Omfattning: 6

Tidtabel: 11.04.2017 - 18.05.2017

Ansvarslärare (är i kraft 01.08.2018-31.07.2020): 

Jyrki Wallenius

Undervisningsperiod (är i kraft 01.08.2018-31.07.2020): 

Period V (2018-2019) Otaniemi campus

Period V (2019-2020) Otaniemi campus

Lärandemål (är i kraft 01.08.2018-31.07.2020): 

The student has developed an awareness of negotiations and of himself/herself as a negotiator. He/she will master concepts and tools for preparing for negotiations and conducting negotiations. The student understands how to learn from his/her own negotiation experiences.

Innehåll (är i kraft 01.08.2018-31.07.2020): 

Fundamentals of negotiations:
- game theory, decision analysis, behavioral decision theory
Two-party win-lose negotiations
- making concessions, hardball tactics
Two-party win-win negotiations
- scoring system
External help
- mediation, arbitration, facilitation
Many party negotiations

Metoder, arbetssätt och bedömningsgrunder (är i kraft 01.08.2018-31.07.2020): 

50% exam
50% three case studies

Arbetsmängd (är i kraft 01.08.2018-31.07.2020): 

- Contact teaching (16h)
- Supervised case sessions (12h)
- Independent work (129h)
- Exam (3h)
Total 160h (6 ECTS)

Studiematerial (är i kraft 01.08.2018-31.07.2020): 

Professor's PP-slides (posted in my courses)
Textbook (in part): H. Raiffa, J. Richardson, D. Metcalfe: Negotiation Analysis, Belknap Press, 2007 (or equivalent)

Ersättande prestationer (är i kraft 01.08.2018-31.07.2020): 

27C02000 Negotiation Processes

Upon professor’s approval

Kursens webbplats (är i kraft 01.08.2018-31.07.2020): 

https://mycourses.aalto.fi/course/search.php?search=30C02000

Förkunskaper (är i kraft 01.08.2018-31.07.2020): 

Recommended: Business Decisions I

Bedömningsskala (är i kraft 01.08.2018-31.07.2020): 

0-5

Anmälning (är i kraft 01.08.2018-31.07.2020): 

via Weboodi

Tilläggsinformation (är i kraft 01.08.2018-31.07.2020): 

80 students, first come first served. Students in the ISM bachelors program and Finance bachelors program have priority.

Beskrivning