Autumn Semester 2020 takes place in a mixed form of online and classroom teaching.
Please read the published information on the individual courses carefully.

Michael Ambühl: Catalogue data in Autumn Semester 2016

Name Prof. Dr. Michael Ambühl
FieldNegotiation and Conflict Management
Professur Verhandlungsführung
ETH Zürich, WEV K 511
Weinbergstr. 56/58
8092 Zürich
Award: The Golden Owl
Telephone+41 44 632 98 87
DepartmentManagement, Technology, and Economics
RelationshipFull Professor

351-0778-00LDiscovering Management
Entry level course in management for BSc, MSc and PHD students at all levels not belonging to D-MTEC. This course can be complemented with Discovering Management (Excercises) 351-0778-01.
3 credits3GB. Clarysse, M. Ambühl, S. Brusoni, E. Fleisch, G. Grote, V. Hoffmann, P. Schönsleben, G. von Krogh, F. von Wangenheim
AbstractDiscovering Management offers an introduction to the field of business management and entrepreneurship for engineers and natural scientists. The module provides an overview of the principles of management, teaches knowledge about management that is highly complementary to the students' technical knowledge, and provides a basis for advancing the knowledge of the various subjects offered at D-MTEC.
ObjectiveDiscovering Management combines in an innovate format a set of lectures and an advanced business game. The learning model for Discovering Management involves 'learning by doing'. The objective is to introduce the students to the relevant topics of the management literature and give them a good introduction in entrepreneurship topics too. The course is a series of lectures on the topics of strategy, innovation, corporate finance, leadership, design thinking and corporate social responsibility. While the 14 different lectures provide the theoretical and conceptual foundations, the experiential learning outcomes result from the interactive business game. The purpose of the business game is to analyse the innovative needs of a large multinational company and develop a business case for the company to grow. This business case is as relevant to someone exploring innovation within an organisation as it is if you are planning to start your own business. By discovering the key aspects of entrepreneurial management, the purpose of the course is to advance students' understanding of factors driving innovation, entrepreneurship, and company success.
ContentDiscovering Management aims to broaden the students' understanding of the principles of business management, emphasizing the interdependence of various topics in the development and management of a firm. The lectures introduce students not only to topics relevant for managing large corporations, but also touch upon the different aspects of starting up your own venture. The lectures will be presented by the respective area specialists at D-MTEC.
The course broadens the view and understanding of technology by linking it with its commercial applications and with society. The lectures are designed to introduce students to topics related to strategy, corporate innovation, leadership, corporate and entrepreneurial finance, value chain analysis, corporate social responsibility, and business model innovation. Practical examples from industry experts will stimulate the students to critically assess these issues. Creative skills will be trained by the business game exercise, a participant-centered learning activity, which provides students with the opportunity to place themselves in the role of Chief Innovation Officer of a large multinational company. As they learn more about the specific case and identify the challenge they are faced with, the students will have to develop an innovative business case for this multinational corporation. Doing so, this exercise will provide an insight into the context of managerial problem-solving and corporate innovation, and enhance the students' appreciation for the complex tasks companies and managers deal with. The business game presents a realistic model of a company and provides a valuable learning platform to integrate the increasingly important development of the skills and competences required to identify entrepreneurial opportunities, analyse the future business environment and successfully respond to it by taking systematic decisions, e.g. critical assessment of technological possibilities.
Prerequisites / NoticeDiscovering Management is designed to suit the needs and expectations of Bachelor students at all levels as well as Master and PhD students not belonging to D-MTEC. By providing an overview of Business Management, this course is an ideal enrichment of the standard curriculum at ETH Zurich.
No prior knowledge of business or economics is required to successfully complete this course.
363-1044-00LApplied Negotiation Seminar Restricted registration - show details
Due to didactics reasons, the number of participants is limited to 30.

Prerequisites: Successful completion of lectures "363-1039-00L Introduction to Negotiation".
3 credits2SM. Ambühl, A. Knobel
AbstractThe block-seminar combines lectures introducing negotiation, negotiation engineering and specific aspects of successful negotiation with the respective application through in-class negotiation case studies and games.
ObjectiveStudents obtain a concentrated insight into key aspects of the field of negotiations, negotiation engineering and specific aspects of successful negotiation. Multiple opportunities to apply that knowledge in different negotiation situations allow for an in-depth learning experience.
363-1049-00LContemporary Conflict Management3 credits2VM. Ambühl, S. C. Zürcher
AbstractThe course provides students with theoretical background and practical insights in conflict management in the 3 areas international, business and interpersonal (legal) relations. Students are introduced into theoretical concepts related to the research field and real world case studies including examples of international conflicts, WWI, old and new regional conflicts, business and mediation.
ObjectiveStudents will gain
- knowledge of history of conflict management;
- comprehension of major ideas in the theory and practice of conflict management, mediation, transformation and resolution;
- application of theoretical concepts to current conflict situations;
- evaluation of conflict situations in international relations and business.
ContentThe following topics will be covered:
- history of international and regional conflicts;
- theoretical concepts of conflict management;
- theoretical models of arms races and conflict escalation;
- case studies in international conflicts, as well as in business.

Distinguished guest speakers will be invited.
Literature- Jacob Bercovitch, Victor Kremenyuk, and I. William Zartman (editors) (2013): The SAGE Handbook of Conflict Resolution. SAGE, Los Angeles, LA
- Oliver Ramsbotham, Tom Woodhouse, and Hugh Miall (2012): Contemporary Conflict Resolution. Polity Press, Cambridge, UK
-Jacob Bercovitch and Richard Jackson (2012): Conflict Resolution in the Twenty-first Century: Principles, Methods, and Approaches. University of Michigan Press, Ann Arbor, MI
- Peter Wallensteen (2012): Understanding Conflict Resolution. SAGE, London, UK
- Tricia Jones and Ross Brinkert (2007): Conflict Coaching: Conflict Management Strategies and Skills for the Individual. SAGE Publications, London, UK
- Susan S. Raines (2013): Conflict Management for Managers: Resolving Workplace, Client, and Policy Disputes (The Jossey-Bass Business & Management Series). Jossey-Bass, San-Francisco, CA
- William Ury (2015): Getting past no: Negotiating with difficult people. Random House, UK
- Philip D. Straffin (1993): Game theory and strategy. Mathematical Association of America, Washington, DC.
363-1050-00LConference of Disarmament: Simulation of Negotiations Restricted registration - show details
Does not take place this semester.
3 credits2SM. Ambühl
AbstractThe Global Studies Institute (University of Geneva) is organizing a simulation seminar on nuclear disarmament in collaboration with the Chair of Negotiation and Conflict Management (ETH), experts from the United Nations Institute for Disarmament Research and the Geneva Center for Security Policy.
ObjectiveThe simulation is conducted in collaboration with experts and students during a two days seminar at the University of Geneva.

Students will have the possibility to participate in simulated diplomatic negotiations and to analyse and assess the negotiation logic behind the situations. They should gain insight in the basic information on disarmament issues and on the functioning of the Conference on Disarmament as well as on negotiation techniques in general.
ContentThe simulation project is intended for Master's or Doctoral students of the Global Studies Institute (GSI) of the University of Geneva, of the ETH and for interested students of the Geneva Centre for Security Policy (GCSP). The simulation will be in French and English and is conducted by Prof. Calmy-Rey, former President of Switzerland.

In the lectures, students will be provided with basic information on disarmament issues and on the functioning of the Conference on Disarmament as well as on negotiation techniques in general. Students will take the role of negotiators in the simulation (including the heads of the delegations), of keeper of the minutes or of observers and analysts.
Students will co-develop their mandates for the negotiation and be assisted by experts that are specialized in international negotiations as well as in the topic of disarmament. The negotiation tables will be chaired by former diplomats. Representatives of diplomatic missions in Geneva will play the role of the "Capitals" to which the heads of delegations will have to give account of the ongoing negotiations.

More details on the program, timetable, reading lists and performance assessment will be published here:

The simulation will take place on the 26 and 27 November 2015 at the University of Geneva.

Languages: English and French

Dates/Time/Location (GE = University of Geneva)

22 Sept. | ETH HG D 22 | 10:15-12:00 | Introduction
29 Sept. | GE Uni Mail Salle 1170 | 10:15-12:00 | Introduction to Negotiation Techniques (Dr. Vitalijs Butenko and Dr. Sibylle Zürcher, ETH)
6 Oct. | ETH HG D 16.2 | 10:15-12:00 | Distribution of the roles, composition of the negotiation tables, preparation of mandates for the HA (humanitarian approach)
13 Oct. | ETH HG D 22 | 10:15-12:00 | Preparation of the mandates for the FMCT (Fissile Material Cut-off Treaty)
20 Oct. | GE Uni Mail Salle 1170 | 10:15-12:00 | No session; Students deepen and summarize their mandates on one page (A4)
27 Oct. | GE Uni Mail Salle 1170 | 10:15-12:00 | Discussion of the Mandates I (FMCT)
10 Nov. | GE Uni Mail Salle 1170 | 10:15-12:00 | Discussion of the Mandates II (HA)
17 Nov. | GE Uni Mail Salle 1170 | 10:15-12:00 | Preparation Meeting
26 & 27 Nov. | GE Salles 407 et 408 | 10:00-18:00 | Simulation at Uni Dufour
1 Dec. | GE Uni Mail Salle 1170 | 10:15-12:00 | Discussion of the results

The participation in the simulation on 26. and 27. November in Geneva is necessary.
The two hours lectures on the 22. September, 6. and 13. October have to be attended in Zürich via conference call (ETH HG D 16.2). The other lectures during the semester can be attended via Skype.
To get the 3 ECTS, students have to participate at the 2 days simulation In Geneva, attend the 3 mandatory lecture parts via conference call an Zürich and write a report of 5 pages at the end of the course.

(Technical note for registration: At this stage all registered students are on the waiting list)