Expertise

An indicative outline is given below: Decision-making under uncertainty: Speed Ventures (exercise and debriefing) Efficient versus inefficient group processes Confirmation bias Improving decision-making processes Discussing processes first Decisions: reality versus models Default option: opt in, opt out in policy programs. Example: pension schemes Information search versus decision Effective judgment and decision-making Overcoming cognitive biases Not…

  Day 1 Principle psychological concepts relevant for business decisions involving risk Biases and heuristics, risk tolerance and its measurement Risk perception, how it is biased, and the drivers behind it Day 2 Relevant and important mistakes in investment decision-making Behavioral risk management and potential consequences for regulation Case studies and possible solutions to enhance…

Day 1: Strong negotiation & communication behaviors As indicative outline:  Understanding underlying interests despite conflict  Formal versus informal influence  How to understand what your counterpart values  How to remain open-minded toward your counterpart despite distrust  How to offer appealing solutions  Efficient behaviors & persuasion  Manage Timing  Asking questions  Communicating ideas by using emotional, concrete examples …

  Day 1 Price negotiations – concepts and tactics Diagnosis and preparation The twin pillars of bargaining power: alternatives and information Opening offers Concession patterns Focal points and commitment Closing the deal Package deals – defining the optimal ‘architecture’ of complex agreements Creating a negotiable agenda Homans’ Law Salami slicing Evaluating tradeoffs: ‘efficiency ratios’ Exploring…