The key objectives of this course are to provide the students with: 1. An understanding of different theories of the negotiation process and the application of these theories to a variety of settings. The theories to be covered include rational models of bargaining behaviour that have been developed in economics and decision sciences, and cognitive and behavioural theories that investigate how bargaining behaviour may diverge from the predictions of the rational models and 2. An opportunity to develop their bargaining skills and apply the theoretical concepts covered in class in a variety of negotiating exercises and cases

This course is designed for students who expect to perform managerial functions in their future careers. Its key objective is to equip students with the knowledge and basic skills required to conduct, manage and analyze negotiation processes. It is based on the following premise: Everybody negotiates but managers and professionals should know how to manage conflict and how to negotiate effectively.

Participation in the preliminary meeting on October 9th 2018 is mandatory for full class registration!

Please register yourself over TISS for this course. The final grade will base on several assignments and negotiations during the semester and a final exam at the end of the course.

The (only) final exam will take place on January 15th.