99115 - LABORATORIO: TEORIA E TECNICHE DELLA NEGOZIAZIONE

Course contents

The ability to negotiate effectively is a fundamental skill not only for the legal expert, and especially for the lawyer and the corporate lawyer, but, more generally, for anyone - entrepreneurs, managers, public administrators, diplomats - operating at medium or high level in the public and private sectors, nationally or internationally. The workshop aims to illustrate the principles, strategies and fundamental techniques of negotiation, constantly stimulating students to put them into practice through the use of exercises and simulated negotiations.

Within the workshop the following aspects will be explored:

• the different types of negotiation
• deciding if (and when) to negotiate
• planning the negotiation
• negotiating: negotiation styles
• negotiating: basic strategies
• negotiating: fundamental techniques
• the agreement
• the execution phase of the agreement

Readings/Bibliography

For attending students, the relevant materials will be indicated from time to time by the teacher during the lesson, and uploaded at the end of the lesson on "Virtuale", the e-learning platform of Unibo (https://virtuale.unibo.it/ ). In any case, it is recommended to use the following text as a support during the laboratory and for the study:

• A. KYPRIANOU, N. H'LIMI, La guida visuale alla negoziazione, Gribaudo, 2018.

For non-attending students, the study of the following  text is mandatory:

• R. GABELLINI, A. MONORITI, Negoziazione. Il manuale dell'interazione umana, Giuffré, 2023, pp. 1 - 258.

Teaching methods

The topics covered by the program will be deepened and actively discussed in the classroom between the teacher and the attending students. Since this is a laboratory-based training activity, students will also be involved in practical exercises and simulated negotiations.

In view of the eminently practical nature of the workshop, attendance, although not compulsory in the strict sense, is strongly recommended in order to derive maximum benefit from the study.

Assessment methods

For attending students, the examination consists of a written test (maximum duration: 90 minutes) comprising:

• 18 multiple-choice questions, each with three possible answers, only one of which is correct;
• 2 open-ended questions.
  

The final grade is determined by the sum of the following scores:

• 1 point for each correct answer to the 18 multiple-choice questions [Note: No penalties are imposed for incorrect or unanswered multiple-choice questions];
• 1 to 6 points for each correct answer to the 2 open-ended questions [Note: Specifically, 1-2 points will be awarded for sufficient or slightly more than sufficient answers, demonstrating limited critical ability and some difficulty in using technical-legal language; 3-4 points for fair or good answers, demonstrating fair or good critical ability, and fair or good use of technical-legal language; 5-6 points for very good or excellent answers, demonstrating significant critical ability and full mastery of technical-legal language].
  

For non-attending students, the examination is exclusively oral, consisting of 3-4 open-ended questions on the aforementioned text. The evaluation will consider the knowledge of the subject, the ability to make connections between different parts of the syllabus, the ability to develop critical arguments, and the clarity and accuracy of the exposition.


For examination purposes, students are considered attending if they are present for at least 80% of the total class hours.

Teaching tools

Students who, for reasons dependent on disabilities or specific learning disorders (DSA), need compensatory tools can communicate their needs to the teacher in order to be directed to the referents and agree on the adoption of the most appropriate measures.

Office hours

See the website of Giorgio Spedicato