Course 2013-2014 a.y.

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) - CLAPI (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)

Course Director:
ANNA GRANDORI

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 buyer-seller relations, from industrial relations to inter-firm alliances. 

Course Content Summary

• Individual decision making. How to frame problems. Improving jungement under uncertainty. The logic of discovery and creativity. Alternative choiche rules.
• 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. When to negotiate. Types of negotiation strategies. How to improve agreements. How to choose among possible agreements. Multi-party negotiations.

Detailed Description of Assessment Methods

For non attending students
Final test on the two adopted books. Mix of definitional and applied questions; with structured-interview-like responses.
For attending students
Learning and performance is evaluated on three components which concur to determine the final grade:

• a final oral colloquium
• class participation and in class assignments
  
• a field mini project analyzing a real situatuation with the tools learned in the course
  

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). (For all students)
• M. BAZERMAN, Judgment in managerial decision making. (up to 6th edition.- Only for non attending students)
  

Exam textbooks & Online Articles (check availability at the Library)

Last change 18/06/2013 13:57