SOI-091 Negotiation Skills

Instructor Andrea Caputo
Modality In presence
Duration 6 hours
Period First semester

3.10 h17-19
10.10 h19-21
16.10 h17-19

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.

Content summary

  • The nature of negotiation
  • Distributive negotiations
  • Integrative negotiations

Teaching methods

The course is delivered as a in presence course. 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).