Autumn Semester 2020 takes place in a mixed form of online and classroom teaching.
Please read the published information on the individual courses carefully.

368-0100-00L  Strategic Decision Making and Negotiations

SemesterAutumn Semester 2017
LecturersS. Brusoni
Periodicityyearly recurring course
Language of instructionEnglish
CommentOnly for MBA in Supply Chain Management.


AbstractStrategic decision making will be defined together with the latest scientific findings in cognitive behavior. The IDEO design thinking process demonstrates key aspects of cognitive function for a strategic purpose.

Negotiation theory and negotiation training.
ObjectiveDefine exploration and exploitation concepts. Differentiate their meanings at different levels of analysis. Relate cognitive abilities to strategic decision-making. Gain awareness of one’s own cognitive abilities and devise a development plan.
Practice and improve negotiation skills. Distinguish between interest/positional negotiations and conflict management.