Course 2014-2015 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 research in economic and behavioural 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
- Individual decision making. How to frame problems. Improving jungement under uncertainty. The logic of discovery and creativity. Alternative choice rules.
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Group decision making. When to employ decision teams. Assets liabilities/biases of team decision making. How to solve conflict of judgements.
- Negotiation. Types of conflict of interests and negotiation structures. When to negotiate. Types of negotiation strategies. How to improve agreements. How to choose among possible agreements. Multi-party negotiations.
Detailed Description of Assessment Methods
For non attending students
Final test on the two adopted books. Mix of definitional and applied questions; structured-interview-like responses.
For attendingstudents
Learning and performance is evaluated on two components which concur to determine the final grade:-
individual and collective class participation and in class assignments;
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a field mini project to be conducted in teams of max 3 members, analyzing a real situation with the tools learned in the course, to be discussed in an individual oral colloquium.
Textbooks
- L.L. THOMPSON, The mind and heart of the negotiator, Upper Saddle River, New Jersey, Prentice-Hall, 2008, 4th edition (Chapters 1,2,3,4,6,7,8,9,10).
- Selected articles on decision making (available on web or on e-learning).
Last change 19/06/2014 16:22