Corso di Laurea Magistrale in Economia e Management

CAPACITA' DI NEGOZIAZIONE E DI GESTIONE DEL CONFLITTO

Luca Gnan

Materiale Didattico

AAAA PROGRAMMA DEL CORSO (DA LEGGERE PRIMA DELL'INIZIO DEL CORSO)

» Syllabus anno accademico 2024/2025
data inserimento: 2024-11-09 12:42:57

» Istruzioni Progetto di Gruppo
data inserimento: 2024-11-09 12:43:16

Sessione 1

» Lettura - The Nature of Negotiation
data inserimento: 2018-08-18 13:31:54

» Slide del libro - Chapter 1
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» Slide Sessione 1
data inserimento: 2023-01-18 16:07:59

» Nota didattica #1 - Struttura e introduzione al corso
data inserimento: 2018-08-18 13:31:54

» Assignment - A Butterfly's View - Negotiations and Conflict
data inserimento: 2021-02-01 23:41:48

» Assignment - The 2$ bargaining simulation - general instructions
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» Assignment - 1. A
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» Assignment - 1. B
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» Assignment - 2. A
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» Assignment - 2. B
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» Assignment - 2. C
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» Assignment - 2. D
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» Assignment - 2. E
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» Assignment - 3. A
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» Assignment - 3. B
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» Assignment - 3. C
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» Assignment - 3. D
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» Assignment - 4. A
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» Assignment - 4. B
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» Assignment - 4. C
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» Assignment - 4. D
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» Assignment - 4. E
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» Assignment - all secret instructions
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Sessione 2

» Lettura - Strategy and Tactics of Distributive Negotiation
data inserimento: 2018-08-18 13:32:04

» Slide del libro - Chapter 2
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» Slide del libro - Chapter 5
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» Slide Sessione 2
data inserimento: 2023-01-18 16:08:17

» Lettura - Ethics in Negotiation
data inserimento: 2018-08-18 13:32:04

» Lettura - When Winning is Everything
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» Nota didattica #2 - La negoziazione distributiva
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» Assignment - House Purchase Exercise
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» Assignment - The Used Car Exercise
data inserimento: 2021-02-01 23:52:25

Sessione 3

» Lettura - Strategy and Tactics of Integrative Negotiation
data inserimento: 2018-08-18 12:57:01

» Slide del libro - Chapter 3
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» Slide Sessione 3
data inserimento: 2023-01-18 16:08:30

» Lettura - Control the Negotiation Before It Begins
data inserimento: 2018-08-18 12:57:01

» Lettura - Selecting a Strategy
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» Lettura - Untapped Power Emotions in Negotiations
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» Lettura - Staying With No
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» Nota didattica #3 - La negoziazione integrativa
data inserimento: 2018-08-25 11:52:54

» Assignment - Pemberton’s Dilemma
data inserimento: 2021-02-01 23:54:15

» Assignment - Barrister, Counselor, Solicitor and Avocat, (HiringSalary Case) General instructions
data inserimento: 2021-02-01 23:53:11

» Assignment - Barrister, Counselor, Solicitor and Avocat, (HiringSalary Case) Wang secret Instructions
data inserimento: 2020-02-14 10:26:47

» Assignment - Barrister, Counselor, Solicitor and Avocat, (HiringSalary Case) Torres Secret Instructions
data inserimento: 2020-02-14 10:27:21

» Assignment - Barrister, Counselor, Solicitor and Avocat, (HiringSalary Case) Integrative Wang
data inserimento: 2020-02-14 10:28:07

» Assignment - Barrister, Counselor, Solicitor and Avocat, (HiringSalary Case) Integrative Torres
data inserimento: 2020-02-14 10:28:35

Sessione 4

» Lettura - Negotiation Strategy and planning
data inserimento: 2018-08-18 13:01:42

» Slide del libro - Chapter 4
data inserimento: 2021-02-01 23:55:20

» Slide Sessione 4
data inserimento: 2023-01-18 16:08:49

» Lettura - Negotiating With Liars
data inserimento: 2018-08-18 13:01:42

» Lettura - The Six Channells of Persuasion
data inserimento: 2018-08-18 13:01:42

» Lettura - Emotions Are Powerful, Always Present, and Hard to Handle
data inserimento: 2018-08-18 13:01:42

» Lettura - Address the Concern, Not the Emotion
data inserimento: 2018-08-18 13:01:42

» Lettura - Express Appreciation
data inserimento: 2018-08-18 13:01:42

» Nota didattica #4 - Strategia e pianificazione della negoziazione
data inserimento: 2019-01-25 13:44:04

» Assignment - Island Cruise
data inserimento: 2021-02-01 23:54:47

» Assignment - Secret Instructions for Jan Li
data inserimento: 2021-03-03 15:39:51

» Assignment - Secret Instructions for Piro Pali – A
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» Assignment - Secret Instructions for Piro Pali – B
data inserimento: 2021-03-03 15:40:40

Sessione 5

» Lettura - Perception, Cognition, and Emotion
data inserimento: 2018-08-18 13:04:42

» Slide del libro - Chapter 6
data inserimento: 2021-02-01 23:56:15

» Slide Sessione 5
data inserimento: 2023-01-18 16:09:01

» Lettura - Where Does Power Come From?
data inserimento: 2018-08-18 13:04:42

» Lettura - A Painful Close
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» Lettura - The Tension between Principals and Agents
data inserimento: 2018-08-18 13:04:42

» Nota didattica #5 - Gestire le emozioni, interpretare le percezioni e valutare le dimensioni cognitive
data inserimento: 2019-01-25 13:44:23

» Assignment - Ridgecrest School Dispute
data inserimento: 2020-02-14 10:29:49

» Assignment - Elmwood Hospital Dispute
data inserimento: 2020-02-14 10:30:10

Sessione 6

» Eurotechnologies, Inc.
data inserimento: 2020-02-26 11:41:09

» Lettura - Communication
data inserimento: 2019-08-07 17:52:51

» Slide del libro - Chapter 7
data inserimento: 2021-02-01 23:57:59

» Slide Sessione 6
data inserimento: 2023-01-18 16:09:17

» Lettura - Build Affiliation
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» Lettura - Respect Autonomy
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» Lettura - Acknowledge Status
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» Lettura - Choose a Fulfilling Role
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» Lettura - Change the Way you Persuade
data inserimento: 2018-08-18 13:10:14

» Lettura - Toward the Development and Validation of a Measure of Cognitive Communication Competence
data inserimento: 2018-08-18 13:10:14

» Nota didattica #6 - Le sfide comunicative
data inserimento: 2019-01-25 13:45:01

» Assignment - Eurotechnologies, Inc.
data inserimento: 2019-07-26 16:38:01

» Assignment - Twin Lakes Mining Company
data inserimento: 2021-02-01 23:57:05

Sessione 7

» Lettura - Finding & Using Negotiation Power
data inserimento: 2018-08-18 13:15:48

» Slide del libro - Chapter 5
data inserimento: 2021-02-01 23:59:39

» Slide del libro - Chapter 8
data inserimento: 2021-02-02 00:00:08

» Slide Sessione 7
data inserimento: 2023-01-18 16:09:29

» Lettura - Ethics in Negotiation
data inserimento: 2018-08-18 13:15:48

» Lettura - On Strong Negative Emotions
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» Lettura - On Being Prepared
data inserimento: 2018-08-18 13:15:48

» Lettura - Where Does Power Come From
data inserimento: 2018-08-18 13:15:48

» Lettura - Trust in relationships A model of development and Decline
data inserimento: 2018-08-18 13:15:48

» Lettura - A Simple - But Powerful - Power Simulation
data inserimento: 2018-08-18 13:15:48

» Lettura - Monarchs, Lords and Serfs
data inserimento: 2018-08-18 13:15:48

» Lettura - The High Cost of Low Trust
data inserimento: 2018-08-18 13:15:48

» Nota didattica #7 - Il potere nelle negoziazioni e nei conflitti
data inserimento: 2019-01-25 13:45:39

» Assignment - The Organization Simulation - MRC
data inserimento: 2020-03-01 13:39:32

» Assignment - The Organization Simulation - NMBL
data inserimento: 2020-03-01 13:39:49

Sessione 8

» Lettura - Relationships in Negotiation
data inserimento: 2018-08-18 13:19:44

» Slide del libro - Chapter 9
data inserimento: 2021-02-02 00:02:08

» Slide Sessione 8
data inserimento: 2023-01-18 16:09:42

» Lettura - Nice Girls Don't Ask
data inserimento: 2018-08-18 13:19:44

» Lettura - Winning Negotiations: Why Women Don’t Ask
data inserimento: 2018-08-18 13:19:44

» Lettura - Negotiating with your Nemesis
data inserimento: 2018-08-18 13:19:44

» Lettura - Culture and Negotiation
data inserimento: 2018-08-18 13:19:44

» Lettura - Models of Interpersonal Trust Development
data inserimento: 2018-08-18 13:19:44

» Nota didattica #8 - Le relazioni nella negoziazione
data inserimento: 2019-01-25 13:45:57

» Assignment - Sick Leave
data inserimento: 2020-03-15 19:16:40

Sessione 9

» Lettura - Multiple Parties, Groups, and Teams in Negotiation
data inserimento: 2018-08-18 13:24:03

» Slide del libro - Chapter 10
data inserimento: 2021-02-02 00:05:37

» Slide Sessione 9
data inserimento: 2023-01-18 16:09:54

» Lettura - How to Manage Your Negotiating Team
data inserimento: 2018-08-18 13:24:03

» Lettura - Can’t Beat Them? Then Join a Coalition
data inserimento: 2018-08-18 13:24:03

» Lettura - Building and Maintaining Coalitions and Allegiances throughout Negotiations
data inserimento: 2018-08-18 13:24:03

» Lettura - The Surprising Benefits of Conflict in Negotiating Teams
data inserimento: 2018-08-18 13:24:03

» Nota didattica #9 - Le negoziazioni multilaterali e i gruppi
data inserimento: 2019-01-25 13:46:25

» Assignment - Telemachus Technology General Instructions
data inserimento: 2020-02-14 10:31:05

» Assignment - Secret Instructions for Bill Meese, The Mentor
data inserimento: 2020-02-14 10:31:31

» Assignment - Secret Instructions for Jack Youngblood, The Mentee's Manager
data inserimento: 2020-02-14 10:31:55

» Assignment - Secret Instructions for Shataya Davis, The Mentee
data inserimento: 2020-02-14 10:32:16

» Assignment - Coalition Exercise Questions for Reflection
data inserimento: 2018-08-18 13:24:03

» Assignment - Building Coalitions
data inserimento: 2018-08-18 13:24:03

Sessione10

» Lettura - International & Cross Cultural Negotiations
data inserimento: 2018-08-18 13:32:40

» Slide del libro - Chapter 11
data inserimento: 2021-02-02 00:04:34

» Slide Sessione 10
data inserimento: 2023-01-18 16:10:09

» Lettura - 3D Negotiation
data inserimento: 2018-08-18 13:32:40

» Lettura - Negotiating the Spirit of the Deal
data inserimento: 2018-08-18 13:32:40

» Lettura - Getting to Si, Ja, Oui, Hai, and Da
data inserimento: 2018-08-18 13:32:40

» Nota didattica #10 - Le negoziazioni internazionali
data inserimento: 2019-01-25 13:46:42

» Assignment - 500 English Sentences
data inserimento: 2020-02-14 10:33:17

Sessione11

» Lettura - Taking the Stress Out of Stressful Conversations
data inserimento: 2018-08-18 13:36:44

» Slide Sessione 11
data inserimento: 2023-01-18 16:10:19

» Lettura - Elements of an Effective Apology
data inserimento: 2018-08-18 13:36:44

» Nota didattica #11 - Le origini del conflitto
data inserimento: 2019-01-25 13:47:05

» Assignment - Stratego Aero I General Instructions
data inserimento: 2020-02-14 10:34:05

» Assignment - Stratego Aero I Secret Instructions for Dana Idris
data inserimento: 2020-02-14 10:34:25

» Assignment - Stratego Aero II Secret Instructions for Dana Idris
data inserimento: 2020-02-14 10:35:00

» Assignment - Stratego Aero II Secret Instructions for Sandy King
data inserimento: 2020-02-14 10:35:22

Sessione12

» Lettura - Renegotiating Existing Agreements
data inserimento: 2018-08-18 13:42:13

» Slide Sessione 12
data inserimento: 2023-01-18 16:10:29

» Lettura - Business Dispute Resolution: Best Practices in System Design and Case Management
data inserimento: 2019-02-27 12:29:04

» Lettura - Workplace Justice, Zero Tolerance and Zero Barriers Getting People to Come Forward in Conflict Management Systems
data inserimento: 2019-02-27 12:29:04

» Lettura - How Mediation Works
data inserimento: 2019-02-27 12:29:04

» Lettura - Designing a Detailed Plan for Mediation
data inserimento: 2019-02-27 12:29:04

» Lettura - Building Trust and Cooperation
data inserimento: 2019-02-27 12:29:04

» Nota didattica #12 - La risoluzione dei conflitti e sistema di gestione dei reclami dei datori di lavoro
data inserimento: 2019-02-27 12:29:04

» Nota didattica #12 - La conciliazione e la mediazione
data inserimento: 2019-02-27 12:29:04

» Assignment - Collective Bargaining at Magic Carpet Airlines A Union Perspective (A)
data inserimento: 2020-02-14 10:36:14

» Assignment - Stratego Aero III General Instructions
data inserimento: 2020-02-14 10:36:39

» Assignment - Secret Instructions for Dana Idris
data inserimento: 2020-02-14 10:38:02

» Assignment - Secret Instructions for Sandy King
data inserimento: 2020-02-14 10:38:21

» Assignment - Secret Instructions for Chris Harding
data inserimento: 2020-02-14 10:38:39

Sessione13

» Lettura - Best Practices in Negotiation
data inserimento: 2019-02-06 12:58:06

» Slide del libro - Chapter 12
data inserimento: 2021-02-02 00:06:42

» Slide Sessione 13
data inserimento: 2023-01-18 16:10:41

» Lettura - On Using These Ideas in the Real World
data inserimento: 2019-02-06 12:58:06

» Lettura - Conclusion
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» Nota didattica #13 - Le best practices di negoziazione
data inserimento: 2019-02-06 12:58:06

» Assignment - Bargaining Strategy in Major League Baseball
data inserimento: 2020-02-14 10:39:27

Slides del libro

» Chapter 1
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» Chapter 2
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» Chapter 3
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» Chapter 4
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» Chapter 5
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» Chapter 6
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» Chapter 7
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» Chapter 8
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» Chapter 9
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» Chapter 10
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» Chapter 11
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» Chapter 12
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