The course aims at teaching students the scientific principles that govern human being interaction as the utmost important source for any innovation process. During the course, participants will test their beliefs and opinions, overcome their rational and emotional prejudices, analyze complex negotiating scenarios and discover innovative interaction skills to maximize and best pursue their goals in life and profession. Students will learn to generate innovative options by gathering information and dovetailing interests. This program emphasizes an understanding of both interpersonal behaviors and analytical tools for dealing effectively with conflicts and innovative solutions to solve problems. Human being interaction is an essential competence in today’s dynamic workplace and private life. Dealing with customers, suppliers, or colleagues, ability to interact effectively is vital to the success of organizations and communities.

At the end of the training course, the student will have acquired an overall and progressive ability to manage conflicts in a professional and scientific way through the principles of the Science of Negotiation and Human Interaction.

The course will give students the opportunity to: - analyze the origin of conflicts and explain how they can be handled: strength, law and interests; - deepen basic knowledge about theories and stages of human interaction and effective negotiation behaviors: from positional negotiation to principled negotiation; - behave effectively to "create value" dealing with three dimensions: relationship, process, substance; - learn to manage human interaction (perceptions, emotions and communication); - learn how to prepare and manage the negotiation process (Who? How? Where? When?); - prepare and manage the substance of the negotiation (Interests, BATNA, Point of Resistance, etc.).

A. Monoriti – R. Gabellini NegotiAction, Human Being Interaction – The Handbook – (2024) McGraw-Hill https://www.bookrepublic.it/ebook/9788838611940-negotiaction-mcgraw-hill-education-italy/ https://www.amazon.it/NegotiAction-Angelo-Monoriti/dp/8838612498

The course consists of theoretical and practical training modules supplemented by self-taught in-depth activities. In particular, it includes: Theoretical training: students will be able to learn theoretical notions through an experiential and pragmatic training method based on multiple learning channels (visual, auditory, kinesthetic) Practical training: Students will be able to practice what they have learned in the classroom by applying negotiation techniques as part of an interactive comparison. In-depth activities: To complete the educational path, for each module, supplementary readings are recommended that are useful to the process of learning the basics of the subject. During the course, handouts and material relating to simulations will be distributed. To complete the educational path, for each module, supplementary readings are recommended that are useful for the learning process of the fundamental notions on the subject..

Students who participate in more than 70% of lessons, shall be considered as compliant Students who participate in less than 70% of lessons, shall be considered as non compliant. Compliance Students are evaluated through a continuous assessment that corresponds to one-third (1/3) of the overall evaluation. Such evaluation will be based on the participation of the students to the Role Plays: (i) n. of role plays participated; (ii) performance on the role play. In the exam sessions, attending students take an individual final oral exam that corresponds to two-thirds (2/3) of the overall evaluation.Compliant Students shall focus more specifically on one chapter of the textbook at their preference; non compliant students will have to cover exhaustively the entirety of the textbook. Non Compliant Students are evaluated exclusively through a single final oral examination (100%), thus losing the continuous assessment grade. The final oral exam for Non Compliant Students shall cover the entirety of the textbook “NegotiAction”.

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