MODULE 1: NEGOTIATION AND TEAM BUILDING (2-6 March)

Paolo Augugliaro (Coordinator)

MODULE 1: NEGOTIATION AND TEAM BUILDING (4-8 March)
Paolo Augugliaro (Coordinator) - 

 


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.

Methodology:

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;

Exam Rules (written test)

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

Director
Prof. Gustavo Piga
gustavo.piga@uniroma2.it

Executive Director
Prof. Annalisa Castelli
annalisa.castelli@uniroma2.it

Distance Learning Coordinator
Prof. Andrea Appolloni
andrea.appolloni@uniroma2.it

Secretariat
Cristina Cerri / Simona Rippo
cerri@economia.uniroma2.it
simona.rippo@uniroma2.it

Phone: +39 06 7259 5942
Fax: +39 06 2020 500
public.procurement@uniroma2.it.

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