Applied Negotiation Seminar (HS 2017)
Contact: Andreas Knobel ()
Location: Main venue in bold face.
|Friday, 22 September 2017, 9.15 – 17.00||HG E22, E23, F26.1|
|Saturday, 23 September 2017, 9.15 – 15.00||HG E21, E22, E23|
|Friday, 6 October 2017, 9.15 – 17.00||HG E23, F33.2, F33.3|
|Saturday, 7 October 2017, 9.15 – 15.00||HG E33.1, E33.3, E33.5|
- Personal experiences by Prof. Ambühl
- Some more current case studies
- Automated negotiation
- Electricity treaty
- EU fund distribution
- Trolley bus
National Councillor Maya Graf
Maya Graf (Green Party) has been a member of the national council of Switzerland (Nationalrat) since 2001 and presided the council in 2013. During her political career she has served on many committees and will give us some insight into the political wrangling behind closed doors.
Prof. Gertrude Hirsch Hadorn
Prof. Hirsch Hadorn is an Adjunct Professor at the Department of Environmental Systems Science at ETH where she co-teaches the course Analysing Arguments in Science and Ethics. She will teach you how to avoid possible fallacies in your argumentation.
Dr. Michel Piot
Dr. Michel Piot is Public Affairs Manager at Swisselectric, the organisation of the largest Swiss power companies (Axpo and Alpiq). He will tell you about the current attempts to renegotiate the Wasserzinsen (water rates).
Adriaan 't Gilde
Adriaan 't Gilde is Head of Global Purchasing at Geberit, a Swiss company in the field of sanitary products with annual net sales of 3 billion USD. Adriaan 't Gilde will tell you about Game Theory applied in business negotiations.
- Find two like-minded people to form teams of three. Each team will be assigned one of the papers below (you will get a hardcopy on the first day). Read it, and explain its main ideas to the others in a 10 minute team presentation followed by a 5 minute discussion on Friday, 6 October
- Write a 2-3 page summary each of your paper, convert it to pdf, and send it to by Sunday, 8 October 2017.
|1||Ken Binmore||Rationality (PDF, 234 KB)||2015|
|2||Reinhard Selten||Game Theory, Experience, Rationality (PDF, 2.7 MB)||1998|
|3||Amos Tversky, Daniel Kahneman||Prospect Theory (PDF, 703 KB)||1979|
|4||Ariel D. Procaccia||Cake Cutting: Not Just Child's Play (PDF, 3.1 MB)||2013|
|5||Andreu Mas Colell||Bargaining Games (PDF, 235 KB)
|6||Daniel Druckman||Intuition or Counterintuition? The Science behind the Art of Negotiation (PDF, 120 KB)||2009|
|7||William P. Bottom||Keynes’ Attack on the Versailles Treaty: An Early Investigation of the Consequences of Bounded Rationality, Framing, and Cognitive Illusions (PDF, 461 KB)||2003|
|8||Andreas Diekmann||The Power of Reciprocity: Fairness, Reciprocity, and Stakes in Variants of the Dictator Game (PDF, 140 KB)
|9||Jason S. Enia||Sequencing Negotiating Partners: Implications for the Two-Level Game? (PDF, 186 KB)
||Kaveh Madani||Game theory and water resources (PDF, 508 KB)