30C02000 - Negotiation Analytics, Lecture, 26.4.2024-3.6.2024

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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: 26.04.2024 - 03.06.2024

Teacher in charge (valid for whole curriculum period):

Teacher in charge (applies in this implementation): Ilkka Leppänen

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

ilkka.j.leppanen@aalto.fi

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

  • applies in this implementation

    This course is meant to develop your awareness of negotiations, and of yourself as a negotiator; provide you with some tools and concepts for analysing, structuring, and preparing for negotiations; enhance your negotiating skills through cases, and feedback; and teach you how to keep learning from your own negotiation experience.


Assessment Methods and Criteria

  • valid for whole curriculum period:

    Exam and coursework

  • applies in this implementation

    Exam 50%

    Coursework 50%

Workload

  • valid for whole curriculum period:

    Lectures, seminar sessions, individual study

  • applies in this implementation

    The coursework consists of three groupwork cases

DETAILS

Study Material

  • valid for whole curriculum period:

    Lecture slides and parts of textbook: H. Raiffa, J. Richardson, D. Metcalfe: Negotiation Analysis, Belknap Press, 2007 (or later editions)

  • applies in this implementation

    Lecture slides

    Textbook: H.Raiffa (with J. Richardson and D. Metcalfe): Negotiation Analysis, Harvard University Press, Cambridge, Ma., 2002 (or some other edition)

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

    Participating in the lectures is highly recommended.

    It is mandatory to attend all three case sessions. If you know in advance that you cannot attend them, please do not register for the course this Spring.

Details on the schedule

  • applies in this implementation

    Six lectures (each 2 hours)

    Three case sessions (each 3-4 hours)

Rules of Conduct - Students´ Rights and Responsibilities (in force from 1 August 2020)

Aalto University Code of Academic Integrity and Handling Violations Thereof