Decision, Persuasion, and Negotiation
Study Board of Market and Management Anthropology, Economics, Mathematics-Economics, Environmental and Resource Management
Teaching language: English
EKA: B540041122, B540041102
Censorship: Second examiner: None
Grading: Pass/Fail, 7-point grading scale
Offered in: Odense
Offered in: Summer school (spring)
Level: Bachelor
Course ID: B540041101
ECTS value: 5
Date of Approval: 09-03-2021
Duration: Intensive course
Course ID
Course Title
Teaching language
ECTS value
Responsible study board
Study Board of Market and Management Anthropology, Economics, Mathematics-Economics, Environmental and Resource Management
Date of Approval
Course Responsible
Offered in
Level
Offered in
Duration
Aim and purpose
Like it or not, we have to make numerous decisions every day, and most of our decisions concern how to persuade, how to negotiate, and how to exert influence on other people. Being effective in decision making, persuasion and negotiation is indispensable to be successful in almost any profession. Research has shown, however, even intelligent people are biased in ways that seriously limit the quality of their decisions and compromise their potential in persuading and influencing others.
This course aims to help the students become more effective in decision-making, persuading, and negotiating. We will study the rationales that drive human behavior and the common biases that affect the quality of decisions, with a thorough examination of behavioral perspectives on decision-making, persuasion, and negotiation. We will go through applications of these principles in sales and marketing, financial decision-making, behavioral design, and product design (e.g., mobile apps). Cross-cultural persuasion and negotiation will be also discussed to help the students understand which principles and strategies are universal across cultures, and which apply only to specific cultures.
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
After this course, the students will be able to
- 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
The course draws on a selection of book chapters that capture the important concepts and theories in decision-making, persuasion, and negotiation. Lecture notes for each class will be provided. The lecture notes are made self-sufficient and there are no required textbooks in this course. That said, you are highly recommended to read the following books to complement the lectures and deepen your understanding.
Recommended reading:
- 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
Name
Exam
Timing
Exam: August
Reexam: September
Tests
Student activity
Name
Student activity
Form of examination
Portfolio
Censorship
Second examiner: None
Grading
Pass/Fail
Identification
Student Identification Card - Date of birth
Language
English
Duration
Specified in each activity.
Length
Specified in each activity, if not, unlimited.
Examination aids
All exam aids allowed.
Assignment handover
The assignment is handed over in Digital Exam or the course page in Itslearning.
Assignment handin
Electronic hand-in via Digital Exam or the course page in Itslearning.
ECTS value
1
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
Take-home assignment
Identification
Student Identification Card - Date of birth
Duration
48 hours
Examination aids
All exam aids allowed.
Assignment handover
The assignment is handed over in Digital Exam.
Assignment handin
Electronic hand-in via Digital Exam.
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
B540041122
Final exam
Name
Final exam
Form of examination
Multiple choice
Censorship
Second examiner: None
Grading
7-point grading scale
Identification
Student Identification Card - Exam number
Language
English
Duration
2 hours
Examination aids
No aids allowed, except dictionary and calculator in physical form.
Assignment handover
The assignment is handed over in Digital Exam.
Assignment handin
Electronic hand-in via Digital Exam.
ECTS value
4
Additional information
The exam will be conducted digitally at SDU.
Examination format of the re-exam can be changed.
EKA
B540041102
External comment
NOTE - This course is identical with the former course B540033101 Decision, Persuasion, and Negotiation
Courses that are identical with former courses that are passed according to applied rules cannot be retaken.
Courses offered
Teachers
| Name | Department | City | |
|---|---|---|---|
| Huanren Zhang | huanren@sam.sdu.dk | Institut for Virksomhedsledelse og Økonomi | Odense |