities and assignments (20 points)
  • Field mini project to be conducted in teams of max 3 members, analyzing a real situation with the tools learned in the course, to be discussed in an individual oral colloquium in an official exam session (10 points)
Non attending mode:
  • Final test on the adopted books and readings. Mix of definitional and applied questions; structured-interview-like responses.
Students can choose at any time before the exam (depending on the amount of sessions attended and points earned in class), between the attending or non attending evaluation modes.

Textbooks
  • L.L. THOMPSON, The mind and heart of the negotiator, Upper Saddle River, New Jersey, Prentice-Hall, 2008, 4th edition (Chapters 1,2,3,4,6,7,8,9,10).
  • Selected articles on decision making (available on Library Course Reserve).
Last change 14/06/2016 12:55