14 August 2020
Decision, Persuasion, and Negotiationonline course
On campus or online: the course is offered on campus if possible; otherwise it will go online.
Like it or not, we have to make numerous decisions every day, and most of our decisions concern how to persuade, how to negotiate, and how to exert influence on other people. Being effective in decision making, persuasion and negotiation is indispensable to be successful in almost any profession. Research has shown, however, even intelligent people are biased in ways that seriously limit the quality of their decisions and compromise their potential in persuading and influencing others.
Two systems of thinking
Heuristics and biases in human judgment
Common persuasion techniques
Strategic decision making
Opportunities of value creation in integrative negotiation
Principles of value appropriation in distributive negotiation
Common pitfalls in decision-making, persuasion, and negotiation
Cultural differences and their influence on persuasion and negotiation
The course draws on a selection of book chapters that capture the important concepts and theories in decision-making, persuasion, and negotiation. Lecture notes for each class will be provided. The lecture notes are made self-sufficient and there are no required textbooks in this course. That said, you are highly recommended to read the following books to complement the lectures and deepen your understanding.
Thinking, Fast and Slow by Daniel Kahneman
Influence by Robert Cialdini
Getting to Yes by Fisher, Ury, & Patton
Negotiation Genius by Malhotra and Bazerman
This course aims to help the students become more effective in decision-making, persuading, and negotiating. We will study the rationales that drive human behavior and the common biases that affect the quality of decisions, with a thorough examination of behavioral perspectives on decision-making, persuasion, and negotiation.
Behaviors that are normative in one culture often create controversy and even legal action in other cultures, so it is vital to keep in mind the cultural differences when interacting with someone from a different culture. Cross-cultural persuasion and negotiation will be discussed to help the students understand which principles and strategies are universal across cultures, and which apply only to specific cultures.
Classes will be a combination of lectures, group discussions, case studies, games/experiments, and negotiation role-play.
EUR 0: Exchange students from a partner university pay no tuition. Guest students pay tuition fees.
NON-EU student: 4035 DKK per course (538 Euro)
EU Students: 2400 DKK per course (320 Euro)