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Decision, Persuasion, and Negotiation

Summer School of , 5 ECTS
Economics, commerce, management and accounting

Institution University of Southern Denmark (SDU)
Campus Odense
Duration 2 weeks
Tuition per term (Non-EU/EAA/CH) 538 EUR
Tuition per term (EU/EAA/CH) 320 EUR
Only online*:   the course is only offered as an online option.

Like it or not, we have to make numerous decisions every day, and most of our decisions concern how to persuade, how to negotiate, and how to exert influence on other people. Being effective in decision making, persuasion and negotiation is 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 the students become more effective in decision-making, persuading, and negotiating. We will study the rationales that drive human behavior and the common biases that affect the quality of decisions, with a thorough examination of behavioral perspectives on decision-making, persuasion, and negotiation. Behaviors that are normative in one culture often create controversy and even legal action in other cultures, so it is vital to keep in mind the cultural differences when interacting with someone from a different culture. Cross-cultural persuasion and negotiation will be discussed to help the students understand which principles and strategies are universal across cultures, and which apply only to specific cultures.

  • Two systems of thinking
  • Heuristics and biases in human judgment
  • Common persuasion techniques
  • Strategic decision making
  • Opportunities of value creation in integrative negotiation
  • Principles of value appropriation in distributive negotiation
  • Common pitfalls in decision-making, persuasion, and negotiation
  • Cultural differences and their influence on persuasion and negotiation

Admission/Tuition: NOTE: Exchange students from a partner university pay no tuition. Guest students pay tuition fees. Please read more:

For Further Information: Information from the Danish Agency for Higher Education can be located at You will find information about the Danish assessment of foreign qualifications in Guide to diploma recognition. About the Educational System in general, visit the section The Danish Higher Education System.

Summer 2020

Application date
Jun 01
Start date
Aug 03



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