F5P81616 - Négociation dans un environnement multiculturel - Cours magistral

The objective of this economic intelligence module is to shed light on the importance of strategies related to information, bargaining, and lobbying with a perspective that accounts for the fact that economies are globalized. The module will focus on issues related to globalization, the society of information and the knowledge economy, strategies related to the usage of information, methods of information acquisition, methods and consequences of bargaining (with a behavioral perspective), lobbying analysis (with its multiple dimensions, notably strategic and behavioral).

The course will put into perspective theoretical tools taught in class by presenting issues related to corporate security, information manipulation and possible influence and counter-influence maneuvers. The course will combine conventional lecturing approaches with simulations that will give an opportunity to students to participate in experiments. The in-class experiments will allow for a better assimilation of the rich theoretical concepts taught in class, notably the ones related to information acquisition methods, bargaining methods, and lobbying. We will also be having some fun with bounded rationality models. It can be argued that introducing these in standard industrial organization scenarios has helped the field deliver on one of its early unfulfilled promises: providing theoretical underpinnings to the wide variety of contractual arrangements we observe in real markets, while allowing us to explain the absence of other contracts that we would expect based on rational agent models. Thus we will be using different models of consumer bias to try to answer questions such as why do many credit card offers come with low initial interest rates that rise later? Or why are most of the cellphone plans structured around the familiar form of a fixed monthly fee, a minute allowance at zero additional cost, and a per minute price for consumption above such limit? Why is the pricing for so many services so complex, and why has this complexity increased with the rise of e-commerce and internet searches? For example, we will see that in some situation rational agents are unable to help the boundedly rational ones by ‘’policing’’ the market, and in fact it is possible that the higher the share of rational consumers the worse the welfare outcome for the irrational ones. We will also see that because of the firms’ responses in equilibrium, some of the policy interventions that have been advocated to help biased consumers, such as imposing simpler price structures, might have no welfare effect, or even backfire.


Informations sur l'espace de cours

Nom Négociation dans un environnement multiculturel
Nom abrégé UP1-C-ELP-F5P81616-01
EnseignantsBoulu Reshef Beatrice, Pejsachowicz Leonardo
Groupes utilisateurs inscrits Consultation des ressources, participation aux activités : Aucune cohorte inscrite.
Consultation des ressources uniquement : Aucune cohorte inscrite.
État Créé par Beatrice Boulu Reshef le 29/01/2019
Approuvé par Beatrice Boulu Reshef le 29/01/2019

Rattachements à l'offre de formation

Élément pédagogique UP1-C-ELP-F5P81616 - Négociation dans un environnement multiculturel
Chemin complet > Année 2018-2019 > Paris 1 > UFR 06 : Ecole management Sorbonne > Master 2 Pro Gestion des Entreprises à I'International > Semestre 4 > UE1 Enseignements pratiques: prise de décision opé > Négociation dans un environnement multiculturel