Negotiator Psychology, Tactics, and Ethics
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 aware of basic negotiation and bargaining concepts, such as the bargaining zone model, BATNA, reservation and target points.
understand cognitive, emotional, and motivational mechanisms in negotiation
– evaluate the process and outcome of negotiation drawing upon a balanced perception
– identify and defend against manipulation tactics used by an opponent
– select and apply pertinent tactics to increase and divide the negotiation resources
– analyze, understand, and at best avoid cognitive biases in negotiation
– reflect and define what ethical behavior in negotiation means to him/her
This course covers three overarching topics: psychological mechanisms in negotiation, tactics, and ethics. With regard to the first, it mainly deals with cognitive processes and how they affect the course and outcome of negotiations. Special attention is given to a variety of reference points in negotiation (BATNA, target points, first offers) as well as heuristics and cognitive biases. Another aspect of negotiator psychology deals with the role of emotions and motivation in negotiation. Discussing a couple of manipulation tactics and how to defend against them leads to the topic of tactics. More of those will be analyzed with regard to their ability to either increase or divide the negotiation resources. Finally, the class will touch upon the question of ethics and ethical behavior in negotiation
