Persuasion and Negotiation

General characterization

Prerequisites

Bibliography

Textbook
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
discussion.

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)
  MID TERM EXAMS
  7- 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
  EXAM

Programs

Programs where the course is taught: