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Course 2008-2009 a.y.

8347 - DECISION MAKING AND NEGOTIATION


MM-LS - AFC-LS - CLAPI-LS - CLEFIN-LS - CLELI-LS - DES-LS - CLG-LS - M-LS - IM-LS - ACME-LS - EMIT-LS
Department of Management and Technology

Course taught in English


Go to class group/s: 31

MM-LS (6 credits - II sem. - AI) - AFC-LS (6 credits - II sem. - AI) - CLAPI-LS (6 credits - II sem. - AI) - CLEFIN-LS (6 credits - II sem. - AI) - CLELI-LS (6 credits - II sem. - AI) - DES-LS (6 credits - II sem. - AI) - CLG-LS (6 credits - II sem. - AI) - M-LS (6 credits - II sem. - AI) - IM-LS (6 credits - II sem. - AI) - ACME-LS (6 credits - II sem. - AI) - EMIT-LS (6 credits - II sem. - AI)
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 behavioral research, and on active teaching through simulations and case analyses. The decision and negotiation problems addressed range from investments to budgeting, from industrial relations to 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

Detailed Description of Assessment Methods

Attending students
Students are evaluated on a written exam based on theory and case analysis.The exam will be structured in two parts according to course structure.  The grade obtained in the written exam may be increased up to 3 points assigned for class participation.The exam is held in an ‘intermediate test’ session reserved to attending student at the end of the course.
Non attending students
Students not attending classes will be evaluated in a written examination consisting of questions on the selected chapters of the texts (including cases).


Textbooks
  • Thompson L.L., The mind and heart of the negotiator, (4th edition), Upper Saddle River, New Jersey: Prentice-Hall 2008 (Chapters 1,2,3,4,6,7,8,9,10).
  • Grandori A. Organization and Economic behaviour, Routledge 2001 (Ch 1,2,5,6)

For attending students, the texts are intended as resources for not loosing track if absent; and for giving occasion to more theory-oriented and motivated students to deepen and broaden their preparation in conceptual terms. They are not objects to be memorized in details but understood in their fundamental concepts (the exam questions will conform to this approach)

Exam textbooks & Online Articles (check availability at the Library)
Last change 10/06/2008 09:20
 

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