Due to the Corona virus education methods or examination can deviate. For the latest news please check the course page in Brightspace.

Prospectus

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Negotiation and Social Decision Making

Course
2020-2021

Important Note

  • All Semester I bachelor and master psychology courses and examinations (2020-2021) will be offered in an on-line format.

  • If it is safe and possible to do so, supplementary course meetings may be planned on-campus. However, attendance at these meetings will not be required to successfully complete Semester I courses.

  • All obligatory work groups and examinations will be offered on-line during Central European Time, which is local time in the Netherlands.

  • Information on the mode of instruction and the assessment method per course will be offered in Brightspace, considering the possibilities that are available at that moment. The information in Brightspace is leading during the Corona crisis, even if this does not match the information in the Prospectus.

  • At this time it is not possible to provide information about Semester II (2020-2021).

Entry requirements

Only open to Master’s students Psychology with specialisation Social and Organisational Psychology or Occupational Health Psychology or Research master track Social and Organisational Psychology

Description

Individual decision-making and decision-making by dyads or groups are the basic building blocks of team work and organisational behaviour. Performance of teams depends on how groups share, store, and process information, how individuals negotiate with others, how group members interact and cooperate, how groups come up with creative ideas or solve problems, and how people in groups pursue their own goals or contribute to the collective success. This course aims to integrate recent developments in social psychology with insights derived from organisational and economic psychology. The emphasis will be on the relevance of social psychological insights for the understanding of individual and group decision-making. Topics covered will include the rationality of decisions, negotiation, information-sharing in teams, decision-making in groups and ethical decision-making.

Course objectives

Upon completion of this course, students will:

  • Have acquired advanced knowledge and insights about social psychological issues in organisational behaviour and about the methodological underpinnings of these insights;

  • Know how to apply this knowledge by analysing and conceptualizing real-life issues in organisational settings and to present their analyses orally as well as in writing; and

  • Have acquired negotiation skills and understand how to create value and reach mutually beneficial agreements.

Timetable

For the timetables of your lectures, work groups and exams, please select your study programme in: Psychology timetables

Semester 1: Work group sessions

Semester 2: Work group sessions

Registration

Course

Students need to enroll for lectures and work group sessions. Master’s course registration

Examination

Students are not automatically enrolled for an examination. They can register via uSis from 100 to 10 calendar days before the date. Students who are not registered will not be permitted to take the examination. Registering for exams

Mode of instruction

The course is given in 8 2-hour work group sessions.

  • All Semester I bachelor and master psychology courses and examinations (2020-2021) will be offered in an on-line format.

  • If it is safe and possible to do so, supplementary course meetings may be planned on-campus. However, attendance at these meetings will not be required to successfully complete Semester I courses.

  • All obligatory work groups and examinations will be offered on-line during Central European Time, which is local time in the Netherlands.

  • Information on the mode of instruction and the assessment method per course will be offered in Brightspace, considering the possibilities that are available at that moment. The information in Brightspace is leading during the Corona crisis, even if this does not match the information in the Prospectus.

  • At this time it is not possible to provide information about Semester II (2020-2021).

Assessment method

The final grade is based on:

  • Rated oral presentations (33,33%)

  • Weekly preparatory assignments (33,33%)

  • Exam (33,33%)

All literature mentioned in the reading list will be examined during the written exam.

The Institute of Psychology follows the policy of the Faculty of Social and Behavioural Sciences to systematically check student papers for plagiarism with the help of software. Disciplinary measures will be taken when fraud is detected. Students are expected to be familiar with and understand the implications of this fraud policy

  • All Semester I bachelor and master psychology courses and examinations (2020-2021) will be offered in an on-line format.

  • If it is safe and possible to do so, supplementary course meetings may be planned on-campus. However, attendance at these meetings will not be required to successfully complete Semester I courses.

  • All obligatory work groups and examinations will be offered on-line during Central European Time, which is local time in the Netherlands.

  • Information on the mode of instruction and the assessment method per course will be offered in Brightspace, considering the possibilities that are available at that moment. The information in Brightspace is leading during the Corona crisis, even if this does not match the information in the Prospectus.

  • At this time it is not possible to provide information about Semester II (2020-2021).

Reading list

Fisher, R., Ury, W., & Patton, B. (2012). Getting to yes: Negotiating an agreement without giving in (3rd Edition). New York: Random House.
Steinel & Harinck (in press). Negotiation and Bargaining. In: Oxford research encyclopedia of psychology. Oxford University Press.
Van Dijk, E., & De Dreu, C. K. W. (in press). Experimental games and social decision-making. Annual Review of Psychology.

Journal articles (available from the library and via Blackboard), among which:

  • Molenmaker, W. E., De Kwaadsteniet, E. W., & Van Dijk, E. (2019). The effect of decision timing on the willingness to costly reward cooperation and punish noncooperation: Sanctioning the past, the present, or the future. Journal of Behavioral Decision Making. doi: 10.1002/bdm.2110

  • Steinel, W, Utz, S, & Koning, L. (2010). The good, the bad and the ugly thing to do when sharing information: Revealing, concealing and lying depend on social motivation, distribution and importance of information. Organizational Behavior and Human Decision Processes, 113, 85-96.

Contact information

Dr. Wolfgang Steinel wsteinel@fsw.leidenuniv.nl