Paolo Augugliaro (Coordinator)

Professor Augugliaro:

Start Day: Thuesday, 2 March 2017

End Day: Saturday, 4 March 2017

  Thu 02 March Fri 03 March Sat 04 March Sat 03 June (Recupero)
10 AM - 1 PM Paolo Augugliaro Paolo Augugliaro Paolo Augugliaro Paolo Augugliaro
2 PM - 5 PM Paolo Augugliaro Paolo Augugliaro Paolo Augugliaro Paolo Augugliaro
Paolo Augugliaro Lecture Content

Objectives of the Module:

i. developing the knowledge of the main negotiation strategies and techniques;
ii. developing the ability to set a negotiation and analyze the context (the importance of supplier, the power of the parties, the expected length of the relationship with the supplier, the objectives);
iii. developing the knowledge of the personal negotiation aptitudes that are generally used with the counterpart;
iv. developing the ability to lead a negotiation trough the integration (win-win) model based on the Fisher and Ury’s theory;
v. developing the ability to recognize and neutralize the unfair tactics that the counterpart can use.


The guiding line of the course is using the classroom as a laboratory, a protected environment where recognizing and testing personal negotiation aptitudes and skills. The course mainly has an experiential nature, in order to let each participant observe and change his/her own behaviour repertory.
The evaluation instruments used during the Module are:

role playing;
feedback by other participants;
feedback by the trainer;
self-diagnosis questionnaire on personal behaviour style.

Exam Rules

Department of Economics and Finance
University of Rome "Tor Vergata"
Via Columbia 2, 00133 Roma

Prof. Gustavo Piga

Executive Director
Prof. Annalisa Castelli

Distance Learning Coordinator
Prof. Andrea Appolloni

Cristina Cerri / Simona Rippo

Phone: +39 06 7259 5942
Fax: +39 06 2020 500

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