Course 2015-2016 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 Director:
ANNA GRANDORI

Classes: 31 (II sem.)
Instructors:
Class 31: ANNA GRANDORI


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 judgement under uncertainty. The logic of discovery and creativity. Alternative choice rules.
  • 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
Class activities include assignments evaluated in points to be cumulated. Students can choose at any time before the exam (depending on the amount of sessions attended and points earned in class), between the following two options:

An average of two grades expresses in 30/30 points :
  • A grade formed through in class individual and collective assignments and participation (if all the points offered are gained, the in class grade will be 30 cum laude).
  • 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 in an official exam session.
A one shot evaluation, in 30/30 points, in a final test on the adopted books and readings. Mix of definitional and applied questions; structured-interview-like responses.

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 24/06/2015 11:02