Course 2011-2012 a.y.


Department of Management and Technology

Course taught in English

Go to class group/s: 31

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.


To be defined.

Detailed Description of Assessment Methods

Attending students
Attending students are evaluated on three components which concur to determine the final grade:

  • class participation;
  • written assignments; 
  • a final exam.

Due to the nature of the course and the amount of activities performed in class, active class participation is essential for attending students. Then, students are asked to write some short assignments on some selected topics. Finally, an exam on the material covered in class is held only for attending students who have participated in class and handed in all written assignments.

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



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