B2018 - NEGOTIATION AND BARGAINING

Learning outcomes

This course introduces students to the process of negotiation and bargaining in business relations involving both private and public parties. At the end of the course, students have the necessary theoretical and practical background to face bargaining and negotiating challenges in their professional careers in either the private or the public sector.

Course contents

LEARNING OBJECTIVES

• Understanding of classical game theory.
• Understanding of how behavioral economics contributes to game theory.
• Acquisition of concrete skills to use in bargaining and negotiation environments.

Module I: Behavioral Game Theory: theory and evidence

Module II: The Basics of Negotiation in a Behavioral World

Module III: When Negotiation Gets Messy

Readings/Bibliography

Required textbook

Malhotra, D., & Bazerman, M. (2007). Negotiation genius: How to overcome obstacles and achieve brilliant results at the bargaining table and beyond. Bantam.

Excerpts from the following books will also be made available on Virtuale

The CORE Econ Team 2023 The Economy 2.0: Microeconomics Open access e-text https://core-econ.org/the-economy/ Unit 4  https://www.core-econ.org/the-economy/microeconomics/04-strategic-interactions-01-climate-negotiations.html

Gneezy, U. (2023). Mixed signals: how incentives really work. Yale University Press.

 

Teaching methods

Lectures, class discussions, role plays.

Assessment methods

Option 1:

In-class quiz in week 2—20%

Preparation plan due in week 4—15%.

Reflection and Feedback report due in week 4—15%.

In-class “group” negotiation exercise in week 5—50%.

1. Group preparation plan (25%)
2. Group reflection presentation of the negotiation. (25%)

Option 2:

Oral exam—"negotiate your grade.” Held during formal exam period.

Preparation Plan: 50%

Outcome of Negotiation: 50%

The grading scale is the following:

<18: Fail

18-23: Sufficient

24-27: Good

28-29: Very good

30: Excellent

30 cum laude: Outstanding (the instructor was impressed)

Teaching tools

A combination of: slides, research articles, lecture notes, role plays. All teaching materials will be available on Virtual or in class.

Office hours

See the website of Stephanie Heger