Andreas Eigenmann

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