30C02000 - Negotiation Analytics, Lecture, 3.5.2022-1.6.2022

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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: 03.05.2022 - 01.06.2022

Teacher in charge (valid for whole curriculum period):

Teacher in charge (applies in this implementation): Merja Halme, Jyrki Wallenius

Contact information for the course (applies in this implementation):

CEFR level (valid for whole curriculum period):

Language of instruction and studies (applies in this implementation):

Teaching language: English. Languages of study attainment: English

CONTENT, ASSESSMENT AND WORKLOAD

Content

  • valid for whole curriculum period:

    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 for whole curriculum period:

    Exam and case study coursework

Workload

  • valid for whole curriculum period:

    Lectures
    - Supervised case sessions
    - Independent work
    - Exam 

DETAILS

Substitutes for Courses
Prerequisites

FURTHER INFORMATION

Further Information

  • valid for whole curriculum period:

    Teaching Language : English

    Teaching Period : 2022-2023 Spring V
    2023-2024 Spring V

  • applies in this implementation

    In 2022 the course is arranged in the campus -both the teaching and the exam.

    A more detailed description of the course is attached in the Materials section


    NOTE: It is mandatory to participate in the three in-class case sessions. If a student is ill and cannot participate in person, you need the permission from Merja Halme (merja.halme@aalto.fi) to participate online in the case negotiation. If you are not able to participate in an online negotiation, one case session can be compensated with an essay. Merja will provide you with the essay topic. If you miss more than one case session, you cannot complete the course this spring.

    The case sessions are:

    17.5 at 16-19, 18.5 at 16-20, 20.5 at 9-13



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