363-1039-00L  Introduction to Negotiation

SemesterSpring Semester 2021
LecturersM. Ambühl
Periodicityyearly recurring course
Language of instructionEnglish



Courses

NumberTitleHoursLecturers
363-1039-00 GIntroduction to Negotiation2 hrs
Wed10:15-12:00ML D 28 »
14.04.12:15-13:00ML D 28 »
28.04.12:15-13:00ML D 28 »
12.05.12:15-13:00ML D 28 »
M. Ambühl

Catalogue data

AbstractThe course introduces students to the concepts, theories, and strategies of negotiation and is enriched with an extensive exploration of real-life case-study examples.
ObjectiveThe objective of the course is to teach students to recognize, understand, and approach different negotiation situations, by relying on a range of primarily quantitative and some qualitative analytical tools.
ContentWe all negotiate on a daily basis – on a personal level with friends, family, and service providers, on a professional level with employers and clients, among others. Additionally, negotiations are constantly unfolding across various issues at the political level, from solving armed conflicts to negotiating trade and market access deals.

The course aims to provide students with a toolbox of analytical methods that can be used to identify and disentangle negotiation situations, as well as serve as a reference point to guide action in practice. The applicability of these analytical methods is illustrated through examples of negotiation situations from international politics and business.

The theoretical part of the course covers diverse perspectives on negotiation: with a key focus on game theory, but also covering Harvard principles of negotiation, as well as the negotiation engineering approach developed by Prof. Ambühl at ETH Zurich. The course also dedicates some time to focus on conflict management as a specific category of negotiation situations and briefly introduces students to the social aspects of negotiation, based on the insights from psychology and behavioral economics.

The empirical part of the course draws on case-studies from the realm of international politics and business, including examples from Prof. Ambühl’s work as a career diplomat. Every year, the course also hosts two guest lecturers – representatives from politics or business leaders, who share practical experience on negotiations from their careers.
LiteratureThe list of relevant references will be distributed in the beginning of the course.

Performance assessment

Performance assessment information (valid until the course unit is held again)
Performance assessment as a semester course
ECTS credits3 credits
ExaminersM. Ambühl
Typeend-of-semester examination
Language of examinationEnglish
RepetitionA repetition date will be offered in the first two weeks of the semester immediately consecutive.

Learning materials

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Only public learning materials are listed.

Groups

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Restrictions

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Offered in

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Management, Technology and Economics MasterGeneral Management and Human Resource ManagementW+Information
MAS in Management, Technology, and EconomicsGeneral Management and Human Resource ManagementW+Information
Spatial Development and Infrastructure Systems MasterMajor Courses for all majorsWInformation