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Introduction to Negotiation
Last Updated: 2026-02-05 15:42:31
Abstract
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.
Objective
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).
Content
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.
Resources
Literature
The list of relevant references will be distributed in the beginning of the course.
General Information
- Language
- English
- Levels
- DS , DR , MSC , NDS
- Frequency
- Yearly recurring
Examination
- Type
- end-of-semester examination
Course Components
| Type | Title | Time & Place | Hours |
|---|---|---|---|
| lecture with exercise | Introduction to Negotiation |
|
2 h weekly |
Offered In
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GESS Science in Perspective (Only the courses listed below will be recognized as "GESS Science in Perspective" courses. Further below you will find courses under the category "Type B courses Reflections about subject specific methods and content" as well as the language courses. During the Bachelor’s degree Students should acquire at least 6 ECTS and during the Master’s degree 2 ECTS. Students who already took a course within their main study program are NOT allowed to take the course again.)
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Type A: Enhancement of Reflection Competence (Suitable for all students. Students who already took a course within their main study program are NOT allowed to take the course again.)
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Type B: Reflection About Subject-Specific Methods and Contents (Subject-specific courses: Recommended for bachelor students after their first-year examination and for all master- or doctoral students. Students who already took a course within their main study program are NOT allowed to take the same course again. All these courses are listed under the category “Typ A”, this means, every student can enroll in these courses.)
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Doctoral Department of Mechanical and Process Engineering (More Information at: )