INFLUENCE & NEGOTIATION

The Certificate aims to develop skills related to: Analyzing complex negotiation situations; Applying effective negotiation strategies and tactics; Using influence levers in a conscious and ethical manner; Managing conflicts and building win-win agreements; Communicating persuasively in professional contexts.

No specific prerequisites are required. The Certificate allows students to acquire basic knowledge and gain familiarity with the main concepts and models related to negotiation and influence, referring to: • Application approaches; • Reference trends and scenarios; • Practical cases and examples from professional or organizational contexts.

At the end of the course, students will have acquired skills to: Analyze negotiation situations by identifying interests, positions, stakeholders, and power dynamics; Evaluate psychological and relational factors (cognitive biases, emotions, perceptions) that influence negotiation processes; Interpret verbal and non-verbal signals to understand intentions, resistance, and the interlocutor's levers; Apply negotiation techniques (preparation, managing concessions, use of influence levers) in simulations and real-world contexts; Design negotiation strategies consistent with objectives, alternatives, and context constraints; Evaluate one's own negotiation style and the impact of one's choices on the process and outcomes; Develop conflict management skills oriented towards value creation and "win-win" solutions. The acquired skills are cross-functional and applicable to a wide range of roles, including commercial, HR, legal/administrative, entrepreneurial/start-up, and cross-functional positions.

The course delves into content related to: Fundamental concepts of negotiation, such as BATNA (Best Alternative to a Negotiated Agreement) and value creation and distribution logic; Knowledge of influence and persuasion principles, including psychological levers and mechanisms that guide interlocutors' decisions; Understanding the phases of the negotiation process (preparation, opening, exchange management, closing, and implementation); Understanding the role played by emotions, cognitive biases, and perceptions in negotiation and decision-making processes; Familiarity with principles of effective communication (active listening, framing, managing objections) as a lever for influence and conflict management; Knowledge of the main theoretical frameworks of negotiation (win-win approach, win-lose dynamics) and their areas of application.

Throughout the course, students will be provided with handouts explaining the topics covered. At the end of the Certificate programme, further reading materials – which are optional, not compulsory – will be recommended to help students further their individual learning; for example: Max Eggert, Body Language – Giunti; John Townsend, Presentations – Giunti; Carmine Gallo, Talk Like TED (or Communicate like Steve Jobs) – Vallardi.

Methods designed to promote learning will be adopted, including: role plays and simulations case studies structured peer feedback self-evaluation (negotiation style, influence style) guided discussions and debates targeted use of digital tools and AI (for storyline generation and problem-solving support).

Evaluation is based on simulations and role plays during classroom sessions and the preparation of a Team Project Work involving the development of a Business Case, to be presented on the exam day for eligibility verification. The Certificate is assessed on a pass/fail basis. Requirement for obtaining the Certificate: regular attendance of at least 70% of the learning activities and successful completion of the final assessment. For "non-compliant" students and students exempt from the attendance requirement, learning outcomes will be assessed through an oral examination, defined by the instructor in accordance with the Certificate content, learning objectives, and expected learning outcomes. For this purpose, the examination for "non-compliant" students and students exempt from the attendance requirement may include, at the instructor's discretion, questions on course content, discussion of cases or practical scenarios, analysis and discussion of materials, presentation and discussion of individual assignments, or any other assessment methods deemed appropriate to verify the full achievement of the expected learning outcomes. The Digital Badge will only be awarded to students who meet the minimum 70% attendance requirement. Therefore, students who, for any reason, including exemption from the attendance requirement, do not meet this threshold will not be eligible to receive the Digital Badge, even if they successfully pass the final examination.

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