Llicenciatura en Administració i Direcció d'Empreses (3323)
Llicenciatura en Economia (3322)

Negociació(10110) 

Negotiation is the art and science of creating agreements between two or more parties. We will discuss and apply theories developed as guides to improving negotiations (the science). We will also develop and sharpen negotiating skill by participating in realistic negotiation simulations (the art). While the analytic theory is important, we will mainly focus on the art of negotiation.

There will be a number of cases presented, in which you will make actual choices about actions and tactics within the negotiation - choices with actual consequences. You will see how other people behave and what tactic they choose in various situations. We will have feedback and will evaluate the effectiveness of differing tactics. You will experience many different roles and will gain insights as to what skills are needed to negotiate effectively with others.

The lectures will present relatively non-formal bargaining theory, but will mainly be devoted to running, discussing, and debriefing the various simulations.

Cases

Since negotiations occur in all kinds of organizations, we will confront a wide variety of examples. Most of these examples are cases that you will actually negotiate. These cases are the heart of the course. Many cases will be negotiated in class; you should come thoroughly prepared for these. Other cases will be conducted outside of class. For these, you and your partner(s) are responsible for arranging times outside of class to negotiate.

There will be assigned readings which, while optional, will usually be relevant to a specific case. Preparation will usually help you to get a better deal.

Several of the cases will be graded. Here’s how: Typically a student will play one of two or more roles in a case. The numerical performance of a student who is assigned to a role will be compared with that of the other students in that role. If X is the measure of performance, then the student’s graded score for X is given by:

Score (X) = (X - Lowest X) / (Highest X - Lowest X)

This formula assigns the student with the lowest X a score of 0 and the student with the highest X a score of 1. Adding a student’s scores across the graded cases will determine their aggregate case grade.

Bibliografia

BAZERMAN, Max; NEALE, Margaret. Negotiating Rationally. Free Press, 1992.
DIXIT, Avinash; NALEBUFF, Barry. Thinking Strategically. Nova York: Norton, 1991.
FISHER, Roger; URY, William. Getting to Yes. Nova York: Penguin, 1991.
RAIFFA, Howard. The Art and Science of Negotiation. Cambridge (Mass.): Harvard University Press, 1982.
URY, Roger. Getting past No. New York: Penguin, 1993.