Course 2012-2013 a.y.
20322 - DECISION MAKING AND NEGOTIATION
CLMG - M - IM - MM - AFC - CLAPI - CLEFIN-FINANCE - CLELI - ACME - DES-ESS - EMIT
Department of Management and Technology
Course taught in English
Go to class group/s: 31
CLMG (6 credits - II sem. - OP | SECS-P/10) - M (6 credits - II sem. - OP | SECS-P/10) - IM (6 credits - II sem. - OP | SECS-P/10) - MM (6 credits - II sem. - OP | SECS-P/10) - AFC (6 credits - II sem. - OP | SECS-P/10) - CLAPI (6 credits - II sem. - OP | SECS-P/10) - CLEFIN-FINANCE (6 credits - II sem. - OP | SECS-P/10) - CLELI (6 credits - II sem. - OP | SECS-P/10) - ACME (6 credits - II sem. - OP | SECS-P/10) - DES-ESS (6 credits - II sem. - OP | SECS-P/10) - EMIT (6 credits - II sem. - OP | SECS-P/10)
Course Objectives
A course in the fundamental managerial skills of decision and negotiation, based on advanced 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
- Forms of rationality. Adapting decision strategies to problems.
- Using heuristics and improving judgment under uncertainty.
- The logic of discovery and creativity.
- Group decision making.
- Negotiation structures and strategies.
- Multi-party negotiations.
- Elements of organizational decision making.
Detailed Description of Assessment Methods
Learning and performance is evaluated on three components which concur to determine the final grade:
- a final test asking to devise proper decision and negotiation strategies in a situation (the test is necessary to pass the exam and establishes a base grade to which other activities add points)
- class participation and in class assignments (evaluated in incremental points to be added to the final test grade);
- an optional field mini-project applying what has been learnt in the course to a situation selected by the student (also evaluated in incremental points over the test grade).
There is no difference in the evaluation system for attending and non attending students. Students who do not attend simply do not gain points linked to class assignments, and have to respond to the final test question on the basis of the textbooks (which are in any case rich in exercises and applications)
Textbooks
- L.L. Thompson, The mind and heart of the negotiator, Upper Saddle River, New Jersey: Prentice-Hall 2008, 4th edition (Chapters 2,3,4,6,8,9,10).
- Selection of readings on decision making (on Learning Space or Course Reserve).
Last change 04/04/2013 17:12