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Introduction to Negotiations

  • Teacher(s):  
  • Course given in: English
  • ECTS Credits:
  • Schedule: Spring Semester 2021-2022, 2.0h. course (weekly average)
  •  sessions
  • site web du cours course website
  • Related programmes:
    Bachelor of Science (BSc) in Management

    Bachelor (BSc) in Economic Sciences
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The course has the following learning objectives:

1) Introduce a general theoretical framework for interpreting and analyzing distributive and integrative negotiations.

2) Survey the empirical literature, from diverse disciplines, related to distributive and integrative strategies, cognitive biases that can distort negotiations, and cross-cultural negotiations.

3) Participate in simulated negotiations to develop one's skills in controlled settings.

4) Synthesize abstract principles to use in diverse negotiations settings.


The course will cover the following material in this order.

1) Fundamental of interest-based negotiation, including interdependence, BATNAs, ZOPAs, and win-lose vs. win-win negotiations.

2) Information and distributive negotiation. Strategies for distributing. Hardball tactics.

3) Integration and Pareto optimality. Problem solving, integrative strategies, trust, and information sharing.

4) Distributive norms based on focal points and culture. Self-serving biases and coordination failures.

5) Anchoring, fixed-pie biases, and other cogntive distortions in negotiations.

6) Individual and cultural differences in negotiations.


Lewicki et al (2015). Negotiation. 7th ed.

Fisher et al. (2011). Getting to Yes. Revised ed.

Some papers from the primary scientific literature in economics, psychology, and management.


A basic understanding of utility functions, strategic interactions, and efficiency. Some familiarity with social and cognitive psychology, especially in relation to economic decision making.

IMPORTANT: The class will often take an analytical approach to negotiations, and the work will be to some extent quantitative.


First attempt

Written 2 hours

The final grade will have two components:

1) Participation in various negotiation exercises/simulations throughout the course (25%). Importantly, this means you should view the class as "synchronous," and thus you will need to be available during the time the class is actually scheduled to participate fully.

2) A final exam (75%), a mix of short essays and quantitative analysis.


Written 2 hours

Identical to original exam session. Retake exams, when applicable, will constitute 100% of the grade for the class.

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