Strategic Negotiation (2 cr)

This short summer course builds on an Executive MBA course given at the Naven Jindal School of Business at the University of Dallas Texas and a BSc course given at University of Cologne by the guest lecturers. It focuses on strategic aspects of negotiation. The course centers around four simulated negotiations which give practical insights into strategic and behavioral aspects of negotiations informed by behavioral game theory. The course can be taken by BSc students majoring in any subject at Hanken. The lecturers are well known and well published international negotiation scholars publishing in the fields of economics, management science, operations research, and behavioral studies. The course takes place over one week with 10 contact hours, 2-3 hours each day. Preparing quizzes and participation in simulations and debriefs are obligatory. Ideally, a participating student participates in person in Hanken main building. Online participation is possible but requires extra input and deliverables from the student. A second week is self-study after which there is an aquarium exam which can be self-scheduled at a suitable time. The evaluation and grade is based on online quizzes (by way of preparing for the simulations), on simulation performance, on participation in the simulation, on participation in the debrief, and on the multiple choice exam after the second week.