Decision, Persuation, and Negotiation

About

Like it or not, we have to make numerous decisions every day, and most of our decisions concern how to persuade, how to negotiate, and how to exert influence on other people. Being effective in decision making, persuasion and negotiation is indispensable to be successful in almost any profession. Research has shown, however, even intelligent people are biased in ways that seriously limit the quality of their decisions and compromise their potential in persuading and influencing others.
This course covers the rationales that drive human behavior and the common biases that affect the quality of decisions, with a thorough examination of behavioral perspectives on decision-making, persuasion, and negotiation. Students will learn how to apply the principles covered in class through lectures, discussions, negotiation role-simulation exercises, decision-making experiments, and persuasion presentation.