LEARNING OUTCOMES
Knowledge and Understanding • critically discuss and assess the role of negotiations in different organisations; • describe and evaluate a range of specific negotiation methodologies, techniques and tools; • critically discuss and assess the practical issues involved in developing negotiation models and systems; • describe and evaluate appropriate organisational conditions for conducting negotiations; Subject-specific skills • design and analyse simple negotiations; • elicit relevant information needed for negotiation analytics models; • conduct analyses of negotiations with multiple objectives; • construct and use analytical models to support multi-party negotiations.Credits: 6
Schedule: 05.05.2025 - 02.06.2025
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):
CEFR level (valid for whole curriculum period):
Language of instruction and studies (applies in this implementation):
Teaching language: English. Languages of study attainment: Finnish, English
CONTENT, ASSESSMENT AND WORKLOAD
Content
valid for whole curriculum period:
Fundamentals of negotiations models
- game theory, decision analysis, behavioural decision theory
Two-party negotiations
Negotiation support
Multi-party negotiations
Assessment Methods and Criteria
valid for whole curriculum period:
Exam and coursework
Workload
valid for whole curriculum period:
Lectures, seminar sessions, individual study
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)
Substitutes for Courses
valid for whole curriculum period:
Prerequisites
valid for whole curriculum period:
FURTHER INFORMATION
Further Information
valid for whole curriculum period:
Teaching Language: English
Teaching Period: 2024-2025 Spring V
2025-2026 Spring V