Filippo
Martini
Adjunct Professor in Negotiation and Mediation University of Ferrara
Filippo Martini works across academia, the corporate sector, and applied research in the fields of negotiation, mediation, and conflict management. He is an Adjunct Professor of Negotiation and Mediation at the University of Ferrara, where he teaches negotiation techniques and methods with an approach focused on preparation, process management, and the quality of interactions in complex contexts.
His teaching is characterized by a strong experiential and workshop-based approach, built on simulations, role plays, and structured feedback, with the aim of integrating the theoretical rigor of the discipline with its performative and situational dimension. He also supports students in preparing for national competitions dedicated to negotiation and mediation.
In parallel, he provides consulting and training services to organizations, helping managers and teams develop negotiation skills for both internal and external negotiations, with an applied approach grounded in simulations and experiential learning practices.
On the research and scientific outreach side, he is co-founder of the Journal for Global Negotiation, where he leads the Growth & Production area, coordinating the team’s editorial and production activities. He is also a Fellow of the Institute for Global Negotiation (Zurich), an international network dedicated to the study and dissemination of advanced negotiation practices.
His academic background combines legal studies with an MBA from Bologna Business School, supporting an approach that integrates analytical rigor, institutional awareness, and a managerial mindset.
COURSES
Nei contesti B2B, la negoziazione rappresenta una leva fondamentale nella gestione dei rapporti di fornitura, poiché contribuisce alla creazione di valore attraverso il contenimento dei costi e la costruzione di relazioni durature, funzionali a garantire la continuità operativa. Anche questo ambito è stato profondamente trasformato dall’intelligenza artificiale, che oggi offre strumenti concreti per supportare le diverse fasi della trattativa. Il corso affronta il tema dell’Augmented Negotiation attraverso le più moderne teorie negoziali, integrate con l’AI, con un focus pratico che consente ai professionisti di raccogliere e interpretare le informazioni, definire strategie più efficaci e valutare gli esiti in modo strutturato, così da consolidare l’esperienza e tradurla in una maggiore capacità negoziale nel tempo.
