Negotiation Skills

The art of negotiation is now an indispensable requirement in any working context.

The course prepares people of all ages, education, and seniority to become highly effective negotiators.

The course is designed for those who wish to achieve better results from their negotiations with customers, suppliers, and colleagues and provides participants with new tools to increase their negotiating skills.

Program Deliverables:

  • What makes us successful in negotiations
  • When and how to use or create leverage in negotiations, and avoid unnecessary compromises, without damaging relationships
  • A process-driven approach to negotiations, based on identifying and satisfying stakeholder interests
  • Ways to obtain buy-in, by brainstorming creative options that permits to differentiate value for all stakeholders
  • Persuasive communication that calibrates expectations and uses data to influence the decision-making process
  • How to handle difficult people and situations, including price negotiations and cross-cultural negotiations

The course uses Adult Learning Methodology techniques (created by experts from Harvard University).

The program is divided into three days in the part-time online format.

 

In partnership with:

Accreditation

EQUIS

Bologna Business School is EQUIS – EFMD Quality Improvement System accredited, one of the most important international quality assessment and continuous improvement systems for Schools of Management and Business Administration.


Ceynur Nak

Ceynur Nak

Executive Director
ayseceynur.nak@bbs.unibo.it

" The program takes a contemporary and engaging approach, where participants learn essential negotiation techniques in a fun way. "

Structure

The training course is divided into three days in weekend format (Friday and Saturday), of which a day of follow-up and final role-plays.

Each teaching session is from 09.15 to 17.45.

The following topics will be deepened:

  • Finding new, lower cost ways to satisfy customers’ business interests and help buyers meet their objectives
  • Building on our strong relationships and brand to deliver mutually beneficial results and leverage new opportunities to grow
  • Using data to demonstrate the total value we bring
  • Gaining an advantage by being better organized and thorough in our preparation
  • Building on our strengths and being more consistent in applying negotiation best practices
  • Staying calm and strategic to handle difficult negotiations

The date of the sessions are:

  • 3-4 february 2023
  • 3 march 2023

Online activities are planned from December 2022.

 

Learning approach

Our courses are characterized by a Faculty of academics and consultants. The teaching methodology avails itself of the support of an e-learning platform in which materials and exercises will be uploaded for the study and deepening between the three teaching sessions.

The program offers participants an engaging and interactive way to learn by playing thanks to the “Online Learning Games”.

Faculty

Faculty members at Bologna Business School work together offering outstanding teaching standards. An international and interdisciplinary approach is guaranteed by a joint team of distinguished national core professors, adjunct, visiting professors, guest speakers and top managers.

Networking

Networking takes place between students in the same class, between participants and lecturers, and with students from other courses or previous editions of the same program.

COMPANIES

Over the years, our partners have been constantly involved in the various activities that make up the structure of our programs. Companies belonging to our network participate in project work and master classes; they actively contribute to introducing guest speakers and organizing company visits. Our partners are our first supporters: they sponsor various scholarships, host internships for students and provide professional opportunities for graduates. The partner companies of Bologna Business School are:

AEROPORTO G. MARCONI ASSICOOP BOLOGNA METROPOLITANA AUTOMOBILI LAMBORGHINI BOLOGNA FIERE BREVINI POWER TRANSMISSION CAMERA DI COMMERCIO DI BOLOGNA CAMERA DI COMMERCIO DI FERRARA CAMERA DI COMMERCIO DI FORLÌ-CESENA CAMERA DI COMMERCIO DI MODENA CAMERA DI COMMERCIO DI RIMINI CAMST CARPIGIANI GROUP CASSA DI RISPARMIO IN BOLOGNA CONFCOMMERCIO EMILIA ROMAGNA CONFINDUSTRIA EMILIA ROMAGNA COSWELL DATALOGIC DUCATI MOTOR HOLDING ENEL ENGINEERING INGEGNERIA INFORMATICA EXPERT SYSTEM FALORNI FASTWEB FERRARELLE FERRARI FERRETTI GROUP FINALMA FONDAZIONE CARISBO FONDAZIONE CASSA RISPARMIO CESENA FONDAZIONE CASSA RISPARMIO DI CENTO FONDAZIONE CASSA RISPARMIO DI IMOLA FONDAZIONE CASSA DI RISPARMIO DI CARPI FONDAZIONE CASSA DI RISPARMIO DI FERRARA FONDAZIONE CASSA DI RISPARMIO DI PADOVA E ROVIGO FONDAZIONE G. MARCONI FONDAZIONE IBM ITALIA FONDAZIONE ISABELLA SERÀGNOLI FONDAZIONE DEL MONTE DI BOLOGNA E RAVENNA FONDAZIONE PER LA COLLABORAZIONE TRA I POPOLI FOOD TREND FOUNDATION FURLA GOOGLE ITALIA GRANAROLO GROUPM GRUPPO COESIA GRUPPO SISTEMA H-ART HSPI HAWORTH HERA HORSA IBM ITALIA IMA ICONSULTING INTESA SAN PAOLO KPMG ADVISORY LABORATORI GUGLIELMO MARCONI LANDI RENZO LEGACOOP BOLOGNA LIGHTHOUSE MANUTENCOOP MAPE MAPS MASAI ITALIA MASERATI MICROSOFT ITALIA MONTENEGRO N.C.H. NUOVI CANTIERI APUANIA OLIDATA ONIT GROUP OPERA SANTA MARIA DEL FIORE PHILIP MORRIS ITALIA POLTRONESOFÀ REGIONE EMILIA-ROMAGNA RICOH S.E.C.I. GRUPPO INDUSTRIALE MACCAFERRI SAP SCS CONSULTING STMICROELECTRONICS SCHNEIDER ELECTRIC SEPS TECHNOGYM TEUCO THE BOSTON CONSULTING GROUP TOYOTA MATERIAL HANDLING ITALIA TREVI GROUP UMBERTO CESARI UNICREDIT UNIEURO UNINDUSTRIA BOLOGNA UNIPOL VEM SISTEMI VERONESI VIABIZZUNO VIDEOWORKS VOLVO CAR ITALIA WPP ITALIA YOOX NET-A-PORTER GROUP

FEES

The registration fee for the program is 2000 euros (plus VAT) to be paid by the start date of the course.

The fee includes all the study material available through the online platform and access for one year to the Alignor website (www.Alignor.com).

There are discounts:
– for early registrations;
– for Business Network companies;
– for Alma and Profingest Alumni;
– for groups of at least 3 people.

INTERPROFESSIONAL FUNDS

Alumni and companies can check the availability of vouchers at the Interprofessional Fund of reference:

Fondimpresa – for middle managers / middle management
Fondo Dirigenti PMI – for managers of industrial SMEs
Fonditalia
Fondirigenti – for managers
Fon.Coop – for cooperative companies

REQUIREMENTS

The course is reserved for a maximum of 15 participants.

APPLICATION PROCESS

To register, simply download the registration form and send it by email.

Application Form for Companies Application Form for Individuals

FAQs

The documents used in the classroom and any further reading or exercises will be uploaded to our platform, whose credentials will be delivered in the classroom.

Should a group of colleagues wish to participate in the program, it is possible to contact the Program Manager to evaluate an ad hoc participation price.

Our short courses do not require a specific course of study. It is important to have a few years of work experience behind you that can help you, inside the classroom, by bringing real cases dealt with and solutions adopted during your work.

At the end of the course, a participation certificate is issued (upon reaching 80% of classroom hours).

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