The course illustrates the aims and content of the negotiating process, adopting an interdisciplinary approach to analysis.

The primary objective is for students to develop the expertise necessary to recognise the specific aspects of negotiations involving inter-cultural relationships and to understand the complex factors that contribute to the success of such negotiations.

Intercultural negotiation. The negotiating process. Communication styles and individual differences.  The influence of cultural frameworks on inter-personal communication. Maps for analysing cultural models: strengths and aspects requiring care.   Managing negotiations by valorising differences. Negotiation effectiveness factors.  Active listening. Emotional self-awareness. Creative conflict management. 

Expertise and capacity for understanding:students must demonstrate an understanding of the specific aspects and characteristics of the negotiating process. They must acquire the knowledge necessary to understand the impact of cultural differences on negotiations.  They must develop competence in the tools available for improving the effectiveness of negotiations.

Applied expertise and capacity for understanding: students must acquire the basic competence needed to recognise the impact of cultural paradigms on communication, to identify risks and success factors in intercultural negotiations and to identify the approaches best suited to the specific context.

Autonomy of judgement: students must demonstrate the capacity to express considerations on the themes covered in the course and to reflect on the responsibilities associated with the application of their knowledge. They must also develop an awareness of the role that negotiating processes play in effective personal and corporate activities.

Communication skills: students must be able to communicate their conclusions clearly, along with the facts and reasoning underlying them, using language and specific terminology in a pertinent manner. 

Capacity for learning: students must demonstrate a capacity for dealing with complex themes and applying the knowledge they acquire during the course in an interdisciplinary manner. They must also demonstrate a capacity to learn from self-guided study.

The results of such learning shall be applied through didactic methods to be described later.

The teaching material prepared by the lecturer in addition to recommended textbooks (such as for instance slides, lecture notes, exercises, bibliography) and communications from the lecturer specific to the course can be found inside the Moodle platform › blended.uniurb.it

Company testimonial to be defined

Teaching

• Interactive classroom lessons
• Case studies with participatory learning;
• Individual and group exercises,
• Case discussions and self-analysed cases.

Course books

Sclavi M. (2003), Arte di ascoltare e mondi possibili. Come si esce dalle cornici di cui siamo parte, Bruno Mondadori, Milano (The art of listening and possible worlds. How to work outside the frameworks we are part of, Bruno Mondadori, Milan).

Ury W. (2009), Il no positivo, Tea, Milano (The positive no, Tea, Milan).

Meyer E. (2015), The culture map, PublicAffairs, New York

Assessment

Assessment is by oral examination, with an option of a written examination. 
Assessment criteria are: mastery of the relevant knowledge, the formulation of a suitable response, the capacity for identifying links between different themes, clarity of explanation. 
Marks are given out of a total of thirty. 

Disabilità e DSA

Le studentesse e gli studenti che hanno registrato la certificazione di disabilità o la certificazione di DSA presso l'Ufficio Inclusione e diritto allo studio, possono chiedere di utilizzare le mappe concettuali (per parole chiave) durante la prova di esame.

A tal fine, è necessario inviare le mappe, due settimane prima dell’appello di esame, alla o al docente del corso, che ne verificherà la coerenza con le indicazioni delle linee guida di ateneo e potrà chiederne la modifica.

Teaching

Study of recommended texts is required of students who do not attend the course.

Course books

Sclavi M. (2003), Arte di ascoltare e mondi possibili. Come si esce dalle cornici di cui siamo parte, Bruno Mondadori, Milano (The art of listening and possible worlds. How to work outside the frameworks we are part of, Bruno Mondadori, Milan).

Ury W. (2009), Il no positivo, Tea, Milano (The positive no, Tea, Milan).

Meyer E. (2015), The culture map, PublicAffairs, New York

Assessment

Assessment is by oral examination, with an option of a written examination. 
Assessment criteria are: mastery of the relevant knowledge, the formulation of a suitable response, the capacity for identifying links between different themes, clarity of explanation. 
Marks are given out of a total of thirty. 

Disabilità e DSA

Le studentesse e gli studenti che hanno registrato la certificazione di disabilità o la certificazione di DSA presso l'Ufficio Inclusione e diritto allo studio, possono chiedere di utilizzare le mappe concettuali (per parole chiave) durante la prova di esame.

A tal fine, è necessario inviare le mappe, due settimane prima dell’appello di esame, alla o al docente del corso, che ne verificherà la coerenza con le indicazioni delle linee guida di ateneo e potrà chiederne la modifica.