Credits: 6

Schedule: 29.04.2020 - 25.05.2020

Teacher in charge (valid 01.08.2018-31.07.2020): 

Jyrki Wallenius

Teaching Period (valid 01.08.2018-31.07.2020): 

Period V (2018-2019) Otaniemi campus

Period V (2019-2020) Otaniemi campus

Learning Outcomes (valid 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.

Content (valid 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

Assessment Methods and Criteria (valid 01.08.2018-31.07.2020): 

50% exam
50% three case studies

Workload (valid 01.08.2018-31.07.2020): 

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

Study Material (valid 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)

Substitutes for Courses (valid 01.08.2018-31.07.2020): 

27C02000 Negotiation Processes

Upon professor’s approval

Course Homepage (valid 01.08.2018-31.07.2020):

Prerequisites (valid 01.08.2018-31.07.2020): 

Recommended: Business Decisions I

Grading Scale (valid 01.08.2018-31.07.2020): 


Registration for Courses (valid 01.08.2018-31.07.2020): 

via Weboodi

Further Information (valid 01.08.2018-31.07.2020): 

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


Registration and further information