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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
Professeur(s) responsable(s)AS.DE PAUW
Intervenant(s)AS.DE PAUW

Pré requis

It is recommended that students attending the course have a prerequisite knowledge of the existing negotiation types (distributive, integrative, one party-one issue, multi-party-multi-issue,…), the negotiation process, and basic concepts in negotiation (Batna, Zopa, target, reservation price,…).

It is therefore recommended that students take the course on Practical Negotiation Skills before participating in the course on Decision games and Negotiation.

Objectifs du cours

At the end of the course, the student should be able to:
- Understand actual decision-making processes, and how they are often 'irrational' due to behavioral characteristics of the decision-makers
- Define the main decision-making biases and how to deal with them
- Define social dilemmas and their underlying dynamics
- Define the basic assumptions of behavioral game theory
- Use findings from game and decision-making literature, and own experiences, to conduct more efficient and succesfull negotiations

Contenu du cours

The course is a combination of class lectures, practical assigments, simulations, and class discussions. The course is interactive and students learn from experience in games and simulations, combined with theoretical models.

In the sessions of this course we will explore the theory of decision making and focus on addressing the question of how rational individuals should make decisions. The sessions will familiarise the students with precriptions for rational, utility maximizing economic agents.

We then address the question how 'real' people make decisions. In particular we will discuss the results of empirical research focusing on behavioral decision theory and behavioral game theory and conduct a series of simple experiments to illustrate behavioral characteristics usually at odds with standard decision and game theoretic predictions.

The following topics will be covered:
- Social dilemmas
- Decision games / behavioral game theory
- Introduction to behavioral economics
- Individual and group decision-making: biases, mechanisms, and dynamics
- Social values and ethical decision-making
- Impact of emotions on decision-making
- Representative negotiations, constituencies, subgroups and coalitions: how findings on games and decision-making literature contribute to the design of more effective negotiation strategies and result in better negotiation outcomes

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class16,00   Interactive lecture and classroom simulations
Independent work
Research5,00   Hand-outs, research papers, book chapters
Reference manual 's readings5,00   Hand-outs, research papers, book chapters
Independent study
Group Project8,00   Group work during the course sessions and after
Charge de travail globale de l'étudiant36,00  

Méthodes pédagogiques

  • Tutorial
  • Research
  • Project work
  • Interactive class


- Participation in class: presence, cooperation and performance in simulations, active participation in discussions
- Assessment of group assignment
- Final exam: combination of MCQ and open questions

Type de ContrôleDuréeNombrePondération
Continuous assessment
Final Exam
Written exam2,00135,00
TOTAL     100,00


  • Reading materials are a combination of research papers, book chapters, and hand-outs. Some reference books (not all must reads): -

  • Social dilemmas (Komorita & Parks, 1996) -

  • An introduction to behavioral economics (Wilckinson, 2007) -

  • Social decision-making, social values and ethical judgments (Kramer, Tenbrunsel, & Bazerman, 2010) -

  • The mind and heart of the negotiator (Thompson, 2013) -

Ressources internet

  • iesegonline

    All materials and required readings will be made available for students on the ieseg online website

* Informations non contractuelles et pouvant être soumises à modification
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