Παρουσίαση/Προβολή

(9082) -  Ilias Kapoutsis

Περιγραφή Μαθήματος

We negotiate every day: with employers, landlords, colleagues, team members and friends. Most people do it without a plan, and many avoid it altogether. This course treats negotiation as a skill you can learn, and the best way to learn it is by negotiating.

Over 13 weeks you will take part in several negotiations, from simple two-party deals to multi-party, cross-cultural and AI-assisted cases.

Assessment: final exam with multiple-choice and essay questions (80%), in-class participation (20%), and an optional experiential assignment worth up to 3 extra points.

Main textbook: Lewicki, R. J., Barry, B., & Saunders, D. M. (2024). Essentials of Negotiation (2024 release). McGraw Hill.

Class: Thursdays, 9:00–13:00 | Room D102, 1st floor, 12 Derigny Street

Instructor: Ilias Kapoutsis, Associate Professor of Management
Email: ikapoutsis@aueb.gr
Contact hours: Thursdays, 13:15–14:15, on Microsoft Teams, by appointment. Book a meeting at https://cal.com/ikapoutsis
Webpage: https://iliaskapoutsis.com

The full syllabus, role-play materials and readings are posted on this page.

Ημερομηνία δημιουργίας

Δευτέρα, 21 Σεπτεμβρίου 2026