Ateneo - UPO

Informations on:
1. relationshps and communication;
2. Reliably negotiating optimal outcomes requires a keen appreciation of the negotiation process, systematic preparation, and honed interpersonal skills. In this intensive, interactive program, you will acquire a framework, tools, techniques, and skills for maximizing the value of your negotiated outcomes

Eugenio Torre - Appunti di Psichiatria e Psicologia Clinica a cura di Carmen Usai e Patrizia Zeppegno - Aracne Editrice

Learning Objectives:
Acquire a systematic framework for analyzing and understanding negotiation
Assess and heighten your awareness of your strengths and weaknesses as a negotiator
Learn how to create and maximize value in negotiations
Gain problem-solving techniques for distributing value fairly while strengthening relationships
Develop skills to deal with difficult negotiators and hard-bargaining tactics
Learn how to match the process to the context
Discover how effectively to manage and coordinate across and behind-the-table negotiations

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Featuring dynamic lectures and demonstrations, negotiation role-play and other skill-building exercises, facilitated small group discussions, Use of film clips; this program is designed to actively involve participants in the learning process.

Students with physical disabilities, Learning Disabilities or Special Education Needs can request specific services and tools via the Staff Sviluppo e Coordinamento Carriere e Servizi alle Studentesse e agli Studenti, consulting the University webpage: https://www.uniupo.it/en/services/services students-physical-or-learning-disabilities Students with disabilities, learning disabilities or special education needs, once they have contacted the University Staff, can refer to the tutor in charge of the course to define the examination modalities, concerning academic aspects

written compilation of a difficult personal negotiation plan in order to use what has been learned

1. Warm up Introduction of tutors and subject, ice-breaker exercise
2. Basics of good communication Good negotiators communicate clearly and concisely. This session includes tips and techniques on how to communicate well, especially understanding and using body language correctly.
3. First impressions and building rapport The way that the other negotiating party sees you is very important. This session looks at how to create a confident and assertive first impression, and how to build trust.
4. Your personal style versus others and how to influence Everyone has a style of operating that is most natural and comfortable to them. This session looks at how your preferred personal style affects your ability to influence others.
5. Planning a negotiation Wherever possible, negotiations should be planned in advance, to ensure the negotiator is confident and knowledgeable. This session shows participants how to prepare thoroughly
6. Conducting a negotiation Every negotiation is different but there are common stages to many negotiations. This session takes participants through the different stages and what they need to do during each one.
7. Managing conflict Negotiation may be used to resolve a conflict or may sometimes arise from a negotiation that went badly. This session helps participants to understand why conflict arises and how to manage it confidently.
8. Action planning The final session of the second day will review the material covered and give participants time to prepare a personal action plan to use the learning in practical ways.

Gender implications will be discussed.

By the end of this course participants will:
 Know how create a positive first impression and be more assertive
 Know how to prepare properly for a negotiation
 Be able to evaluate what drives the other party
 Use language and body language to influence and to create cooperation
 Manage conflict, uncomfortable situations and difficult people