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Negotiations for Start-ups
Course number
KTH: ME2812, SSE:8072, KI: n/a, KFK: n/a, SU: FE6605
Schedule
Dates
Spring 2013: 24 Jan - 8 Mar
Structure
The course runs after 5 pm on Tuesdays and Thursdays in 2-3 hour sessions
Worth: 7.5 ECTS-credits
Taught at
Stockholm School of Economics
Swedish course name
Förhandlingsteknik för start-ups
Whether you like or not, as an entrepreneur you will end up in daily negotiation situations. This course aims at providing you with a personalised and powerful framework for dealing with those kinds of situations.
Building on philosophy and contents of the popular Weekend Workshop Negotiations and Bargaining this course cover state-of-the art theory in psychology and economics, coupled with practical exercises and teaching cases from leading global educational institutions.
We will teach you the science, theory, frameworks and models for analysing a negotiations or sales situations, and practice you in the art of negotiations - the human element in negotiations and sales - which can best be observed through participation in experiments and sharp case exercises.
Intended learning outcomes
After the course the participants will be able to:
- understand the process of human decision-making
- discuss common psychological heuristics and biases
- explain negotiation frameworks e.g. BATNA & reservation price
- better prepare, plan, and act in negotiation and sales situations
- understand the dynamics of bilateral and multiparty negotiation
- identify usage of different negotiation strategies and approaches.
Structure
In order for you as a student to be able to take SSES courses they are all scheduled after your daily classes (or workday), with some margin time to ensure you can commute to campus, pick up a coffee and arrive on time.
This course runs on Tuesdays and Thursdays in two to three hour sessions for some seven weeks, but for a detailed timing check out the schedule in the box to the right. Teaching will incorporate lectures, debates, and exercises, as well as presentation from leaders in the field.
Assessments
Active participation (40% of total grade)
75% participation is required to pass the course. Before each session, all course participants are expected to read assigned literature and case studies thoroughly.
Literature exam (40% of total grade)
A literature exam will be held early to mid-course – the purpose of the timing is to make sure that all participants have read the literature and to ensure that their focus is on the exercises for the remainder of the course.
Written assignments (20% of total grade)
Teacher(s)
Erik Wetter
Course Director
Dr. Erik Wetter currently conducts research on judgment and behavioral decision-making, specifically how psychological and cultural factors influence strategic decisions, risk assessments, and negotiations in business and policy settings. He teaches and lectures extensively in M.Sc, MBA and executive education programs.
Erik is SSE coordinator for the Association of Professional Schools in International Affairs (APSIA).
Course offering
Questions
How to apply
All our courses are recognised as internal courses at all five member schools so you apply in exactly the same way you would for other courses at your institution. Please note that SSES courses are designed as individual single subject courses, meaning you will need to apply for each course you want to join, and are currently not offered as an entire individual study program.
Students wishing to enroll must be full time students with at least 120 ECTS credits from a Swedish university or equivalent.
Instructions
Karolinska Institutet
Royal Institute of Technology
When: During the elective periods at the Royal Institute of Technology.
Stockholm School of Economics
When: During the elective periods at SSE.
Stockholm University
When: During the elective periods at SU.
NB: You need to be a program student at SU in order to apply.
Konstfack
When: At least two weeks before the start of the course.
Free to attend
…for our member school students. Unless if, and only if, you take an SSES-course as:
– a non-EU citizen AND…
– if you are in Sweden on a residence permit for studies AND…
– if you take the course in addition to your elective courses inside your program.
If so you may need to pay an application and or tuition fee to take part. Please contact your SSES member school for full details or visit www.antagning.se.
