Negotiations Under Pressure - Managing Deadlocks, Emotions, and Irrationality: Theory and Role Playing
Information on the course
Team
- Prof. Dr. Dr. h.c. Uschi Backes-Gellner
- Dr. Patricia Palffy
- Matthias Schranner
Schedule
Block seminar: 31 August – 4 September, 2026 (Mon–Fri), 09:00–17:00, UZH Zentrum
Room information available after 24 Aug 2026.
Seminar description
This course is designed for Master students who wish to develop both a theoretical and practical understanding of negotiations, with a particular focus on complex and irrational situations. The course combines theoretical insights from Bazerman and Neale's "Negotiating Rationally" with a practice-oriented negotiations strategy for negotiations under pressure, the "Schranner Concept": It structures the negotiation process into four phases: preparation, opening, leadership, and deadlock.
The course pursues two interconnected goals. First, students will explore the theory of rational negotiations including common decision-making biases, and the practical challenges of high-pressure negotiations. Second, they will apply this knowledge in practical roleplays and simulations by analyzing negotiation processes and outcomes, reflecting on strategies for managing emotions, overcoming deadlocks, and maintaining leadership under pressure.
Application
The number of participants is limited. Please send your application including a current transcript, a motivation letter, and a short CV until 06.05.2026 to vhs@business.uzh.ch.
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