365-0347-00L  Negotiation and Advocacy Skills

SemesterAutumn Semester 2019
LecturersM. Gutmann
Periodicityyearly recurring course
Language of instructionEnglish
CommentExclusively for MAS MTEC students (third semester).

Completion of “Introduction to Negotiation” (363-1039-00) in an earlier semester is mandatory.
Once you have completed the course enrollment in «myStudies», please press the button «Learning Materials» to access the Moodle course. Directly afterwards you must select a date for the block course in Moodle.


365-0347-00 SNegotiation and Advocacy Skills
Two-day course: 21./22.11.2019.
Thursday: 11:00-20:00 and Friday: 08:15-17:00.
16s hrs
21.11.11-20WEV F 109 »
22.11.08-17WEV F 109 »
M. Gutmann

Catalogue data

AbstractParticipants are introduced to practical frameworks for negations and advocacy and apply them in discussions, cases and exercises.
ObjectiveIn this course participants are introduced to the practical dimensions of how organization's represent their interests vis-à-vis external stakeholders.

Participants will learn basic frameworks and theories for

-stakeholder mapping and management
-advocacy campaign design
-negotiations preparation and execution

and apply them to practical contexts through discussions, group exercises and simulations.
ContentThis two-day skills course gives students a basic introduction to how organizations represent their interests vis-à-vis external stakeholders. In particular, it examines negotiations (exchanges between parties designed to reconcile their differences and produce a settlement) and advocacy (imparting or exchanging information through speaking, writing or some other medium with the aim of influencing another party). The course comprises a mixture of lectures, discussions, group work and simulations. It complements the material covered in Introduction to Negotiation, a required pre-requisite to this course.

The first day focuses on negotiations skills and covers the following topics:
-Planning and preparation for negotiations
-Common frameworks for negotiations
-Social dimensions (power, influence, persuasion, behavior cues, culture, and gender) of negotiations
-Ethics and ethical dilemmas in negotiations and advocacy
The main group exercise of the first day is a negotiation simulation.

The second day focuses on advocacy and covers the following topics:
-Lobbying and political communications foundations
-Stakeholder mapping and management
-Advocacy campaign design
-Message and presentation design
The main group exercise of the second day is a case study discussion and presentation.

The course is structured to give an introductory overview of the topics. Recommended readings for further studies will be provided on moodle. Students will be required to read the instructions for the negotiation simulation and the case study before arriving in class. Attendance and participation is required on both course days.
LiteraturePre-session reading is composed of:

-a short case study
-instructions/mandate for a negotiation simulation

All required and recommended readings will be available on moodle.

Performance assessment

Performance assessment information (valid until the course unit is held again)
Performance assessment as a semester course
ECTS credits1 credit
ExaminersM. Gutmann
Typeungraded semester performance
Language of examinationEnglish
RepetitionRepetition only possible after re-enrolling for the course unit.
Additional information on mode of examinationCredit points will only be assigned if the following criteria are met: Full attendance of both course days and full completion of all course assignments.

Learning materials

No public learning materials available.
Only public learning materials are listed.


No information on groups available.


Places60 at the most
PriorityRegistration for the course unit is only possible for the primary target group
Primary target groupMAS ETH in Management, Technology, and Economics (365000) starting semester 03
Waiting listuntil 29.09.2019
End of registration periodRegistration only possible until 15.09.2019

Offered in

MAS in Management, Technology, and EconomicsSkill-Based Training, 1. and 3. SemesterWInformation