SOI-091 Negotiation Skills

Instructor Andrea Caputo
Modality In presence
Duration 6 hours
Period First semester
Dates 10/11/2022 at 17:00-19:00

Course objectives

The course teaches attendees to develop and implement effective negotiation strategies. Participants will be supported in identifying individual strengths and weaknesses and develop a broad understanding of the ethics and agents involved in negotiations.

Participants will learn how to manage different negotiation situations, how to prepare for a negotiation, how to adjust their strategy, how to analyze and practice negotiation strategies and techniques alone, when part of a team, or in an agency relationship. Attendees will benefit from a blended delivery of asynchronous and synchronous content, and live simulations.

Content summary

  • The nature of negotiation
  • Distributive negotiations
  • Integrative negotiations

Teaching methods

The course is delivered as a blended course, featuring a mix of online (asynchronous and synchronous sessions) and one in-person 2-hour session. The course is intended for participants without prior knowledge of negotiation, and it is aimed at developing negotiation skills via theoretical and practical learning.


Lewicki, Saunders & Barry, Negotiation, McGraw-Hill, 2015, 7th edition (or previous / later edition).