Please note! Course description is confirmed for two academic years, which means that in general, e.g. Learning outcomes, assessment methods and key content stays unchanged. However, via course syllabus, it is possible to specify or change the course execution in each realization of the course, such as how the contact sessions are organized, assessment methods weighted or materials used.
LEARNING OUTCOMES
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.
Credits: 6
Schedule: 29.04.2019 - 27.05.2019
Teacher in charge (valid 01.08.2020-31.07.2022): Merja Halme
Teacher in charge (applies in this implementation): Jyrki Wallenius
Contact information for the course (applies in this implementation):
CEFR level (applies in this implementation):
Language of instruction and studies (valid 01.08.2020-31.07.2022):
Teaching language: English
Languages of study attainment: English
CONTENT, ASSESSMENT AND WORKLOAD
Content
Valid 01.08.2020-31.07.2022:
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
Assessment Methods and Criteria
Valid 01.08.2020-31.07.2022:
50% exam
50% three case studies
Workload
Valid 01.08.2020-31.07.2022:
Lectures
- Supervised case sessions (12h)
- Independent work (129h)
- Exam (3h)
Total 160h (6 ECTS)
DETAILS
Study Material
Valid 01.08.2020-31.07.2022:
Professor's PP-slides (posted in my courses)
Textbook (in part): H. Raiffa, J. Richardson, D. Metcalfe: Negotiation Analysis, Belknap Press, 2007 (or equivalent)
Prerequisites
Valid 01.08.2020-31.07.2022:
Recommended: Business Decisions I