Syllabus - SIMULATION GAMES AND PROCESSES OF NEGOTIATIONS (51983)

Syllabus SIMULATION GAMES AND PROCESSES OF NEGOTIATIONS - 51983
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Last update 26-02-2017
HU Credits: 3 Degree/Cycle: 2nd degree (Master) Responsible Department: psychology Semester: 2nd Semester Teaching Languages: Hebrew Campus: Mt. Scopus Course/Module Coordinator: Prof Ilan Yaniv Coordinator Email: ilan.yaniv@huji.ac.il Coordinator Office Hours: Thursday 14:00 - 15:00 Teaching Staff: Prof Ilan Yaniv Course/Module description: The course will involve lectures and a series of interactive simulation games involving problem solving through negotiations. Course/Module aims: Students will learn to analyze conflict situations using negotiations. The focus will be on behavioral concepts and insights from social and cognitive psychology and the study of emotion. Learning outcomes - On successful completion of this module, students should be able to: Students will acquire inter-personal skills and tools for analyzing the motives and behaviors of individuals in competitive and cooperative negotiation settings. Attendance requirements(%): 100 Teaching arrangement and method of instruction: Six class meetings (three hours and 45 min each) will be devoted to simulations. Each class will involve discussion of theoretical concepts, a simulation game and debriefing. The seventh meeting will be devoted to the preparation of the final paper. The eighth meeting will be devoted to the presentation of final papers. Course/Module Content: Topics will include distributive and integrative bargaining, social dilemmas, escalation, multi-party negotiations, use of agents, coalitions, and the role of distributive and procedural justice. Required Reading: Class 1: Some organizing questions; Elmtree House, What if they are more powerful? Class 2: Don’t bargain over positions; Focus on interests not positions, The mythical fixed-pie Class 3: The Camp David negotiations; The irrational escalation of commitment; Class 4: Credible commitments; Class 5: The problem of cooperation; How to promote cooperation. Cialdini (2001). The science of persuasion. Babcock & Laschever (2003). Women Don't Ask. Additional Reading Material: Course/Module evaluation: End of year written/oral examination 0 % Presentation 0 % Participation in Tutorials 30 % Project work 40 % Assignments 0 % Reports 30 % Research project 0 % Quizzes 0 % Other 0 % Additional information:

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