Negoziazione e stipula di un contratto per buyer e seller
Strumenti e tattiche per ottimizzare i processi negoziali di acquisto e vendita
Strengthen negotiation skills to enter into purchase contracts
Negotiating and entering into a purchase or sales contract is the heart of the business relationship building process. The ability to establish an effective dialogue with the counterpart, understand mutual goals, and structure the negotiating table are fundamental skills for every buyer and seller.
The program enhances negotiation skills and provides strategies and practical tools for dealing with different negotiation situations, training soft skills and developing structured approaches to contract clauses in domestic and international contexts.
Who should apply
You are a Procurement or Sales Manager, senior buyer or senior seller. You lead business units that have an interest in learning more about managing purchasing, sales, and you have direct relationships with suppliers or customers.
Professional experience of at least 5 years is recommended.
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 3 days totaling 24 equivalent hours and is built on 2 pillars.
Negotiation
The contract
More value with
Role playing
Self-assessment
Self-assessment of skills to identify strengths and areas for improvement.
Calendar and information
Via Sarfatti 10, 20136 Milano
Calendar
- 28 - 30 ottobre 2026On campus08:00 - 17:00
Fees
€ 3,200 + VAT
The fee is net of VAT but includes 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
Regardless of whether you are a buyer or a seller, the approach to negotiation always requires a managerial logic that knows how to generate value for both parties.
