2386-Persuasion and Negotiation-2425_S2

Weekly outline

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  Welcome!

  Persuasion and Negotiation  The course aims to analyze and discuss the basic fundamentals of negotiation as well as the underlying psychological subprocesses and the social context surrounding negotiations. Given the current context, characterized by globalization and workforce diversity, the course also discusses negotiation in cross-cultural contexts and provides practical tips to help students improve their negotiation ability. IMPORTANT NOTE FOR FIRST CLASS: TO ATTEND THE FIRST CLASS, PLEASE LOG INTO MOODLE COURSE (P&N) AS GUEST (NOT AS STUDENT).

  
  

  • Course ENROLMENT key:  P&N25
    Contact: pedro.neves@novasbe.pt
                    isabel.silva.carvalho@novasbe.pt  
    
    

  • News forum
  • Syllabus PN 2024 2025 File
  • INSTRUCTIONS FOR LAB PARTICIPATION for Persuasion Negotiation (0.2 bonus points) - 2024-2025 S2 File
  • Leary et al (2013) HBR negotiating with emotion File
  • Adler (2007) MIT.SMR negotiating with liars File
  • Robinson (1995) NJ dealing with exploding offers File
  • Cialdini (2001) HBR 6 principles persuasion File
  • Assessments & Grading Guidelines File
  • classes and handbook chapters File
  • Grades to Individual Assignment 3 - Go Read File
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  Week 1 Presentation and Introduction to Persuasion and Negotiation

   

  • PN1 - Pembertons Dillema - instructions File
  • PN1 - Pembertons Dillema - scoreboard File
  • PN1 - Pembertons Dillema (scorecard) File
  • PN1 - Presentation and Introduction to persuasion and negotiation File
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  Week 2 Strategy in Negotiation

  • Class A - Assignment1. Pemberton´s Dilemma
  • Class B - Assignment1. Pemberton´s Dilemma
  • PN2 - Strategy File
  • PN2 - Tamarack (role City of Tamarack) File
  • PN2 - Tamarack (role Twin Lakes Mining) File
  • PN2a - Commons Dilemma (instructions) File
  • PN2 - Tamarack Negotiation (scorecard) File
  • Class A Commons Dilemma Round 1 URL

    Restricted Available until 12 February 2025, 2:00 PM
  • Class B Commons Dilemma Round 1 URL

    Restricted Available until 12 February 2025, 6:30 PM
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  Week 3 Effective conflict management

  • PN3 - Conflict Management File
  • PN3 - Exercise SVI inventory (material) File
  • PN3a - Exercise Conflict Style (material) File
  • Class A Commons Dilemma Round 2 URL

    Restricted Available until 19 February 2025, 2:00 PM
  • Class B Commons Dilemma Round 2 URL

    Restricted Available until 19 February 2025, 6:30 PM
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  Week 4 Heuristics and most common biases

  • Class A - Assignment 2. Find a Conflict
  • Class B - Assignment 2. Find a Conflict
  • PN4 - Heuristics and biases File
  • PN4 - Exercises room 2 File
  • PN4 - Exercises room 1 File
  • Class A Commons Dilemma Round 3 URL

    Restricted Available until 26 February 2025, 2:00 PM
  • Class B Commons Dilemma Round 3 URL

    Restricted Available until 26 February 2025, 6:30 PM
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  Week 5 Communication

  • PN5 - Communication File
  • PN5 - Exercise Communication Competence scale File
  • Class A Commons Dilemma Round 4 URL

    Restricted Available until 12 March 2025, 2:00 PM
  • Class B Commons Dilemma Round 4 URL

    Restricted Available until 12 March 2025, 6:30 PM
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  Week 6 Relational aspects of negotiation

  • PN6 - relational aspects File
  • PN6 - Exercise trust and trustworthiness File
  • Druckman Wagner (2016) ARP justice in negotiations review File
  • Class A Commons Dilemma Round 5 URL

    Restricted Available until 19 March 2025, 2:00 PM
  • Class B Commons Dilemma Round 5 URL

    Restricted Available until 19 March 2025, 6:30 PM
  • Class B Assignment 3. Go Read
  • Class A Assignment 3. Go Read
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    *****

    Mid Term EXAMS 

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  Week 7 Principles of persuasion

  • PN7 - Principles of persuasion File
  • PN7 - Exercise Material (Island Cruise) mayor File
  • PN7 - Exercise Material (Island Cruise) captain File
  • Williams Miller (2002) HBR persuasion for different profiles
  • Class A Commons Dilemma Round 6 URL

    Restricted Available until 2 April 2025, 2:00 PM
  • Class B Commons Dilemma Round 6 URL

    Restricted Available until 2 April 2025, 6:30 PM
  • Join a Team to the Group Report: Class A (B)- Team A1 (B1)-Team A13 (B12) Group choice
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  Week 8 Power dynamics in negotiation

  • PN8 - power File
  • PN8 - Exercise Toyonda (manager) File
  • PN8 - Exercise Toyonda (owner) File
  • Class A Commons Dilemma Round 7 URL

    Restricted Available until 9 April 2025, 2:00 PM
  • Class B Commons Dilemma Round 7 URL

    Restricted Available until 9 April 2025, 2:00 PM
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  Week 9 Multiple party negotiation

  • PN9 - multiple parties File
  • PN9 - Bacchus Winery (Bacchus) File
  • PN9 - Bacchus Winery (Tokyo) File
  • PN9 - Bacchus Winery (Serbian) File
  • PN9 - Bacchus Winery (outcome report) File
  • Class A Commons Dilemma Round 8 URL

    Restricted Available until 16 April 2025, 2:00 PM
  • Class B Commons Dilemma Round 8 URL

    Restricted Available until 16 April 2025, 6:30 PM
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  Week 10 Cross cultural negotiation

  • PN10 - cross-cultural negotiation File
  • PN10 - Exercise Cultural Intelligence Scale (students material) File
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  Week 11 How to improve decision making?

  • PN11 - how to improve decision making File
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  Week 12 (May 6) Wrap up

  • PN12 - QUEST. Negotiation Skills File
  • Class A - Group Report & Teaching Note Assignment
  • Class B - Group Report & Teaching Note Assignment
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    Exam - 28 May - 14:30 - 16:00 pm

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    P&N  ASSESSMENT  

    1.  Exam: 30%. There will be a written exam, with questions focusing on the topics discussed in classes. Space will be limited.

    2. Individual Reports 35%. Students are required to deliver several written individual reports on selected cases, exercises and readings throughout the course. The materials will be provided by the instructors and groups will answer a specific set of questions for each report. The timeline for each report is one week. Each report will have a maximum of 3 pages and will follow the Harvard style (font 12, line spacing 1.5).

    3. Group Report 35%(max. 4/5 students per group). Students are required to deliver a group written report containing a case study illustrative of the course contents. The case study should not only describe an in-depth investigation of a relevant negotiation problem but also provide a teaching note for future reference. The report will have a maximum of 15 pages and will follow the Harvard style (font 12, line spacing 1.5).

    ***IMPORTANT NOTEs: 

    A. You are required to have a minimum grade of 9.5 in each of the assessment tools (all of which are mandatory) to get final approval for the course. 

    B. You can earn 0.2 bonus points on your final grade (provided that the final grade is sufficient) by participating in a 30-min research session anonymously. Details will be communicated in class and on/or Moodle.

    
    

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    BIBLIOGRAPHY

    Textbook: 
    

    Lewicki, R.J., Saunders, D.M., & Barry, B. (2015). Essentials of negotiation (7^th Ed., International Edition). New York: McGraw-Hill.

     

    Additional readings:

    *Adler, R.S. (2007). Negotiating with liars. MIT Sloan Management Review, 48, 69-74.
    

    Bazerman, M.H. (2008). Judgment in Managerial Decision Making (7th edition). New York: Wiley.
    Bazerman, M.H., Curham, J.R., Moore, D.A., & Valley, K.L. (2000). Negotiation. Annual Review of Psychology, 51, 279-314.

    Fisher, R., Ury, W., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in. New York: Penguin Books.

    *Leary, K., Pillemer, J., & Wheeler, M. (2013). Negotiating with emotion. Harvard Business Review, 91, 96-103.

    Lewicki, R.J., Barry, B., &. Saunders, D.M. (2015). Negotiation: Readings, Exercises and Cases (7th Ed.). New York: McGraw-Hill.

    *Robinson, R.J. (1995). Defusing the exploding offer: The Fairpoint Gambit. Negotiation Journal, 3, 277-285.

    Schwartz, H. (2008). A Guide to Behavioral Economics. Falls Church, VA: Higher Education Publishers.

    Thompson, L.L., Wang, J., & Gunia, B.C. (2010). Negotiation. Annual Review of Psychology, 61, 491-515.
    Tsay, C., & Bazerman, M.H. (2009). A decision-making perspective to negotiation: A review of the past and a look to the future. Negotiation Journal, 25, 467–480

     

    **NOTE: Additional readings will be proposed and provided throughout the course for class discussion.

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