VVZ API is not affiliated with ETH Zurich. Data might be outdated or incorrect. Please view the official ETHZ Vorlesungsverzeichnis for binding information.
Applied Negotiation Seminar
Last Updated: 2026-02-05 15:49:06
Abstract
The block-seminar combines lectures introducing negotiation and negotiation engineering with the respective application through in-class negotiation case studies and games.
Objective
In 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
Content
This 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.
General Information
- Language
- English
- Levels
- DS , MSC , NDS
- Frequency
- Yearly recurring
Examination
- Type
- ungraded semester performance
Registration & Places
- Signup End
- 24.09.2021
Course Components
| Type | Title | Time & Place | Hours |
|---|---|---|---|
| seminar |
Applied Negotiation Seminar
Permission from lecturers required for all students.
Block course
|
|
22 h semesterly |
Offered In
-
GESS Science in Perspective (Only the topics listed in this paragraph can be chosen as GESS Science in Perspective. Further below you will find the "type B courses Reflections about subject specific methods and content" as well as the language courses. 6 ECTS need to be acquired during the BA and 2 ECTS during the MA Students who already took a course within their main study program are NOT allowed to take the course again.)
-
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.)
-
Type B: Reflection About Subject-Specific Methods and Contents (Subject-specific courses: Recommended for doctoral, master and bachelor students (after first-year examination only). Students who already took a course within their main study program are NOT allowed to take the course again. These course units are also listed under "Type A", which basically means all students can enroll)
-
-
Management, Technology and Economics Master (Welcome and Introduction to MSc ETH MTEC Monday, 20.09.2021, 14.00 - 15.15 h, HG E 1.1 (tbc))
-
-
MAS in Management, Technology, and Economics (MAS MTEC Introductory Event for 1st Semester Students. Monday, 20.09.2021, 16.00 - 17.15 h, HG E 1.2 (tbc))