
Decision, Persuasion, and Negotiation
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Aim and purpose
Content
- Heuristics and biases in human judgment
- Common persuasion techniques
- Financial decision-making
- Behavioral design, experience design, and product design
- 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
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 hours
- Preparation for lectures: app. 65 hours
- Preparation for and the exam itself: app. 40 hours.
Examination regulations
Exam
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Timing
Exam: August
Tests
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Additional information
Student activity as part of the course includes
- Negotiation exercises
- Peer valuations on negotiation exercises
- After-class reflections
- In-class presentation
Re-examination
Form of examination
Identification
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Assignment handover
Assignment handin
Additional information
The take-home assignment will consist of a critical analysis of a case based on the principles covered in this course.
Maximum 3 pages.
EKA
Final exam
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Examination aids
No aids allowed, except dictionary and calculator in physical form.
Assignment handover
Assignment handin
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Additional information
The exam will be conducted digitally at SDU.
Examination format of the re-exam can be changed.
EKA
External comment
Courses offered
Teachers
Name | Department | City | |
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Huanren Zhang | huanren@sam.sdu.dk | Institut for Virksomhedsledelse og Økonomi | Odense |