Peter L Nye
B CUSP 131
Various topics designed to respond to curricular interests and needs for first-year students. Offered: AWSp.
Section D: Consumer Psychology & Personal Finance Section G: Negotiation & Persuasion (Scroll down for description.)
D: Consumer Psychology & Personal Finance. This course provides an introductory examination of personal consumption decisions and financial management tools. Students will study decision-making models that support wise spending, saving, borrowing and investment choices. They will critically examine societal norms and institutions that may encourage dangerous financial choices, as well as those that protect the consumer and enable wise informed choices. Important topics include financial math, money management, investment strategy and consumer psychology. The primary goal is to increase financial literacy and to make students more aware of factors that influence their consumption choices.
G: Negotiation & Persuasion. Students will examine effective negotiation techniques and useful theories of persuasion and attitude change. They will apply these techniques and theoretic insights in simulated negotiations. This is a laboratory for practicing practical, theory-based bargaining strategies. Students will practice negotiating business contracts, job offers, interpersonal conflicts, consumer disputes and ethical dilemmas.
Student learning goals
General method of instruction
Section D: Consumer Psychology. Short lectures will introduce useful theories, analytical methods and decision-support tools. Students will analyze case problems that explore important consumer decisions(auto financing,investment strategy)and issues(deceptive advertising, truth in lending, social consumption).
Section G: Negotiation. The success of this workshop depends on diligent student preparation for each meeting and thoughtful participation in class activities. Class time will be devoted primarily to bargaining "games", role-plays and case discussions. In addition, most of these exercises will be thoroughly debriefed.
Class assignments and grading
Section D: Consumer Psychology. Grades will be based on class discussion, two case problems (written analysis) and two exams.
Secction G: Negotiation. Grades will be based on participation (5 negotiation exercises), two case write-ups and a comprehensive final examination.