Negoziazione e influenza
Imparare a gestire le relazioni professionali con efficacia e soddisfazione
Strengthen negotiation skills to influence decision-making processes
In the role of manager, it is inevitable to handle situations of uncertainty, tension, and misunderstanding and to have to direct them toward resolution. Negoziazione e influenza provides the tools to recognize negotiation opportunities and concrete techniques for preparing and conducting negotiation meetings with a structured framework.
Suitable for both traditional and new digital work environments, the course uses proprietary SDA Bocconi tools and new technologies in order to make the teaching method more immersive.
Who should apply
You are team leader or manager and want to enhance your negotiation skills to deal with internal and external stakeholders.
You want to strengthen your negotiating and influencing skills to better coordinate information, guide dialogue and eventually the final decision.
SDA Bocconi Executive Education Certificate
To navigate the evolution of the macroeconomic landscape and organizations, it is essential to broaden your managerial skills. Education plays a central role in this process. Together with our Program Advisors, you can design the learning path that best suits your needs, choosing from various formats to shape your professional growth.
Program Advisory
Learning is never a linear journey—it is a path built together, combining specific training needs with practical tools tailored to individual challenges. Contact our team of Program Advisors, and together we will design the ideal learning path for you or your team, ensuring alignment with your goals.
Your benefits:
A dedicated orientation meeting, either in-person or remotely, to identify learning needs and create a customized plan. Throughout the course, you will experience a tailored welcome to introduce you to the program and foster networking between participants and instructors. Upon completion, your evaluation will become a valuable contribution for continuous improvement of the offering.
How your organization benefits:
Training consultation with HR managers to analyze organizational needs and develop personalized projects. Ongoing progress monitoring and a final follow-up to share results and gather feedback, ensuring constant alignment with pre-set goals.
Get in touch with Erica Pizzelli
Structure and contents
The program consists of 4.5 days totaling 36 equivalent hours and is built on 2 pillars.
Recognize when to negotiate or not to negotiate and train to prepare for the negotiation process
Practice negotiation: cases and role playing
More value with
Tutorship
A 90-minute one-on-one, personalized discussion with SDA Bocconi Faculty.
Self-assessment
Self-assessment of skills to identify strengths and areas for improvement.
Calendar and information
Via Sarfatti 10, 20136 Milano
Calendar
- 19 ottobre 2026On campus12:00 - 16:00
- 20 - 21 ottobre 2026On campus07:00 - 16:00
- 17 - 18 novembre 2026On campus08:00 - 17:00
Fees
€4,700 + VAT
The fee is net of VAT including teaching materials and working lunches.
Special payment terms
Bocconi Alumni
Bocconi Alumni are entitled to a 20% reduction on participation fees. To take advantage of the discount, please enter your Alumnus status when registering by indicating “ALUMNI 20” in the notes section. Remember that without this indication, the discount will not be applicable.
Women are good for business
To foster and contribute to women’s professional development, SDA Bocconi School of Management offers them until 8 March 2027 a 20% discount on the participation fee for all Executive Open Programs and Executive Online Programs.
Multiple enrollments
Companies, institutions and public bodies that enroll at least 3 participants in a single program are granted a 20% discount for each registration fee. The concession is not applicable for personal enrollment and must be formalized by the start date of the course.
Corporate education programs
In the case of learning needs involving several resources of the same company enrolled in more than one program, it is possible to define a customized plan from the specific needs of the organization. In this case, our Program Advisors are available to build with the client organizations ad hoc training plans with special pricing.
Partnerships and channel agreements
SDA Bocconi offers the possibility to initiate collaborations that allow them to expand the portfolio of educational trainings to be offered to their members. In this case, the School is available to evaluate partnerships and channel agreements so as to respond in a timely manner to the specific needs of the organization.
By attending at least 80% of the classes, you will receive a certificate of participation in the program and a digital badge to share with your network on LinkedIn.
Program Direction
Listening. Dialogue. Finding solutions. Three key dimensions of negotiation.
