Andreas Eigenmann

A negotiated solution can only be found if both sides benefit from it. Objective criteria, including their weighting, must be defined in order to assess the benefits. Agreeing on these criteria and their weighting in advance speeds up the negotiations. ‘Electricity companies, environmental protection organisations and cantons have agreed on rules and a list of […]

How can ‘influencing’ and ‘negotiating’ be used to turn projects into reality? What negotiation strategies should be pursued and what framework conditions are needed to ensure that negotiations result in stable contracts in both the political and economic environment? Dr Adis Merdzanovic (lecturer at the ZHAW) and Dr Adrienne Suvada (lecturer at the ZHAW) asked

Arguments should be valid and credible. This is how we prepare ourselves if we want to win over our counterpart for a project idea. We deliberately focus on the three most important arguments, the weakest in the middle and the strongest at the end. So what about assessing a large number of counter-arguments? Reality shows