Negotiation
Objectives
The course covers the main topics in Negotiation. It was designed to achieve several objectives. On completion of this
course participants should be able to: A. Knowledge and Understanding: • Identify and understand different types of
negotiating situations; • Know how to prepare a negotiation; • Know how to deal with different types of negotiating
situations. B. Skills – The course has several objectives: • Develop the participants’ negotiation skills; • Develop the
participants’ ability to work in teams; • Develop the participants’ ability to apply the different concepts, models and
frameworks to the analysis of real life situations.
General characterization
Code
67947
Credits
3.5
Responsible teacher
Luís Miguel Tavares de Almeida Costa
Hours
Weekly - Available soon
Total - Available soon
Teaching language
English
Prerequisites
N/A
Bibliography
The following book is required for the course:
-R. Fisher and W. Ury, Getting to Yes, Penguin Books, Harmondsworth, Middlesex, 2012.
The following book is recommended:
- H. Raiffa (with J. Richardson and D. Metcalfe), Negotiation Analysis – The Science and Art of Collaborative Decision
Making, The Belknap Press of the Harvard University Press, Cambridge MA, 2007.
Cases and additional readings are made available online or in MBA Office (Negotiation package).
Confidential instructions for different players required in some of the negotiation exercises are distributed throughout the
course by the MBA Office.
Teaching method
This course combines lectures, class discussions, negotiation exercises, individual exercises and a negotiation write-up.
The second main part of the course is based on the simulation “Negotiation Dynamics – The GameTM”.
Elements of decision analysis, “Proper Bargaining ".
Evaluation method
The Three methods of evaluation are: Final exam (50%); exercises for
negotiation (40%), description of negotiations (10%).
Subject matter
Session 1 - Program overview, Participants carry out the Episy Negotiation, Debriefing of the Episy Negotiation, Single-Issue
Bargaining: Concepts and Tactics
The following sessions will follow the same structure: Teams prepare and conduct the assigned Negotiation, Teams make
decisions and enter data relative to the Negotiation, Debriefing of the Negotiation: Session 2 (PACKAGE DEALS), Session 3
(INTERNAL NEGOTIATIONS), Session 4 (DEFINING THE "ARCHITECTURE" OF COMPLEX AGREEMENTS), Session 5
(MANAGING ONGOING RELATIONSHIPS), Session 6 (MASTERING PROCESS FUNDAMENTALS), Session 7 (Conclusion and
Student Presentations)
Session 8 - Introduction to Competitive Bidding, Typical Problems in Auction Design.