Course 2007-2008 a.y.
8347 - DECISION MAKING AND NEGOTIATION
MM-LS - OSI-LS - AFC-LS - CLAPI-LS - CLEFIN-LS - CLELI-LS - CLEACC-LS - DES-LS - CLEMIT-LS - CLG-LS - M-LS
Department of Management and Technology
Course taught in English
Go to class group/s: 31
MM-LS (6 credits - II sem. - AI) - OSI-LS (6 credits - II sem. - AI) - AFC-LS (6 credits - II sem. - AI) - CLAPI-LS (6 credits - II sem. - AI) - CLEFIN-LS (6 credits - II sem. - AI) - CLELI-LS (6 credits - II sem. - AI) - CLEACC-LS (6 credits - II sem. - AI) - DES-LS (6 credits - II sem. - AI) - CLEMIT-LS (6 credits - II sem. - AI) - CLG-LS (6 credits - II sem. - AI) - M-LS (6 credits - II sem. - AI)
Course Objectives
A course in the fundamental managerial skills of decision and negotiation, based on advanced research in economic and behavioral research, and on active teaching through simulations and case analyses. The decision and negotiation problems addressed range from investments to budgeting, from HRM to alliances.
Course Content Summary
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Basic forms of rationality. Adapting decision strategies to problems
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Using heuristics and improving judgment under uncertainty
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The logic of discovery and creativity
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Group decision making
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Organizational decision making
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Negotiation structures and strategies
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Multi-party negotiations
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Negotiation in complex organizations
Detailed Description of Assessment Methods
- In-class exercises are worth 50% of the final grade.
- Final case analysis is worth 50% of the final grade.
Textbooks
- Thompson, L. (2005), The mind and heart of the negotiator (3rd edition), Upper Saddle River, New Jersey: Prentice-Hall.
- GRANDORI A., (2001), Organization and Economic Behavior, Routledge, (Chapter 1 and Chapter 2 pp.54-68)
Last change 28/05/2007 16:57