Obiettivi formativi
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.
Prerequisiti
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Risultati di apprendimento attesi
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.
Contenuti Del Corso
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.).
Testi Di Riferimento
R. Fisher - W. Ury - B. Patton, Getting to yes. Negotiating agreement without giving in (2012). Random house business book
D. Malhotra, Negotiating the Impossible, (2016). Berret-Koehler publishers, inc.
R. Fisher - D. Shapiro, (2005) Beyond reason, Penguin Books
W. Ury, Getting Past No (2007). Bantam Books
Metodologie Didattiche
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.
The training course can take place both in person or in distance learning.
Modalità di verifica dell'apprendimento
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Criteri per l’assegnazione dell’elaborato finale
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Settimana 1
Introduction
Conflicts:
- The origin of conflicts: interests
- The perception of conflict: pathological or physiological phenomenon?
Role Play: “GE”
Settimana 2
Conflicts:
- Modalities of conflict management: Force, Law, Interests
Role play: “Staple Rights”
Settimana 3
Principles of effective negotiation:
- Where are we. Positional negotiation.
- Where we want to go. Principled
Negotiation.
- separate people from the problem
- focus on interests
- generate options for both parties
- use objective criteria
Role play: “Smooth Fit”
Settimana 4
Principled Negotiation; Separate people from the problem
The dimension of “Relationship”:
Perceptions
- Sensations and perceptions
- Selective perception and reactive devaluation
- Put yourself in the other side’s shoes
Role play: “Falluja”
Settimana 5
Principled Negotiation; Separate people from the problem
Emotions
- Positive and negative emotions
- Emotional intelligence Stop thinking, start feeling
- How to manage the emotions of others (and ours...) in negotiation?
- The 5 core concerns:
Appreciation
Affiliation
Autonomy
Status
Role
Role play: Stakes Engagement
Settimana 6
Principled Negotiation; Separate people from the problem
Comunication
- Perceptions, emotions and communication
- Convince or persuade?
- Persuasive communication
Listening to start communicating and to manage the emotions of others. Listening (active)
- The form of communication. Effective transmission of one's messages (voice, gaze, smile and facial expression, movement and posture)
Role Play: Active listening
Settimana 7
Principled Negotiation; Separate people from the problem
The dimension of “Process”
- Who?
- Where?
- How?
- When?
Role play: The Problematic Cure
Settimana 8
Principled Negotiation; Separate people from the problem
The dimension of “Substance”:
- Mapping, gradation and composition of own and others’ interests;
- Identification of BATNA (Best Alternative to a Negotiated agreement) own and of the other side;
- The point of reference (own and of the others side);
- ZOPA (Zone of Possible Agreement)
- Being aware of your choices: what I should do and what I could do
Role Play: “Sally Soprano”
Settimana 9
The language of innovation: get in challenge, go to action!
Role play: “The pheasant egg”
Role Play “Colonel Chicken”
Settimana 10
The language of innovation: get in challenge, go to action!
Role play: “Shannon Quick Cash”
Role play: “The Vikings”
Role play: “Smooth -fit”
Settimana 11
The language of innovation: get in challenge, go to action!
Role Play “Bakra Beverage”
Role Play “Moms.com”
Settimana 12
The language of innovation: get in challenge, go to action!
Role Play: “Greekonia”
Role Play: “Aerospace”