Eventi all'Università della Svizzera italiana

Negotiation - An Essential Skill for Executives

USI Executive MBA is pleased to announce the upcoming event:




Keynote speaker: Kandarp Mehta, IESE Business School, University of Navarra

When: Saturday, January 21st, 2017
Where: USI Lugano campus, Executive Center


This session looks at the fundamental elements of the negotiation skill of an executive.

For an executive negotiation is not a choice, it's a necessity. As a result it's essential for a manager to work on his/her negotiation skill. In this session, through a practical simulation we will try to understand some of the most important aspects of negotiation skill of a manager. Negotiations involve a dual pressure for an executive. On one hand the executive is under pressure to compete and create maximum value, on the other hand the executive wants to collaborate and establish a relationship. Quite often negotiations involve not only opportunities for creation of value but also a resolution of a conflict or a deadlock. This session will address this competitive-collaborative pressure that each manager faces.

The session will provide practical tools and tips that managers can use in their day-to-day negotiations and become more effective.



9.45 - 10.00:     Registration and Welcome

10.15 - 10.30:   Event presentation Prof. Gianluca Colombo

10.30 - 10.50:   Negotiation : The Competitive - Collaborative tension in negotiation

10.50 - 11.10:   Negotiation Exercise; where participants will prepare and participate in a quick negotiation exercise.

11.10 - 11.40:   Negotiation Principles and Negotiation Process

11.40 - 11.50:   Factors that make a good negotiator, a great negotiator

11.50 - 12.00:   Conclusions

12:00 - 12:45:   Standing lunch


The event is English-spoken.
Limited seats. For reservations:

Full details here:

URL 1: http://www.emba.usi.ch/negotiation-essential-skill-executives/