The art of negotiation is now an indispensable requirement in any working context.
The course prepares people of all ages, education, and seniority to become highly effective negotiators.
The course is designed for those who wish to achieve better results from their negotiations with customers, suppliers, and colleagues and provides participants with new tools to increase their negotiating skills.
Program Deliverables:
- What makes us successful in negotiations
- When and how to use or create leverage in negotiations, and avoid unnecessary compromises, without damaging relationships
- A process-driven approach to negotiations, based on identifying and satisfying stakeholder interests
- Ways to obtain buy-in, by brainstorming creative options that permits to differentiate value for all stakeholders
- Persuasive communication that calibrates expectations and uses data to influence the decision-making process
- How to handle difficult people and situations, including price negotiations and cross-cultural negotiations
The course uses Adult Learning Methodology techniques (created by experts from Harvard University).
The program is divided into three days in the part-time online format.
In partnership with:
ACCREDITATIONS AND RANKINGS
Bologna Business School is EQUIS – EFMD Quality Improvement System accredited, one of the most important international quality assessment and continuous improvement systems for Schools of Management and Business Administration.
Bologna Business School’s Open Programs are included in the Financial Times Ranking in the Executive Education 2026 category.
Ceynur Nak
Executive Director
ayseceynur.nak@bbs.unibo.it
"The program takes a contemporary and engaging approach, where participants learn essential negotiation techniques in a fun way."
Structure
The program consists of three online training days (Friday and Saturday), including a final follow-up session dedicated to role plays and practical application.
Each session runs from 9:15 AM to 5:45 PM.
The program covers the following topics:
- Identifying low-cost solutions that address customers’ business interests
- Helping buyers achieve their objectives through effective negotiation solutions
- Leveraging strong relationships and brand reputation to deliver mutually beneficial outcomes
- Creating and capturing new growth opportunities through a strategic negotiation approach
- Using data to demonstrate the total value created
- Gaining a competitive advantage through better organization and preparation
- Building on personal strengths and applying negotiation best practices
- Remaining calm, focused, and strategic when managing difficult negotiations
Schedule
- October 9–10, 2026 | 9:15 AM – 5:45 PM | Online
- November 6, 2026 | 9:15 AM – 5:45 PM | Online
Learning approach
The teaching approach is strongly practice-oriented and integrates contributions from faculty members coming from academia, industry, and consulting. The program combines lectures, analysis of real business cases, and direct testimonials from managers, fostering learning that can be immediately applied in the workplace. Teaching activities are supported by an e-learning platform featuring materials and exercises to facilitate study and further exploration between sessions.
Faculty
Faculty members at Bologna Business School work together offering outstanding teaching standards. An international and interdisciplinary approach is guaranteed by a joint team of distinguished national core professors, adjunct, visiting professors, guest speakers and top managers.
Networking
The open program is an experience built around people and relationships, fostering valuable connections through continuous interaction among participants, faculty members, and managers. During the classroom sessions, a dynamic network develops, enriched by the diversity of experiences, roles, and industries. A vibrant ecosystem that enhances learning and continues to generate value over time.
COMPANIES
Companies within the Bologna Business School network actively contribute to the development of the Open Programs by helping shape the content and bringing real-world experience into the classroom. Managers and professionals take part through testimonials, real business cases, and direct contributions, enriching the learning journey with a practical perspective. Interaction with companies from different industries encourages a continuous exchange of experiences and best practices. This ongoing dialogue between the classroom and the business world creates a dynamic ecosystem where skills, perspectives, and approaches come together, generating value for all participants.
FEES
The participation fee for the program is:
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€2,100 (+ VAT) for enrolments from companies and institutions;
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€1,700 (+ VAT) for individual enrolments.
The fee includes attendance to the program, all study materials available through the online platform, and access to Bologna Business School services, including a personal Wi-Fi account and use of the study areas.
Discounts are available for:
- early registrations;
- companies belonging to the Business Network;
- Alma/BBS and Profingest Alumni;
- groups of at least 3 people.
INTERPROFESSIONAL FUNDS
Alumni and Companies can check the availability of vouchers at the relevant Interprofessional Fund:
Fondimpresa – for supervisors / middle management
Fondo Dirigenti PMI – for managers in industrial SMEs
Fonditalia
Fondirigenti – for executives
Fon.Coop – for cooperative companies
REQUIREMENTS
The program is limited to a maximum of 30 participants in order to ensure an effective and interactive learning experience, and is open to professionals with diverse backgrounds and levels of experience.
APPLICATION PROCESS
To participate, it is necessary to request the application form by emailing openprograms@bbs.unibo.it. The team is available to provide all relevant information and support candidates throughout the process.
FAQs
The documents used in the classroom and any further reading or exercises will be uploaded to our platform, whose credentials will be delivered in the classroom.
Should a group of colleagues wish to participate in the program, it is possible to contact the Program Manager to evaluate an ad hoc participation price.
Our short courses do not require a specific course of study. It is important to have a few years of work experience behind you that can help you, inside the classroom, by bringing real cases dealt with and solutions adopted during your work.
At the end of the course, a participation certificate is issued (upon reaching 80% of classroom hours).
