Negotiation Workshop

Going beyond the starting points, influencing, creating new value with negotiation

Tuesday, March 14, 2017
9:30 am – 5:00 pm

Meliá Milano Hotel – MILAN

Negotiation Workshop 2017

Negotiation Workshop
“Going beyond the starting points, influencing, creating new value with negotiation”

March 14, 2017

A successful manager must know how to negotiate and “influence” other people. Whether it is a question of concluding agreements with suppliers, closing a deal with a client, raising funds from financial backers, taking decisions within one’s own team, managing a conflict in the company, tackling disputes that could degenerate, these are skills that will influence the final outcome.

The workshop will provide participants with an opportunity to test and perfect one’s own negotiating skills, and equip them with the tools for identifying and resolving critical and complex situations within the company (and outside of it).

In particular with a series of simulations, exercises and debriefs, it will be possible to look in depth at the following areas:

  • how to prepare and conduct negotiations both inside and outside of the company, in a more structured and effective way;
  • how to equip oneself with a negotiating toolkit consisting of strategies and tactics to use immediately;
  • how to precisely identify one’s needs, counteract weaknesses and make the most of one’s strong points in the area of negotiation.

The Speaker

Francesca Gino
Tandom Family Professor of Business Administration at Harvard Business School – Negotiation, Organizations & Markets Unit. Her studies focus on the relationships between evaluation and decision making processes, negotiations, ethics, motivation and productivity. She is part of the “Program on Negotiation” at Harvard Law School, the “Mind, Brain, Behavior Initiative” at Harvard University and the “Behavioral Insights Group” at Harvard Kennedy School. She teaches “Decision Making and Negotiation” on the HBS MBA Elective Curriculum and on programs for executives. She is co-chair of a course on behavioral economics as applied to organizational problems and she teaches on two research doctorate courses, namely behavioral approaches to the decision making process and experimental processes. She advises non-profit organizations and companies in the areas of negotiation, decision making processes and organizational behavior. She is the author of the book: “Sidetracked: Why Our Decisions Get Derailed and How We Can Stick to the Plan”. She has won numerous awards both for her teaching – including the HBS Faculty Award for the 2015 MBA class – and for her research – including the Cummings Scholarly Achievement Award from the Academy of Management Organizational Behavior Division (2013). She has been named by the Poets & Quants as one of their “40 under 40” (2015) that lists the best professors under the age of 40, from business schools around the world. Her studies have been published in both psychology and management publications, reported on in “The Economist”, “The New York Times”, “Newsweek, Scientific American”, “Psychology Today” and “The Wall Street Journal”, and talked about on “National Public Radio” and “CBS Radio”.


For further information
please contact the Organization Secretariat:
Tel. +39 02 46753.338 – e-mail: summit@ambrosetti.eu.

Luca Trovato

Luca Trovato

Tel.  +39 02 46753 366