B2018 - NEGOTIATION AND BARGAINING

Conoscenze e abilità da conseguire

This course introduces students to the process of negotiation and bargaining in business relations involving both private and public parties. At the end of the course, students have the necessary theoretical and practical background to face bargaining and negotiating challenges in their professional careers in either the private or the public sector.

Contenuti

LEARNING OBJECTIVES

• Acquisition of fundamental negotiation techniques.
• Definition of a Negotiation model for bilateral negotiations
• Acquisition of persuasion, power and emotion management techniques and the application of influential power during the negotiation process.
• Definition of a Negotiation model for complex negotiations.

Module I:

Basic Negotiation Skills

• The 4Ps framework for negotiating (Preparation, Process, Power, People).
• Definition and analysis of the negotiation process.
• Definition of BATNA and ZOPA and the differentiation between Interests and Positions.
• Interaction with different Communication styles and authority decisions.
• Understanding the other party’s interests and goals.
• The value creation process.
• Power dynamics in negotiations.
• Identifying the other party’s risk propensity for innovative solutions.
• Anchoring and concession strategies.
• Definition of a framework to prepare for negotiations
• Trust level relationship and the perceived balance and fairness of relationship.
• Filters and prejudices in communication.

Module II:

Advanced negotiation skills

• Recognize the role of psychological, cognitive, and social dimensions of negotiations.
• How to create rapport to enhance the value creation process
• Understand conflict management negotiation styles in the context of competitive, impasse, breakdown and difficult situations.
• Problem solving skills and alternative resolutions to resolve disputes and deadlocks.
• How to negotiate from a position of weakness
• Using objective criteria in negotiations.
• How to manage perceived irrational behavior and emotions at the negotiation table.
• Sensitivity to Context: the informal organization.

• Credibility: Competence, Expertise, Trustworthiness.

• Managing conflicts and different conflict management styles.

Module III:

Complex negotiations

• What changes from bilateral-to multilateral negotiations?
• How to manage complexity in negotiations
• The turning points framework
• The role of coalitions.
• Examples of M&A Negotiations
• The concept of procedural justice.
• The role of culture in international negotiations.

Testi/Bibliografia

Optional reading

Shell, G. R. (2006). Bargaining for advantage: negotiation strategies for reasonable people. 2nd ed. New York, Penguin Books.

Rana, Y. S. & Druckman, D. & Canduela, J., (2022) “A Turning Points Analysis of Cross-Border Merger and Acquisition Negotiations”, Negotiation and Conflict Management

Metodi didattici

Lectures, class assignments, role plays, case studies.

Modalità di verifica e valutazione dell'apprendimento

Development of a final group project.

The grading scale is the following:

<18: Fail

18-23: Sufficient

24-27: Good

28-29: Very good

30: Excellent

30 cum laude: Outstanding (the instructor was impressed)

Strumenti a supporto della didattica

A combination of: slides, research articles, case studies, lecture notes, role plays. All teaching materials will be available on Virtual.

Orario di ricevimento

Consulta il sito web di Yadvinder Rana