Insegnamento a.a. 2020-2021


Department of Management and Technology

Course taught in English
Go to class group/s: 23
BIG (3 credits - I sem. - OB  |  SECS-P/10)
Course Director:

Classes: 23 (I sem.)

Lezioni della classe erogate in presenza

Mission & Content Summary


Being able to negotiate is a fundamental skill for policy makers and managers of any private and public institution and organization. Indeed, some of most relevant tasks of policy makers and managers are to deal with environmental and organizational uncertainty, define objectives and directions, and to influence and coordinate people to achieve their goals. Performing all these activities requires the capability to manage multiple relations with all the stakeholders. Negotiation skills enable this capability, and contribute to achieve a superior-level of effectiveness. Thus, this course explores the perimeter of negotiation situations, and explains strategies and techniques to negotiate successfully.


  • Increasing the awareness about how negotiation skills can contribute to effective decision and policy making processes.
  • Understanding the mandate to identify situations where negotiating makes sense.
  • Presenting a framework to support the analysis of negotiation situations.
  • Explaining the different strategies to negotiate effectively with diverse stakeholders.
  • Analyzing main techniques to execute the negotiation strategy.
  • Discussing case studies to support the concrete application of the suggested frameworks and techniques.
  • Using exercises to facilitate the development of negotiation skills.

Intended Learning Outcomes (ILO)


At the end of the course student will be able to...
  • Identify situations that are (or are not) negotiable.
  • Identify the essential information to formally define the received negotiation mandate.
  • Understand what negotiation strategy, and relative techniques, are most appropriate in the given situation.
  • Recognize the negotation strategy, and relative techniques, adopted by the other negotiator(s).
  • Understand the influencing techniques that are most relevant to support negotiation processes.


At the end of the course student will be able to...
  • Analyze a negotiation situation.
  • Collect the necessary information for supporting the preparation of the next negotiation meetings.
  • Work in teams to exploit different competences and skills useful to conduct successful negotiation meetings.

Teaching methods

  • Face-to-face lectures
  • Online lectures
  • Guest speaker's talks (in class or in distance)
  • Interactive class activities (role playing, business game, simulation, online forum, instant polls)


  • Inviting a guest speaker - by online lecture - will provide an additional perspective and expertise useful to furthermore develop your negotiation skills
  • Interactive class activities consist of team-based exercise, role play simulation, and other team-based review activities aiming at making students to practice and enhancing their negotiation skills. Moreover, students are strongly invited to actively contribute to the in-class discussions.

Assessment methods

  Continuous assessment Partial exams General exam
  • Written individual exam (traditional/online)
  • Active class participation (virtual, attendance)


  • Individual final exam

    Attending students are required to take an individual final exam (70% of the final individual grade).

    The written exam for attending students consists of three open questions, that aim at evaluating students' ability a) to describe when and how to negotiation in different settings, b) to recognize the different negotiation strategies and how to apply them into real situation, c) to identify critical success factors to run effective negotiation processes, d) to know how to use different negotiation styles according to the specific situation, e) to understand how culture can affect the negotiation dynamics among different stakeholders.


  • Class participation

    Active participation is an important element for effective learning. Attending students are asked to actively participate in class discussions.

    Based on the quality of the contribution, class participation counts for 30% of the final individual grade.


  • Individual written exam
    The non-attending students individual written exam counts for 100% of the final score.
    The exam consists of three open questions, that aim at evaluating students' ability a) to recognize potential negotiation situations, b) to describe different negotiation scenarios and stratagems, c) to highlight main elements and characteristics of each negotiation strategy, given the specific context, d) to discuss the role of culture when negotiating, e) to understand how to switch among the different negotiation strategies.

Teaching materials


Readings and other learning resources for attending students are indicated in detail in the course syllabus.


Readings and other learning resources for non-attending students are indicated in detail in the course syllabus.

Last change 18/07/2020 19:24