Knowledge and Understanding
• critically discuss and assess the role of negotiations in different organisations;
• describe and evaluate a range of specific negotiation methodologies, techniques and tools;
• critically discuss and assess the practical issues involved in developing negotiation models and systems;
• describe and evaluate appropriate organisational conditions for conducting negotiations;
Subject-specific skills
• design and analyse simple negotiations;
• elicit relevant information needed for negotiation analytics models;
• conduct analyses of negotiations with multiple objectives;
• construct and use analytical models to support multi-party negotiations.
Fundamentals of negotiations models
- game theory, decision analysis, behavioural decision theory
Two-party negotiations
Negotiation support
Multi-party negotiations
Ilkka Leppänen
Lecture slides and parts of textbook: H. Raiffa, J. Richardson, D. Metcalfe: Negotiation Analysis, Belknap Press, 2007 (or later editions)
Lectures, seminar sessions, individual study
Recommended prerequisites: ISM-C1004 Business Analytics 1
Exam and coursework
The teaching time and the location of the course can be found at Sisu information system
From the blue bar, click Lecture and open the Groups and teaching times tab to see the teaching time and the location of the course. Exam times can be seen by clicking Exam.
The teacher has four (4) weeks to grade the exam submissions starting from the exam date.
Equivalences to other courses: Negotiation Processes (27C02000)
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Digital workspace of the course:
MyCourses
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Course registration
Registration for this course starts on 23.3.2026 at 9.00
Registration for this course ends on 4.5.2026 at 23.59
It is not possible to register before the registration period has started or after it has ended.
The number of participants is limited to 10.
This course is organized by the Aalto University School of Business.
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Registration, payments and rules
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