Decision, Persuasion, and Negotiation
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Aim and purpose
Content
- Two systems of thinking
- Heuristics and biases in human judgment
- Common persuasion techniques
- Strategic decision making
- Opportunities of value creation in integrative negotiation
- Principles of value appropriation in distributive negotiation
- Common pitfalls in decision-making, persuasion, and negotiation
- Cultural differences and their influence on persuasion and negotiation
Learning goals
- identify and avoid the common pitfalls in decision making, persuading, and negotiating,
- understand the heuristics and biases that are naturally entrenched in human judgment,
- recognize and utilize the most common persuasion techniques,
- identify opportunities for value creation in negotiation.
Description of outcome - Knowledge
After this course, the students will be able to demonstrate knowledge on the course themes in such a way that they are able to discuss and evaluate:
- Common heuristics and biases in decision making
- Common techniques for persuasion and negotiation
- Different types of negotiation and their preparation
- The influence of culture differences in persuasion and negotiation
Description of outcome - Skills
After this course, the students will be able to demonstrate skills in such a way that they are able to:
- Apply methods and models of decision, persuasion, and negotiation to specific problems
- Assess and design solutions to problems similar/related to the examples seen in class
Description of outcome - Competences
After this course, the students will be able to demonstrate competence in such a way that they are able to:
- Assess and design innovative solutions to one’s own problems related to persuasion and negotiation encountered in life or work, taking into account the concepts and theories learned in class
Literature
- Thinking, Fast and Slow by Daniel Kahneman
- Influence by Robert Cialdini
- Getting to Yes by Fisher, Ury, & Patton
- Negotiation Genius by Malhotra and Bazerman
Teaching Method
Classes will be a combination of lectures, group discussions, case studies, games/experiments, and negotiation role-play.
Workload
Scheduled classes:
3 hours of lectures per day (3x5) for 2 consecutive weeks
Each three-hour teaching session mixes the lecture and in-class exercises
Workload:
The students’ own work efforts (guideline) equal 27 hours per ECTS credit point. In total 135 hours in this course. The hours are distributed between preparation and class attendance, preparation for the exam, and the exam itself. The 135 work hours are distributed in the following way:
- Lectures: 30
- Preparation for lectures: app. 65 hours
- Preparation for and the exam itself: app. 40 hours.
Examination regulations
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Examination aids
No aids allowed, except dictionary and calculator in physical form are allowed.