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