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.
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 behave effectively to "create value"
Testi Di Riferimento
A. Monoriti – R. Gabellini NegotiAction, Human Being Interaction – The Handbook – (2024) McGrow-Hill
https://www.bookrepublic.it/ebook/9788838611940-negotiaction-mcgraw-hill-education-italy/
Metodologie Didattiche
The course consists of theoretical and practical training modules supplemented by self-taught in-depth activities.
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
The origin of conflicts
Settimana 2
Modalities of conflict management
Settimana 3
Principles of effective negotiation:
Positional negotiation vs Principled Negotiation
Settimana 4
Principles of effective negotiation:
Positional negotiation vs Principled Negotiation
Settimana 5
Principled Negotiation; Separate people from the problem
Emotions
Settimana 6
Principled Negotiation; Separate people from the problem
Comunication
Settimana 7
Principled Negotiation; Separate people from the problem
The dimension of “Process”
Settimana 8
Principled Negotiation; Separate people from the problem
The dimension of “Substance”:
Settimana 9
The language of innovation: get in challenge, go to action!
Role play
Settimana 10
The language of innovation: get in challenge, go to action!
Role play
Settimana 11
The language of innovation: get in challenge, go to action!
Role play
Settimana 12
The language of innovation: get in challenge, go to action!
Role play