MM5009 DMSN 50A_23Des(USP+SN)_Student

8/9/2019 MM5009 DMSN 50A_23Des(USP+SN)_Student

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MM5009

Decision Making andNegotiation

Prof. Utomo Sarjono Putro

&

Santi Novani, Ph.D

MM5009 Decision Making and Negotiation !50

oung Professiona" #PU50$%

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INSTITUT TEKNOLOGI BANDUNG

M($

ProgrammeGradua teSchoo l o f Bus iness

htt)*++.m-a.it-.ac.id

M$S!/ 1 (US2N!SS $DM2N2S/$2NS34 1 (US2N!SS $ND M$N$6!M!N

2NS2U !7N62 ($NDUN6htt)*++.s-m.it-.ac.id+m-a


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3ontents

1. Vision and Mission of MBA-ITB ....................... 2 Error: Reference source not found

2. Learning Goals of MBA-ITB .............................. 2 Error: Reference source not found

. Learning Goals of T!is "ourse ......................... Error: Reference source not found

#. Learning $utco%es of T!is "ourse ................. Error: Reference source not found

&. T!e "ourse 'tructure ...................................... # Error: Reference source not found

(. T!e "ourse Plan .............................................. & Error: Reference source not found

). Lecturer Pro*le ................................................ + Error: Reference source not found

,. Grading ......................................................... 1 Error: Reference source not found

+. 'tudents Guidance ........................................ 1 Error: Reference source not found

1. References .................................................... 1 Error: Reference source not found

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Vision and Mission of MBA-ITB

Vision:

To /e A 0orld "lass Progra% of Master and Business Ad%inistration t!at

"reates Et!ical and Entrereneurial Leaders

Mission:

To educate and de3elo future leaders in /usiness

To de3elo sustaina/le education rogra% for /uilding !u%an

resource caacit4 needed for en!ancing industr4 co%etiti3eness in

Indonesia

.earning 6oa"s of M($82(In General5 T!e MBA-ITB6s learning goal is to de3elo students to !a3e t!e

follo7ing c!aracteristics: A 'trong co%etence in /usiness and tec!nolog4-/ased %anage%ent

as 7ell as decision %a8ing caa/ilities as de%onstrated /4 /usiness

leaders in t!e 7orld.

An et!ical leaders!i and rofessional %indset

An entrereneurial sirit /ot! as rofessionals and as entrereneurs.

A/ilit4 to %a8e decisions /ased on !u%an 3alues in a s4ste%ic and

integrated %anner so as to %eet t!e needs of t!e co%%unit4.

T!ere are t!ree rogra%s at MBA ITB Bandung ca%us 7it! seci*c

learning goals as follo7s:

$. oung Professiona"T!e learning goal of t!is rogra% is to /uild /usiness sensiti3it4 and/usiness ad%inistration 8no7ledge and s8ills re9uired to start career at%anagerial le3el.

(. 3reative and 3u"tura" !ntre)reneurshi) #33!%T!e learning goal of t!is rogra% is to teac! students a/out doing/usiness in creati3e and culture sectors and !o7 to %anage t!eir ne7/usiness in t!ese areas.

3. oung !ecutiveT!e learning goal of t!is rogra% to i%ro3e students6 agilit4 in decision%a8ing and to de3elo a !olistic 3ie7 of /usiness 7!ic! ena/les t!e% tolead a /usiness roect on a !ig!er le3el e;ecti3el4 in toda46s /usinessen3iron%ent.

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:.earning 6oa"s of his 3ourseT!e essential focus of t!is course is to /uild an understanding of decision-

%a8ing and negotiation rocesses. T!e course ro3ides guidances for

e;ecti3e decision %a8ing t!at a3oid co%%on %ista8es and !idden tras5

allo7ing students to de3elo insig!ts and understanding a/out t!e nature

of decision-%a8ing and negotiation5 t!roug! an introduction to a range of

rele3ant ideas5 issues and fra%e7or8s.

T!is course is foroung Professiona"students. It ai%s at teac!ing and

de3eloing t!e follo7ing co%etences:1. of a /usiness

rocess/. Tec!nical foundation in /usiness %anage%ent

i. A/ilit4 to understand decision %a8ing rocess?ii. Ability to use basic statistical tools (Probability*)iii. A/ilit4 to identif4 and anal4@e root causes of co%le

/usiness ro/le%?i3. A/ilit4 to anal4@e decisions in3ol3ing %ultile o/ecti3es?3. A/ilit4 to anal4@e decisions in3ol3ing %ultile criteria 7it!

aired co%arisons?3i. A/ilit4 to anal4@e decisions in3ol3ing uncertainties.

c. 'trategic designi. 'ol3ing decision ro/le%s in3ol3ing large nu%/er of factorsii. Al4ing si%ulation to t!e ro/le%s?

d. Leaders!ii. Ma8ing decisions in3ol3ing grous of indi3iduals.

2. a3ing %indset of an entrereneurial leader ina. "o%le Pro/le% sol3ing

i. Identif4ing and anal4@ing a conCict situation in /usiness/. Interacti3e Decision Ma8ing

i. I%le%enting negotiation 7it! ersecti3e of clai%ing 3alue

=7in lose>ii. I%le%enting negotiation 7it! ersecti3e of creating 3alue

=7in 7in>

;.earning utcomes of his 3ourse

After co%leting t!is course5 students 7ill /e a/le to ana"


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generating alternati3es5 and roosed so"utions to a com)"e

-usiness situation.

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'.he 3ourse StructurePlease dra7 a structure of co%etence /uilding in t!is course.

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A/ilit4 to anal4@e decisionand elain t!e 3ariet4 of

A/ilit4 to use negotiation

fra%e7or8 /ased on

A/ilit4 to

identif4 and

anal4@e root

causes of

A/ilit4 to anal4@e

decisions

in3ol3ing

A/ilit4 to

anal4@e

decisions

A/ilit4 to sol3e decision

ro/le%s in3ol3ing large

nu%/er of factors and al4

Elain and i%ro3e t!e co%etence instructuring ro/le%s /4 using decision

%a8ing and negotiation s8ills?

A/ilit4 to ana"


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5.he 3ourse P"anPlease *ll in t!e ta/le /elo7 7!ic! descri/es !o7 students are going to

attain seci*c co%etence as %entioned in t!e course structure a/o3e

and !o7 4ou6re going to e3aluate it.

>eek utcome#s% $ctivit

Reading:

- "!ater 1 inFener5 ". Tregoe5 B. =1++)>.The New RationalManager. PrincetonResearc! Press:Princeton

SN

(reak

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>eek utcome#s% $ctivit. Decision

Analysis for

Managementu!gment5 1-21

SN

(reak

Session : #09.'58.5%*

"ase of Del!i

Met!od

SN

>eek AMid erm

>eek ? A/ilit4

to understand

/asic of ga%et!eor4

A/ilit4 to

understand !o7to transfor%ro/le% intoga%es and itsstrateg4

Session #0?.00809.;0%*

To a3oid 'ilot!in8ing: 'odaGa%e

Kil%: Beautiful

Mind

Introduction to

Ga%e T!eor4

Avinash Dixit, Skeath andHeiley Jr.. Games ofStrategy, 2005

USP

(reak

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>eek utcome#s% $ctiviteek 0 Elain !o7 to

usedconfrontationanal4sis soft7areand !o7 toanal4@e t!eresults ofeeri%ent.

Al4 and

anal4@e a conCictro/le% fro% real7orld.

Session #0?.008

09.;0%* "onfrontation

Anal4sis=Dile%%a of"olla/oration>

"ase: Kil%

/eading*

"!. ( T!e 'iDile%%as5 1&-1)5 The "i#Dilemmas of$ollaboration% &nter'organisationalRelationshis asDrama5 Br4ant5 .5=2>.

USP

(reak

Session : #09.'58.5%*

Practicing

"onfrontationManager='oft7are ofDra%a T!eor4>

USP

>eek -


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@.ecturer ProB"e

Prof. Dr. Utomo Sarjono Putro!8mai"* utomoCs-m8it-.ac.id

Prof.Dr. Utomo Sarjono Putro recei3ed /ac!elor degree fro% undergraduate

stud4 rogra%5 Industrial Engineering Deart%ent of Engineering ITB on1++25

t!en on 1++& to 215 !e continued to Master and Doctoral rogra% at

Deartment of alue an! Decision "cience To+yo &nstitute of Technologyaan.

e u/lis!ed aers in se3eral international ournals5 suc! as &,,, Transaction

on "ystems Man an! $ybernetics "ystem Analysis Mo!eling "imulation and

"ystems Research an! -ehaioral "cience5 and also se3eral c!aters in Boo8s

u/lis!ed /4 'ringers.

is researc! interests include decision science5 s4ste% %odelling for olic4

de3elo%ent5 confrontation anal4sis5 negotiation5 ser3ice science and agent

/ased %odelling and si%ulation.

"urrentl45 !e is acti3e as an eert in President6s Deli3er4


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'!e !as also as a %e%/er of roect5 including researc! A7ard fro% 2& u to

no7 /4 DIFTI and LPPM ITB. er interest researc! is in Value "o-creation in

'er3ice '4ste% using Modeling and 'i%ulation.

A.6rading

Please %ention !o7 grading is deter%ined 7it!in t!is course. It s!ould /e/ased on t!e e3aluation 4ou seci*ed in t!e course lan a/o3e.

Ea%le:

2tem >eight

Indi3idual case assign%ents =Indi3idual5

su/%itted /efore class discussion>

2

'4ndicate case assign%ents =Grou5

su/%itted /efore class discussion>

1&

"lass articiation =Indi3idual> 1&

Mid Test =Indi3idualNDecision Ma8ing> 2&

Kinal Test =Indi3idualNJegotiation> 2&

$ 00

Jote:Hou %a4 also 7rite so%et!ing a/out !o7 4ou6re going to add students6

attitude or secial role in t!e class =e.g. class coordinator> into t!e *nal

grade. o7e3er5 it6s not eas4 to do t!at and 4ou !a3e to /e 3er4 clear

a/out it in order to a3oid co%laints fro% students.

?.Students 6uidance

In order to succeed5 students are ad3ised to do t!e follo7ings:1. Allocate suOcient ti%e for self-rearation2. Discuss concets and cases 7it! t!eir s4ndicate. Ela/orate ractical cases aart fro% cases gi3en#. a3e a roer notes of all lecture

&. "ontri/ute acti3el4 in t!e class

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9./eferencesPlease %ention %ain references t!at 4ou use in t!is course. Ma8e sure

t!at t!e4 are a3aila/le for students at MBA ITB li/rar4. If not suOcient5

lease as8 t!e li/rarian to order it for 4ou.

Main tet /oo8: Ba@er%an5 M.. =1++#5 t!ed.>. u!gment &n Managerial Decision Ma+ing. New

/or+% 0iley astie5 R. Da7es5 R. =215 2nd ed.>. Rational $hoice in an 1ncertain 0orl!.

The Psychology of u!gment an! Decision Ma+ing.$alifornia% "A2, Publications&nc.

Ba@er%an5 M.. 5 Jeale5 M.A. =1++2>. Negotiating Rationally. New /or+% 3ree

Press Br4ant5 .5 =2>. The "i# Dilemmas of $ollaboration% &nter'organisational

Relationshis as Drama5 o!n 0ile4 'ons Ltd.5 England. Gano5 D.L. =2)5 rd ed.>.Aollo Root $ause Analysis 4 A New 0ay of Thin+ing.

1"A Aollonian Publications 55$. Le7ic8i5 R. .5 Barr45 B5 'aunders5 D.M. =2)>. ,ssentials of Negotiation. #t!ed.

Boston5 MA: McGra7-ill5 2). T!o%son5 L. =2&> The Min! an! Heart of the Negotiator. rdedition. . 7D Negotiation. -oston Massachusetts% H-"

Press. Mal!otra5 D. Ba@er%an5 M.. =2,>. Negotiation 2enius. New /or+% H-"'

-antam -oo+s. o7ard5 J.5 "onfrontation Anal4sis: o7 to 0in $erations $t!er t!an 0ar5

""RP Pu/lication 'eries5 1+++. Br4ant5 .0.5 T!e 'i Dile%%as of "olla/oration: Inter-organi@ational

Relations!is as Dra%a5 o!n 0ile4 'ons5 2. A3inas! Diit and Barr4 Jale/u; : T!in8ing 'trategicall45 Jorton5 1++1

A3inas! Diit5 '8eat! and eile4 r.. Ga%es of 'trateg45 2&

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MM5009 DMSN 50A_23Des(USP+SN)_Student