Negoziazione e stipula di un contratto per buyer e seller
Strengthen negotiation skills to enter into purchase contracts
Every SDA Bocconi program is designed to help managers, professionals and teams build skills they can apply immediately, to advance both their own growth and that of their organizations. In this program, you will work with topics, tools and approaches designed to address the challenges you face in your professional context.
This program will enable you to:
- Strengthen negotiation skills for negotiating and entering into purchase and sales contracts
- Establish an effective dialogue with the counterpart, understand mutual goals, and structure the negotiating table
- Enhance negotiation skills by acquiring strategies and practical tools for dealing with different negotiation situations
- Build the soft skills needed to manage negotiations effectively
- Develop structured approaches to managing contract clauses in domestic and international contexts
Is this program right for you?
This program is designed for Procurement Managers, Sales Managers, senior buyers and senior sellers who wish to strengthen their negotiation skills in purchasing and sales management. It is also intended for business unit managers who have direct relationships with suppliers or customers and want to develop a more structured approach to negotiation and contract management.
Professional experience of at least 5 years is recommended.
Connect with our advisors
Learning is never linear. It takes shape over time, combining specific learning needs with practical tools matched to your own challenges.
Talk to our team of Program Advisors to identify the path that best fits your goals and find out how to build a broader development plan through the SDA Bocconi Executive Education Certificate.
Get in touch with Erica Pizzelli
SDA Bocconi Executive Education Certificate
Your initial conversation with our Program Advisors helps shape your path, clarifying your goals and participation options. It is also the required first step toward earning the Executive Education Certificate.
The SDA Bocconi Executive Education Certificate is the formal recognition awarded upon completion of a learning plan designed around your managerial needs. With the Certificate, every program you attend becomes part of a broader design, built on your growth objectives.
What you will learn
The program consists of 3 days totaling 24 equivalent hours and is built on 2 pillars:
How you will learn
Role playing
The simulation of real business situations in a safe learning environment, helping participants gain a deeper understanding of the topics covered during the program.
Self-assessment
An activity that enables participants to evaluate their performance across selected dimensions, increasing awareness of their strengths and areas for improvement.
Program direction & faculty
- Giuseppe StabiliniDirectorArea: Strategy and OperationsResearch domains: Procurement & Supply Management
- Simona CuomoArea: Leadership, Human Resources and Digital TechnologiesResearch domains: Diversity, Equity & Inclusion
- Gaetano Iorio
Research domains: Organizational Behavior
- Martina RaffaglioArea: Leadership, Human Resources and Digital TechnologiesResearch domains: Organizational Behavior
With us, the program becomes reality
The Program Management team supports participants from enrollment through to the end of the program, coordinating and managing every organizational aspect.
SDA Bocconi Campus - Milano
Information
Location
SDA Bocconi School of Management
Via Sarfatti 10, 20136 Milano.By attending at least 80% of the classes, you will receive a Certificate of Participation and a digital badge to share with your network on LinkedIn.
Fees
€ 3.300 + IVA
The fee is exclusive of VAT.
Contacts
Program Advisor
Erica Pizzelli
tel. +39 02 5836 6605
erica.pizzelli@sdabocconi.itProgram Manager
Diana Nasreddin
tel. +39 02 5836 6605
diana.nasreddin@sdabocconi.it
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 2028 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.
The brochure walks you through the program and the SDA Bocconi experience. Inside you'll find:
The full calendar
The application process
Participant stories
The campus experience
