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Course 2017-2018 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  |  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

  • Foundations of decision making under uncertainty. How to frame problems and objectives. Improving judgement, Alternative decision strategies. When to employ decision teams. 
  • When to negotiate. Types of conflict of interests and negotiation structures. Types of negotiation strategies. How to improve agreements. Negotiation power and Fairness. Multi-party negotiations.

Detailed Description of Assessment Methods
For attending students
  • Class activities and takehome assignments (20 points).
  • Field mini projects, 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).

For non attending students
  • Final test on the adopted books and readings. Mix of definitional and applied questions; structured-interview-like responses (20 points).
  • Field mini project, analyzing a real situation with the tools learned from the readings, to be discussed in an individual oral colloquium in an official exam session (10 points)

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 1-4, 6-10.
  • Selected readings on decision making (available on Library Course Reserve).
Last change 19/05/2017 12:53