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Syllabus Negotiation- Behavioral perspective A - 37904
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Last update 18-02-2017
HU Credits: 2

Degree/Cycle: 2nd degree (Master)

Responsible Department: education

Semester: 2nd Semester

Teaching Languages: Hebrew

Campus: Mt. Scopus

Course/Module Coordinator: Prof Ilana Ritov

Coordinator Email: ilana.ritov@huji.ac.il

Coordinator Office Hours:

Teaching Staff:
Prof Ilana Ritov

Course/Module description:
Negotiation is an ongoing process of interaction between participants, during which each side interprets information obtained from his negotiation partners and makes decisions according to his judgment.
The course will focus on the various aspects that characterize perceptions and thoughts of individuals participating in a negotiation and their influence on its results. In the first part of the course we will discuss general theoretical issues, and their application in practical contexts. In the second part of the course, students will conduct research projects in pairs or in teams. For this purpose we will conduct personal meetings with each pair or team of students. The purpose of these meetings is to provide individual help and guidance in conducting the research.

Course/Module aims:
Understanding the psychological processes involved in negotiations

Learning outcomes - On successful completion of this module, students should be able to:
Ability to analyze processes of negotiation

Attendance requirements(%):
Participation in 10 negotiation simulations

Teaching arrangement and method of instruction: Lectures
Negotiation simulations

Course/Module Content:
The course will focus on the various aspects that characterize perceptions and thoughts of individuals participating in a negotiation and their influence on its results. For example, we will discuss single and multi-issue negotiations, rational analysis, Pareto Optimum and cognitive biases.

Required Reading:
Bazerman, M. H. (2008). Judgment in Managerial Decision Making (Seventh ed.). John Wiley & Sons. Chapters 9, 10.
Bazerman, M. H., Curhan, J., Moore, D., and Valley, K. (2000). Negotiations. Annual Review of Psychology, 51, 279-314. (link on the course’s internet site)
Raiffa, H. (1982). The art and science of negotiation. Cambridge, MA: Belknap. Chapters 1, 3, 4, 10.
Neale, M.A., & Bazerman, M.H. (1991). Cognition and rationality in negotiation. The Free Press.

Additional Reading Material:
Bazerman, M.H., Magliozzi, T., and Neale, M.A. (1985). Integrative bargaining in a competitive market. Organizational Behavior and Human Decision Processes, 35, 294-313.

Galinsky, A., Seiden, V., Kim, P., and Medvec, V. (2002). The dissatisfaction of having your first offer accepted: The role of counterfactual thinking in negotiations. Personality and Social Psychology Bulletin, 28, 271-283.

Huber, V.L., and Neale, M.A. (1986). Effects of cognitive heuristics and goals on negotiator performance and subsequent goal settings. Organizational Behavior and Human Decision Processes, 38, 342-365.

Huber, V.L., and Neale, M.A. (1987). Effects of self and competitor goals on performance in an interdependent bargaining task. Journal of Applied Psychology, 72, 197-203.

Kahneman, D. (1992). Reference points, anchors, norms and mixed feelings. Organizational Behavior and Human Decision Processes, 51, 296-312.

Larrick, R.P. and Boles, T.L. (1995). Avoiding regret in decisions with feedback: a negotiation example. Organizational Behavior and Human Decision Processes, 63, 87-97.

Moran, S. and Ritov, I. (2007). Experience in integrative negotiations: What needs to be learned? Journal of Experimental Social Psychology, 43, 77-90.

Neale, M.A., and Bazerman, M.H. (1985). The effects of framing and negotiator overconfidence on bargainer behavior. Academy of Management Journal, 28, 34-49.

Neale, M.A., Huber, V.L., and Northcraft, G.B. (1987). The framing of negotiations: contextual versus task frames. Organizational Behavior and Human Decision Processes, 39, 228-241.

Northcraft, G.B., and Neale, M.A. (1987). Experts, amateurs and real estate: An anchoring-and-adjustment perspective on property pricing decisions. Organizational Behavior and Human Decision Processes, 39, 84-97.

Novemsky, N. and Schweitzer, M.E. (2004). What makes negotiators happy? The differential effects of internal and external social comparisons on negotiator satisfaction. . Organizational Behavior and Human Decision Processes

Ritov, I. and Moran, S. (2006). Missed opportunity for creating value in negotiations: Reluctance to making integrative gambit offers. Journal of Behavioral Decision Making, 19, 1-15.

Scheiwtzer, M.E. and Gomberg, L.E. (2001). The impact of alcohol on negotiator behavior: Experimental evidence. Journal of Applied Social Psychology, 31, 2095-2126.

Thompson, L., and De Happort, T. (1994). Social judgment, feedback, and interpersonal learning in negotiation. Organizational Behavior and Human Decision Processes, 58, 327-345.

Thompson, L., and Hastie, R. (1990). Social perception in negotiation. Organizational Behavior and Human Decision Processes, 47, 98-123.

Thompson, L., and Lowenstein, G. (1992). Egocentric interpretations of fairness and interpersonal conflict. Organizational Behavior and Human Decision Processes, 51, 176-197.

Course/Module evaluation:
End of year written/oral examination 0 %
Presentation 0 %
Participation in Tutorials 0 %
Project work 70 %
Assignments 0 %
Reports 30 %
Research project 0 %
Quizzes 0 %
Other 0 %

Additional information:
 
Students needing academic accommodations based on a disability should contact the Center for Diagnosis and Support of Students with Learning Disabilities, or the Office for Students with Disabilities, as early as possible, to discuss and coordinate accommodations, based on relevant documentation.
For further information, please visit the site of the Dean of Students Office.
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