The course aims to analyze and discuss the behavioral strategies and tactics that are available to managers in situations of negotiation and decision-making under uncertainty. The course takes a behavioral approach, following the emerging field of behavioral economics, thus focusing on the actors’ biases in the negotiation process. We explore a variety of topics, from cognitive biases and heuristics to power, ethics, relationships and cross-cultural negotiation in the bargaining process.
- Teacher: Pedro Neves