Corso di studio in Management dell'Informazione e della Comunicazione Aziendale

Techniques Topics and simulations. Negotiation Techniques

––The different ways of negotiation

––The four important personal negotiation styles

––The hard, the weak and the mixed negotiation

Exercises and case simulations

––Negotiating with dominant interlocutor

––Negotiating in difficult situation

––Other exercises

Body language in business

––Learning observing negotiators

––Interpreting meaning of mimic, gesture and posture. Analysing the consistency between the spoken word and the silent language according to the situation, interlocutors and goals

––Major cultural differences

Exercises

––Simulations in small groups

Cross Cultural Negotiation Techniques. Introduction and discussion of the major elements by international transactions

––The basic concept of international negotiation

––Major basic rules and aspects of international negotiation, such as: main goal,

negotiating attitude, personal style, communicative approach, sensitivity of

time and propensity to take risks.

Several case simulations in small groups

––Special negotiation exercises and preparation for the examination

Examination test. Simulation to optimise examination performance

––Every group has to prepare the case as it would negotiate (60 minutes)

––One group negotiate with me, the other participants observe the performance

––Common analysis of the performance with a feed-back.

Begin with the examinations: four participants simulate a real negotiation.

Preparation time: 60 minutes, examination time: 45 minutes plus 15 minutes feed-back