363-1039-00L  Introduction to Negotiation

SemesterSpring Semester 2020
LecturersM. Ambühl
Periodicityyearly recurring course
Language of instructionEnglish



Courses

NumberTitleHoursLecturers
363-1039-00 GIntroduction to Negotiation2 hrs
Wed10:15-12:00ML D 28 »
01.04.12:15-13:00ML D 28 »
08.04.10:15-12:00HG F 3 »
22.04.10:15-13:00HG F 3 »
29.04.10:15-12:00HG F 3 »
06.05.10:15-13:00HG F 3 »
13.05.10:15-12:00HG F 3 »
20.05.10:15-12:00HG F 3 »
27.05.10:15-12:00HG F 3 »
M. Ambühl

Catalogue data

AbstractThe 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.
ObjectiveStudents 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).
ContentThe 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.
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

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

Groups

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Restrictions

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Offered in

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GESS Science in PerspectiveD-MAVTWInformation
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