Insegnamento a.a. 2026-2027

This course covers the following topics:

• Negotiation theories
• Principled negotiation
• Negotiation strategies and tactics
• Individual differences in negotiation
• Diplomatic negotiations

• Describe and explain the main principles of the principled negotiation approach.
• Explain the differences between principled negotiation and other negotiation approaches.
• Identify the most appropriate negotiation strategies and tactics for a given situation.
• Recognize the negotiation strategies and tactics used by other negotiators.
• Understand the role of individual differences in negotiations.
• Understand the specific characteristics of diplomatic negotiations.

• Identify situations that are (or are not) negotiable.

• Analyze negotiation situations.

• Consider the negotiators' characteristics when analyzing and conducting negotiations.

• Prepare for and conduct negotiations both individually and in teams.

• Lectures
• Guest speaker's talks (in class or in distance)
• Practical Exercises
• Interaction/Gamification

Classes consist of theoretical modules and practical applications, including individual and team-based exercises, case study discussions, and a guest talk.

Attendance. To qualify as an attending student, a student must satisfy the 75% attendance requirement by attending at least 9 of the 12 sessions. Absences for any reason count toward this requirement. A student who does not satisfy this requirement automatically becomes a non-attending student.

Individual final exam grade. The individual final exam aims to evaluate students’ knowledge and understanding of the negotiation theories, principled negotiation approach, negotiation strategies and tactics, the characteristics of diplomatic negotiations, and individual differences in negotiation. The exam is a written exam, based on the course slides, and it consists of 11 true-false and 10 multiple-choice questions. The exam is graded on an X/31 basis. The individual final exam accounts for 70% of the overall course grade.

Participation grade. In-class participation is essential for applying a learning-from-experience approach and simulating real-world scenarios, thereby enhancing students’ ability to analyze negotiation situations and conduct individual and team-based negotiations.

Attending students have opportunities to participate in in-class activities and discussions during each session. For each session, students can receive either 0 or 1 participation point. The overall participation grade is computed as Y = 19 + (y1 + y2 + ... + y12), where y(n) represents the participation grade for session n. Participation accounts for 30% of the overall course grade.

Overall course grade. The overall course grade is assessed on a Pass/Fail basis. It is computed as 70% × X + 30% × Y. When the total is ≥ 18, the grade is "Pass"; when the total is < 18, the grade is "Fail."

Individual final exam. Non-attending students are required to take an individual final exam, which accounts for 100% of the overall course grade. The exam is a written exam, based on the book for non-attending students, and it consists of 11 true-false and 20 multiple-choice questions. It is designed to evaluate students' knowledge and understanding of diplomatic negotiations, as well as their ability to apply this knowledge to real-world scenarios.

1. Delcorde, R. (2025). International diplomatic negotiation. Bruylant (selected chapters).

2. Faizullaev, A. (2014). Diplomatic interactions and negotiations. Negotiation journal, 30(3), 275-299.

3. Fisher, R., Ury, W. L., & Patton, B. (2011). Getting to yes: Negotiating agreement without giving in. Penguin (selected chapters).

Delcorde, R. (2025). International diplomatic negotiation. Bruylant (all chapters).