Persuasion and Negotiation
Objectives
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
Code
2386
Credits
7
Responsible teacher
Pedro Neves
Hours
Weekly - Available soon
Total - Available soon
Teaching language
English
Prerequisites
n/a
Bibliography
Lewicki, R.J., Barry, B., &. Saunders, D.M. (2015). Negotiation (7th Ed.). New York: McGraw-Hill.
Teaching method
Lecture sessions;
Negotiation exercises;
Simulations;
Discussion of assigned readings;
Expert talks;
• Self-Assessments.
Evaluation method
Exam: 30%
Individual Reports: 35%
Group Report: 35%
Subject matter
Presentation and Introduction to persuasion and negotiation
( Assignment )
Strategy in negotiation
Effective conflict management ( Assignment )
Heuristics and most common biases Week 5 Communication (
Assignment )
Relational aspects of negotiation
Midterm Exam
Principles of persuasion
Power dynamics in negotiation
Multiple party negotiation
Cross cultural negotiation
How to improve decision making?
Wrap-up (deadline for delivery of group report)
Programs
Programs where the course is taught: