Persuasion and Negotiation


The course aims to analyze and discuss the basic fundamentals of negotiation as well as the underlying psychological subprocesses and the social context surrounding negotiations. Given the current context, characterized by globalization and workforce diversity, the course also discusses negotiation in cross-cultural contexts and provides practical tips to help students improve their negotiation ability.

General characterization





Responsible teacher

Pedro Neves


Weekly - Available soon

Total - Available soon

Teaching language




Lewicki, R.J., Barry, B., &. Saunders, D.M. (2015). Negotiation (7th Ed.). New York: McGraw-Hill.
Additional readings:
*Adler, R.S. (2007). Negotiating with liars. MIT Sloan Management Review, 48, 69-74.
Bazerman, M.H. (2008). Judgment in Managerial Decision Making (7th edition). New York: Wiley.
Bazerman, M.H., Curham, J.R., Moore, D.A., & Valley, K.L. (2000). Negotiation. Annual Review of Psychology, 51, 279-314.
Fisher, R., Ury, W., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in.New York: Penguin Books.
*Leary, K., Pillemer, J., & Wheeler, M. (2013).Negotiating with emotion. Harvard Business Review, 91, 96-103.
Lewicki, R.J., Barry, B., &. Saunders, D.M. (2015). Negotiation: Readings, Exercises and Cases (7th Ed.). New York: McGraw-Hill.
*Robinson, R.J. (1995). Defusing the exploding offer: The Fairpoint Gambit. Negotiation Journal, 3, 277-285.
Schwartz, H. (2008). A Guide to Behavioral Economics. Falls Church, VA: Higher Education Publishers.
Thompson, L.L., Wang, J., & Gunia, B.C. (2010). Negotiation. Annual Review of Psychology, 61, 491-515.
Tsay, C., & Bazerman, M.H. (2009). A decision-making perspective to negotiation: A review of the past and a look to the future. Negotiation Journal, 25, 467–480
NOTE: Additional readings may be proposed and provided throughout the course for class

Teaching method

  • Lecture sessions;

  • Negotiation exercises;

  • Simulations;

  • Discussion of assigned readings;

  • Expert talks;

    • Self-Assessments.

Evaluation method

1. Exam: 30%

There will be a written exam, with open-ended questions focusing on the topics discussed in classes. Space will be limited.

2. Individual Reports: 30%

Students are required to deliver several written individual reports on selected cases, exercises and readings through the course. The materials will be provided by the instructors and groups will answer a specific set of questions for each report. The timeline for each report is one week. Each report will have a maximum of 3 pages and will follow the Harvard style (font 12, line spacing 1.5).

3. Group Report: 30% (max. 4/5 students per group)

Students are required to deliver a group written report containing a case-study illustrative of the course contents. The case study should not only describe an in- depth investigation of a relevant negotiation problem, but also provide a teaching note for future reference. The report will have a maximum of 15 pages and will follow the Harvard style (font 12, line spacing 1.5).

4. Class participation: 10%

It is expected that students actively participate in ALL classes, including the discussions, cases, and simulations.

IMPORTANT NOTE: You are required to have a minimum grade of 9.5 in each of the assessment tools (all of which are mandatory) to get final approval in the course.

Subject matter

  • Content:

    1- Presentation and Introduction to persuasion and negotiation (Assignment)
    2- Strategy in negotiation
    3- Effective conflict management (Assignment)
    4- Heuristics and most common biases
    5- Communication (Assignment)
    6- Relational aspects of negotiation – (make-up class)
    Principles of persuasion
    8- Power dynamics in negotiation
    9- Multiple party negotiation
    10- Cross cultural negotiation
    11- How to improve decision making? (deadline for delivery of group report)
    12- Group presentations


Programs where the course is taught: