96222 - LABORATORIO: TEORIA E TECNICHE DELLA NEGOZIAZIONE

Course Unit Page

  • Teacher Giorgio Spedicato

  • Credits 2

  • Language Italian

  • Campus of Ravenna

  • Degree Programme Single cycle degree programme (LMCU) in Law (cod. 9233)

SDGs

This teaching activity contributes to the achievement of the Sustainable Development Goals of the UN 2030 Agenda.

Quality education Decent work and economic growth Industry, innovation and infrastructure Peace, justice and strong institutions

Academic Year 2021/2022

Learning outcomes

At the end of the lab, the student acquires the fundamental concepts and techniques to be used in commercial and non-commercial negotiations and bargaining.

Course contents

The ability to negotiate effectively is a fundamental skill not only for the legal expert, and especially for the lawyer and the corporate lawyer, but, more generally, for anyone - entrepreneurs, managers, public administrators, diplomats - operating at medium or high level in the public and private sectors, nationally or internationally. The workshop aims to illustrate the principles, strategies and fundamental techniques of negotiation, constantly stimulating students to put them into practice through the use of exercises and simulated negotiations.

Within the workshop the following aspects will be explored:

  • the different types of negotiation
  • deciding if (and when) to negotiate
  • planning the negotiation
  • negotiating: negotiation styles
  • negotiating: basic strategies
  • negotiating: fundamental techniques
  • the agreement
  • the execution phase of the agreement

Readings/Bibliography

For attending students, the relevant materials will be indicated from time to time by the teacher during the lesson, and uploaded at the end of the lesson on "Virtuale", the e-learning platform of Unibo (https://virtuale.unibo.it/ ). In any case, it is recommended to use the following text as a support during the laboratory and for the study:

  • A. KYPRIANOU, N. H'LIMI, La guida visuale alla negoziazione, Gribaudo, 2018.

For non-attending students, the study of the following text is mandatory:

  • R. FISHER, W. URY, B. PATTON, L’arte del negoziato, Corbaccio, 2019.

Teaching methods

The topics covered by the program will be deepened and actively discussed in the classroom between the teacher and the attending students. Since this is a laboratory-based training activity, students will also be involved in practical exercises and simulated negotiations.

In view of the eminently practical nature of the workshop, attendance, although not compulsory in the strict sense, is strongly recommended in order to derive maximum benefit from the study.

Assessment methods

Given the workshop nature of the course, attending students will be evaluated on the basis of three different parameters:

  • active participation in the classroom: from 0 to 10 points (from 0 to 3 points in case of no or poor participation; from 4 to 6 points in case of limited or sufficient participation; from 7 to 9 points in case of good or very good participation; 10 points in case of very good participation)
  • participation in the practical exercises and mock negotiations: from 0 to 10 points (from 0 to 3 points in case of no or poor participation; from 4 to 6 points in case of limited or sufficient participation; from 7 to 9 points in case of good or very good participation; 10 points in case of very good participation)
  • a written test (maximum time available: 30 minutes) consisting of 10 closed-ended questions (multiple choice), with three possible answers, of which only one is correct: from 0 to 10 points (1 point for each correct answer).

For non-attending students, the exam will be exclusively oral, with 4 open questions on the above mentioned text. The evaluation of the test will be carried out taking into account the knowledge of the subject, the ability to analyze the jurisprudential and doctrinal orientations, the ability to make connections between the different parts of the program, the ability to develop critical arguments, the articulation and accuracy of exposure. The assignment of the final grade will be based on the following criteria:

  • sufficient or little more than sufficient preparation on the topics covered, limited critical ability, difficulty in the use of technical language: grade 18-21;
  • fair or fairly good preparation on the topics covered, fair critical ability, good use of technical language: grade 22-25;
  • good or more than good preparation on the topics dealt with, good critical ability, mastery of technical language: grade 26-29;
  • substantially exhaustive preparation on the topics covered, excellent critical ability, full mastery of technical language: grade 30-30L.

For the purposes of the exam, students attending no less than 85% of the total hours of class will be considered to be attending.

Teaching tools

Students who, for reasons dependent on disabilities or specific learning disorders (DSA), need compensatory tools can communicate their needs to the teacher in order to be directed to the referents and agree on the adoption of the most appropriate measures.

Office hours

See the website of Giorgio Spedicato