DECISION GAMES, SOCIAL DILEMMAS AND NEGOTIATION
Année du cours : 1 année(s)
Etablissement : IÉSEG School of Management
Langue : English
Formation(s) dans laquelle/lesquelles le cours apparait :
Période : S1
Students should be familiar with basic concepts and approaches of negotiation (e.g. positional bargaining, interest-based negotiation)
Basic numeracy skills are required
Familiarity with role-play exercises is an advantage
At the end of the course, the student should be able to:
(1) Examine the actual decision-making processes
(2) Use basic techniques of decision theory to make smarter decisions
(3) Use the theory of simultaneous and sequential games to analyse the strategic inter-dependencies of parties in a negotiation
(4) Apply concepts of decision and game theory to real life bargaining and negotiation situations
(5) Understand the scope and limits of rational approaches to decision-making
Negotiators have to make many decisions before, during, and after a negotiation process. Often those decisions need to be made under time pressure and with limited access to information. The situation is further complicated in that the outcome of a negotiation depends not only on one party’s decisions, but on those of all parties involved. This course introduces students to the basics of decision and game theory with a view to make them smarter decision-makers and develop their awareness for the strategic inter-dependencies between negotiators. It concludes with a critical discussion of the limits of rational decision-making and the cognitive biases that often govern negotiators’ decision-making in practice. The course incorporates decision-making exercises, role-playing games, and in-class discussions to facilitate students’ learning.
