Barbara Nocco (Coordinator)

Start Day: Mon 24 March

End Day: Fri 28 March



The objectives of the course are:

  • Developing the knowledge of the main Negotiation Strategies and Technics;
  • Developing the ability to set a negotiation and diagnosing the context (the importance of supplier, the power of the parties, the expected length of the relationship with the supplier, the objectives ..);
  • Developing the knowledge of the personal negotiation aptitudes that are consciously or not used with the counterpart;
  • Developing the ability to lead a negotiation trough the integration (win-win) model based on the Fisher and Ury' theory;
  • Developing the ability to recognize and neutralize the unfair tactics that the counterpart can use.



The guiding line of the course is using the lesson hall as a laboratory, a protected environment where recognizing and testing personal negotiation aptitudes and skills. To make such principle true, the course will mainly have an experiential nature, in order to let each participant see and change his own behaviour repertory.
A part from the lesson, the instruments the course will use are:

  • Role playing
  • Feedback by other participants
  • Feedback by the trainer
  • Self-diagnosis questionnaire on personal behaviour style


Lecturer 1 

Paolo Augugliaro

Date March 24 and 25: hours 9.00 - 1.00 and 2.00-5.30

 Lecture content


Lecturer 2

Barbara Nocco (slides will be available at the end of  lecturers)

Date March 26 and 27: hours 9.00 - 1.00 and 2.00-5.30



The students will have to answer several multiple choice questions and one open question (2 hours)


The exam to be studied is the material used in classroom during the lectures. 

It's not possible consult the class material during the exam, but it's allowed using translator devices.


The exam will be held on May 23th, 2014.  


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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