Negotiation – Collaborative Bargaining

Develop a structured approach to negotiation and build sustainable agreements and valuable relationships with customers and suppliers.

Tecniche di negoziazione e trattativa collaborativa nei rapporti con fornitori e partner

29/10/2026

START DATE

8 hours

COURSE DURATION

9 – 6

ORARI

22/10/2026

REGISTRATION BY

Hybrid

IN THE CLASSROOM AT VIA JAN PALACH, 55, MODENA | REMOTELY ON MICROSOFT TEAMS

Directions

Funding

Courses fundable through Interprofessional Funds

The course can be funded through Funds: please let us know during registration or contact us.

Promotion

−10% on multiple registrations

Applicable for two or more participants from the same company for the same course

Courses are confirmed only upon reaching the minimum number of participants.

Each course adopts the Learning by Doing method, which prioritizes learning through practice.

Who is it for?

For those who want to improve the effectiveness of negotiations

Supply Chain Managers
Purchasing Directors
Buyers
Cost Analysts
Sales Managers
Purchasing Managers
Sales Directors

Prerequisites

There are no necessary prerequisites.

What you will learn

Methods and tools for collaborative negotiation

You will be able to plan a negotiation process in a structured way
You will be able to apply the principles of collaborative bargaining
You will be able to prepare documents and tools to support negotiations
You will be able to analyze the negotiation context and the needs of the parties involved
You will be able to manage complex negotiations with greater awareness
You will be able to improve the quality of relationships with customers and suppliers

Program

Negotiation process and collaborative bargaining

Module 1 Introduction to the negotiation process

Analysis of the characteristics of the negotiation process, evaluation criteria, and main bargaining methods, from positional negotiation to principled negotiation.

Module 2 Principles of collaborative bargaining

In-depth look at the distinctive characteristics of principled negotiation and the benefits derived from a collaborative approach.

Module 3 Negotiation preparation

Definition of objectives, key negotiation points, and the information necessary to face the negotiation confrontation.

Module 4 The phases of the negotiation process

Detailed analysis of the different phases of negotiation and methods for managing interactions between the parties.

Module 5 Application of principled negotiation

In-depth look at the operational techniques to concretely apply the collaborative bargaining method.

Module 6 Tools to support negotiation

Presentation of the tools used to collect and synthesize the information necessary for managing the negotiation.

Module 7 Building the negotiation framework

Use of support tools to organize arguments, information, and negotiation levers.

Module 8 Negotiation Game and operational simulations

Simulation of a real negotiation to put the concepts learned into practice and consolidate the skills developed during the course.

Frequently Asked Questions

FAQ

Is the course also suitable for those who have only recently started negotiating?

Yes, the path is suitable both for those approaching negotiation for the first time and for professionals who wish to consolidate their method.

Is it a theoretical or practical course?

The path includes simulations and practical applications through the Negotiation Game.

Does it only cover negotiation with suppliers?

No, the techniques can be applied in various professional and commercial contexts.

Will operational tools be provided?

Yes, the course presents models and tools that can be used during the preparation and management of negotiations.

Request information

Do you want to improve your negotiation skills?

Contact us to receive the complete course program and discover how to use balance sheet analysis to support purchasing and supply chain decisions.

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Negotiation – Collaborative Bargaining

29/10/2026

8 hours

9 – 6

22/10/2026

Hybrid

Funding

Courses fundable through Interprofessional Funds

Promotion

−10% on multiple registrations

For those who want to improve the effectiveness of negotiations

Prerequisites

Methods and tools for collaborative negotiation

Negotiation process and collaborative bargaining

FAQ

Do you want to improve your negotiation skills?

Deepen your purchasing skills and supplier evaluation

Base Acquisti

Breakdown Analysis

Tecniche di negoziazione

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