The course aims to provide the students with a solid knowledge of the subject through three logical steps: i) a theoretical one, which will enable them to get a clear comprehension of negotiation as a “category” of human action, and of its constituent elements, as well as to recognize, analyze, and constructively manage a wide range of conflicting situations; ii) a methodological one, which will explain the main methods in use for managing competitive and cooperative aspects of negotiation, enhance ability to communicate with people of different types and cultures, and show how a skillful negotiating aptitude adds to self-confidence, positive relations, and success, both at national and international level, in a bilateral or multilateral framework, also in view of a "culture of negotiation" greatly helpful in both personal and professional daily life; iii) a technical one, which will lead the students through the whole development of a typical bilateral negotiation process and provide them with useful suggestions and practical tools for reaching agreements.

Knowledge: 1. Origins, developments, recent configuration (main schools of thought), and characteristics of the subject. 2. Theory, methodology, and basic techniques of negotiation, both at national and international level, in a bilateral or multilateral framework. Skills: 3. Skills enhancement in communicating in an empathetic, persuasive, and constructive way, being good at coping with different human characters. 4. Ability to recognize and to analyze real or potential conflict situations, to become creative in elaborating options, and to always try to find possible solutions. Competence: 5. At the end of the course, students will be able to evaluate different situations and find ways for solving contrasts and conflicts through negotiation. 6. In short, they will also be able to contribute to peace through the development of a real “culture of negotiation” in their personal and professional life.

The course will address various issues, such as: the origins, developments, and current configuration of the subject, and its interdisciplinary character; the nature of negotiations, from political-diplomatic aspects to the business, social, cultural or organizational ones, as well as everyday life approaches; the nature and the roots of conflict; the so-called "culture of negotiation", as a difficult but always stimulating path from conflict to understanding, and its ethical, political, economic, social and cultural values; the complexity of negotiation in balancing competition and cooperation, both at national and international level, in a bilateral or multilateral framework, and the practical development of a bilateral negotiation process through its different phases. The course will develop through a total of 24 contact hours, including analysis of videos and written documents, practical examples, tests and, if possible, role-play and simulations.

Recommended: - Giovanni Polizzi, Compendium of Theory, Methodology, and Technique of Negotiation, in www.lulu.com/bookstore; as well as lecturer’s articles, essays or other printed material for study; - Dale Carnegie, How To Win Friends and Influence People, Simon & Schuster, New York, 1936; - R. Fisher - W. Ury, Getting to Yes, Houghton Mifflin Co., Boston, 1981. Also suggested: - D.W. Hendon - R.A. Hendon, How To Negotiate Worldwide, Gower, Aldershot, 1989; - H. Raiffa, The Art and Science of Negotiation, Harvard University Press, 1982; - J. Winkler, Bargaining for Results, Heinemann, London, 1982; - G. Kennedy, Everything is Negotiable, Random House, London, 1990; - D.A. Lax - J.K. Sebenius, The Manager as Negotiator, The Free Press, New York, 1986; - Delage - Mayette, Mieux négocier avec la grande distribution, Chotard, Paris, 1986; - J. Ilich, Dealbreakers and Breakthroughs, Praeger, New York, 1992.

Teaching method will be based on the lectures, but it will also take into account, according to the available time, analysis of videos and written documents, practical assignments, open discussions, case studies, tests and, if possible, role-play and simulations, in order to stimulate the active participation of the students and reinforce their learning outcomes.

Assessment method will consist of both a final written questionnaire and an oral brief exam, and it will be based also on regular attendance of the course, making exercises and/or tests in writing, as well as taking part in, and/or carefully following, role-play and simulations.

Excellent learning outcomes and results of examination, as well as strong interest and real motivation by the applicant.