| Nummer | Titel | ECTS | Umfang | Dozierende |
|---|
| 363-1039-00L | Introduction to Negotiation  | 3 KP | 2G | M. Ambühl,
T. Langenegger |
| Kurzbeschreibung | The course combines different lecture formats to provide students with both the theoretical background and the practical appreciation of negotiation. A core element of the course is an introduction to the concept of negotiation engineering. |
| Lernziel | Students learn to understand and to identify different negotiation situations, analyze specific cases, and discuss respective negotiation approaches based on important negotiation methods (i.a. Game Theory, Harvard Method). |
| Inhalt | The course combines different lecture formats to provide students with both the theoretical background and the practical appreciation of negotiation. A core element is an introduction to the concept of negotiation engineering. The course covers a brief overview of different negotiation approaches, different categories of negotiations, selected negotiation models, as well as in-depth discussions of real-world case studies on international negotiations involving Switzerland. Students learn to deconstruct specific negotiation situations, to differentiate key aspects and to develop and apply a suitable negotiation approach based on important negotiation methods. |
| Literatur | The list of relevant references will be distributed in the beginning of the course. |
