363-1044-00L  Applied Negotiation Seminar

SemesterAutumn Semester 2020
LecturersA. Knobel
Periodicityyearly recurring course
Language of instructionEnglish
CommentNumber of participants limited to 30.

Prerequisites: Successful completion of lectures "363-1039-00L Introduction to Negotiation".



Courses

NumberTitleHoursLecturers
363-1044-00 SApplied Negotiation Seminar Special students and auditors need a special permission from the lecturers.
Permission from lecturers required for all students.
Block course

The lecture takes place in class (not recorded).
22s hrs
02.10.09:15-17:00HG E 33.1 »
09:15-17:00HG E 33.3 »
09:15-17:00HG E 33.5 »
03.10.09:15-15:00HG E 33.1 »
09:15-15:00HG E 33.3 »
09:15-15:00HG E 33.5 »
16.10.09:15-17:00HG E 33.1 »
09:15-17:00HG E 33.3 »
09:15-17:00HG E 33.5 »
17.10.09:15-15:00HG E 33.1 »
09:15-15:00HG E 33.3 »
09:15-15:00HG E 33.5 »
A. Knobel

Catalogue data

AbstractThe block-seminar combines lectures introducing negotiation and negotiation engineering with the respective application through in-class negotiation case studies and games.
ObjectiveIn this seminar students can expect to:

• learn more theory of negotiation and apply this learning in simulated negotiations
• have their perceptions of rationality, fairness and trust challenged through little embedded experiments
• learn to recognize and analyze negotiation contexts and interests and generate creative solutions
• learn to negotiate under pressure (with time and mandate restrictions) and experience (and potentially chair) a formal negotiation
• learn to read, analyze and present a scholarly paper
ContentThis block seminar is an extension of the course "Introduction to Negotiation" and provides more detailed insight into key aspects of the field of negotiation and negotiation engineering.

In particular,

• a series of brief lectures will outline foundational aspects of negotiation science, such as rationality, fairness, and trust, as well as the possible application of machine learning in negotiation
• three practitioners will describe lessons learnt in their negotiation domains (diplomacy, labor, and business) and allow time for Q&A and discussion
• Professor Ambühl will elucidate further current cases from his professional experience
• students will apply course input in a number of challenging simulations (ranging from simple 30 minute games to full-fledged international ten party negotiations). In each game they will be asked to represent a party and negotiate as skillfully as they possibly can within the constraints of their mandate
• each student will be assigned a scholarly paper (20 to 30 pages) between the two blocks to read. They will give a 20 minute group presentation with one or two of their peers and submit a brief reflection report after the seminar

The course size is deliberately limited (30 maximum) to enable ample opportunity to interact with the lecturers, guests and each other.

Performance assessment

Performance assessment information (valid until the course unit is held again)
Performance assessment as a semester course
ECTS credits3 credits
ExaminersA. Knobel
Typeungraded semester performance
Language of examinationEnglish
RepetitionRepetition only possible after re-enrolling for the course unit.
Additional information on mode of examinationStudents will be expected to
1. attend all sessions and participate actively in the games and discussions
2. give a 20 minute (group) presentation on a scientific paper
3. submit a 2-3 page report on the paper

Learning materials

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

Groups

No information on groups available.

Restrictions

General : Special students and auditors need a special permission from the lecturers
Permission from lecturers required for all students
PlacesLimited number of places. Special selection procedure.
Waiting listuntil 30.09.2020
End of registration periodRegistration only possible until 27.09.2020

Offered in

ProgrammeSectionType
GESS Science in PerspectiveEconomicsWInformation
GESS Science in PerspectiveD-MTECWInformation
Management, Technology and Economics MasterElective CoursesWInformation
MAS in Management, Technology, and EconomicsElectives, 1. and 3. SemesterWInformation