Course Overview
We make numerous decisions every day, many of which concern how to persuade, how to negotiate, and how to exert influence on other people. Being effective in decision making, persuasion, and negotiation is therefore 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 aims to help students become more effective in decision-making, persuading, and negotiating. We will introduce the rationales that drive human behavior and discuss the common biases that affect decisions. Drawing from studies in business, economics, psychology, and neuroscience, we will cover empirically validated principles and tactics that can improve the quality and effectiveness of decision, persuasion, and negotiation, as well as their applications in marketing, sales, leadership, behavioral design, and investment decision. An integral part of the course is the application of the principles to solve the problem encountered by the students.
Teaching will be a combination of lectures, group discussions, case studies, games/experiments, and negotiation role-play. Students have the opportunities to learn and practice these principles in decision-making experiments and negotiation exercises. The negotiation exercises are stylized versions of negotiations in the real world and require role-playing, The exercises help you develop skills and confidence through the negotiation process, allowing you to grow as a negotiator through practice.
Content
Heuristics and biases in human judgment
Decision under risk and uncertainty
Financial and investment decisions
Group and strategic decision making
Principles of influence and persuasion
Narrative structure of persuasive messages
Appropriation tactics in distributive negotiation
Value creation in integrative negotiation
Culture and its influence
Student Comments
The lectures were very interesting and interactive with for example the pollev-surveys. He encouraged us to share our personal experiences about the discussed topics and made some personal examples too. Many lectures were introduced with a case or question about the topic of today and the answer was given at the end in order to keep us interested. I really enjoyed the course!
While learning this course, there were many elements that I have learned. I feel like all elements I learned have contributed to my learning outcome. I enjoyed learning how to negotiate with people, I enjoyed doing the persuasion presentation. All the exercises and experiments were done in class have contributed to my learning outcome.
Very, very happy with the lecturer and his teaching methods. He was always receptive to our questions in class. Very engaging with the videos and activities.
I loved the way Warren kept the attention up, mixing theory with surveys and videos. Practical examples and negotiation exercises were very needed.
The teacher is very good as he is both enthusiastic and understanding. On top of this, you've structured the course nicely and included many different ways to improve learning.
This course was very interesting and the lecturer was very engaging so I didn't want to miss any classes.
A very great course! Very interesting insights from Warren.
Interesting topics and theories.
I like the practical approach and the exercises.
The course was incredibly interesting and practical.
Thank you Warren, it was very interesting and fun to work with you! You made very very very good examples and also clear explanation.
Thank you very much for everything. Very pleasant teaching and interesting topics! Did enjoy it thoroughly!
I really enjoyed it and I think Huanren was teaching at a good pace and with useful examples to practice the study material.
I just want to express my gratitude to you and all the lessons you've provided for us. It has been real solid and amazing days with you as our professor along with everyone in the class. You are the most engaging professor I've ever met. No kidding... I would keep as much of what I learned from you and from the course in mind. Especially the ones that made me more aware of myself, how I think or act and what I'd do in certain situations... Keep spreading your gift of knowledge.