Course 2009-2010 a.y.



Department of Management

Course taught in English

Go to class group/s: 31
MM-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) - DES-LS (6 credits - II sem. - AI) - CLG-LS (6 credits - II sem. - AI) - M-LS (6 credits - II sem. - AI) - IM-LS (6 credits - II sem. - AI) - ACME-LS (6 credits - II sem. - AI) - EMIT-LS (6 credits - II sem. - AI)
Course Director:

Classes: 31 (II sem.)

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

  • Basic forms of rationality. Adapting decision strategies to problems
  • Using heuristics and improving judgment under uncertainty
  • The logic of discovery and creativity
  • Group decision making
  • Organizational decision making
  • Negotiation structures and strategies
  • Multi-party negotiations
  • Negotiation in complex organizations

Detailed Description of Assessment Methods

Attending students
Attending students are evaluated on three components which will concur to determine the final grade: class participation, written assignments and final exam. Due to the nature of the course and the amount of activities performed in class, active class participation wil be essential for attending students. Then, students will be asked to write some short assignments on some selected topics. Finally, an exam on the material covered in class will be held only for attending students who have participated in class and handed in all written assignments.

Non attending students
Students not attending classes will be evaluated in a written examination consisting of questions on the two textbooks in official exam sessions.



Textbooks for attending students:

  • CIALDINI R. , Influence: Science and Practice  (5th Edition),  
    Prentice Hall 2008
  • Tosi H., Book chapters to be downloaded from the learning space.
  • Tosi H., Power Point Slides to be downloaded from the learning space.
  • Thompson L.L., The mind and heart of the negotiator (4th edition),Upper Saddle River, New Jersey: Prentice-Hall 2008 (1,2,3,4,8)

For attending students, the textbooks are intended as resources for not loosing track if absent; and for giving occasion to more theory-oriented and motivated students to deepen and broaden their preparation in conceptual terms. They are not objects to be memorized in details but understood in their fundamental concepts (the exam questions will conform to this approach).


Textbooks for non-attending students

  • Cialdini R., Influence: Science and Practice (5th Edition), Prentice Hall 2008
  • Thompson L.L.,The mind and heart of the negotiator (4th edition), Upper Saddle River, New Jersey: Prentice-Hall 2008 (1,2,3,4,8)


Non-attending students are expected to prepare on the textbooks as the exam will focus on them.


Exam textbooks & Online Articles (check availability at the Library)
Last change 21/04/2009 09:55