Francesco De Rose is Category Manager in Coop Italia. He is head of the main office for Purchases in the pastry sector (main purchase office composed by Coop, Despar, Sigma and Gigante). He is director of the Trade Marketing and Sales Management program. He is also lecturer in Trade Marketing and Category Management at Bologna Business School. He was fixed term professor for Trade Marketing and Business to Business Marketing course at the University of Bologna. He looks after relationships and projects of collaboration between industries and distribution. Previously, he acquired some more marketing skills (strategic and operational). In addition, he is an expert in market research and development of distribution networks. Bachelor's degree in Economics and Business at the University of Bologna and Master in Developing Agents.
The context and climate of negotiation. Various negotiation styles and rules of conduct. Interpersonal relationships. Power. Attitudes and key behavior in negotiation. The phases of the negotiation process: preparation and definition of strategic negotiation, information exchange, negotiation tactics and concessions, closing the agreement. Ethics and negotiating.