Course 2017-2018 a.y.

Classes: 23 (II sem.)

Instructors:
Class 23: LEONARDO CAPORARELLO

Being able to negotiate is a fundamental skill for policy makers and managers of any private and public institution and organization. Indeed, some of most relevant tasks of policy makers and managers are to deal with environmental and organizational uncertainty, define objectives and directions, and to influence and coordinate people to achieve their goals. Performing all these activities requires the capability to manage multiple relations with all the stakeholders. Negotiation skills enable this capability, and contribute to achieve a superior-level of effectiveness. Thus, this course explores the perimeter of negotiation situations, and explains strategies and techniques to negotiate successfully.

• Increasing the awareness about how negotiation skills can contribute to effective decision and policy making processes.
• Understanding the mandate to identify situations where negotiating makes sense.
• Presenting a framework to support the analysis of negotiation situations.
• Explaining the different strategies to negotiate effectively with diverse stakeholders.
• Analyzing main techniques to execute the negotiation strategy.
• Discussing case studies to support the concrete application of the suggested frameworks and techniques.
• Using exercises to facilitate the development of negotiation skills.

For attending students

During the course, students prepare an assignment (as a team or individual) to experience and describe the typical dynamics of a negotiation process. Furthermore, an individual written final exam concludes the course. This final exam determines 70% of the final grade, while the assignment accounts for the remaining 30%.
Students can earn bonus points (up to 2 points) through active contribution to the class discussion.
The individual final exam consists of three open questions. There are not partial exams.

For non attending students

The individual final written exam determines 100% of the course grade. The exam consists of three open questions.

For attending students

• R. FISHER, W.L. URY, Getting to yes, negotiating an agreement without giving in, London, Random House Business Book, 2012.
• A. FAIZULLAEV, Diplomatic Interactions and Negotiations, Negotiation Journal, 2014.
• J.W. SALACUSE, Negotiating: the top ten ways that culture can affect your negotiation, Ivey Business Journal Online, 2004.

For non attending students

• B. TEODORESCU, Strategies and stratagems of negotiation, International Letters of Social and Humanistic Sciences 26, 2014, pp. 157-163.
• W.T. CHEBET, Negotiation skills: keys to business excellence in the 21st century?, European Journal of Research and Reflection in Management Sciences 3(3), 2015, pp. 23-31.
• J.M. BRETT, Negotiating globally, Jossey-Bass, San Francisco, 2014, 3rd edition, chapters 3 and 7.