Negotiation is a useful skill. And it can be learned

Negotiation is a skill that anyone can acquire and refine. When cultivated effectively, it can become a powerful driver of transformation, both in personal and professional life.

It’s not just about getting the best price or securing a promotion, but about building stronger relationships, resolving conflicts, and making more informed decisions. The key, however, lies in overcoming the ambiguity and discomfort that often accompany the very act of negotiating, explains Leonardo Caporarello in Let’s negotiate: Bring your success to the next level (Bocconi University Press, 2025).

What makes the book stand out is its hybrid nature, offering an experience that blends traditional content with an innovative editorial project and a genuine invitation to collaborate. Each chapter combines static material (text, case studies, theories) with dynamic, interactive tools accessible online (video interviews with managers, quizzes, open questions, personal journal).

The book is organized into seven thematic chapters, each addressing a core aspect of negotiation: from defining the concept and its common distortions to the actual process (preparation, action, review), covering strategies, techniques, communication, emotional and cultural aspects, and the new challenges posed by the “phygital” environment.

Among the most compelling contributions is the focus on variables often overlooked in traditional manuals: subjective perceptions, cognitive biases, and emotions. Caporarello highlights how these factors profoundly, and sometimes invisibly, influence the outcome of a negotiation. He also delves into the complexities of international and intercultural negotiations and the transformations brought about by the digital age: Managing hybrid meetings, screens, time zone differences, and technologies has now become an integral part of the negotiator’s craft.

Let’s negotiate appeals to a wide audience: managers, professionals, entrepreneurs, as well as students, startup founders, and anyone looking to train in a fundamental skill. The blend of academic rigor, experiential approach, and customizable tools makes the book ideal for those seeking active and applicable learning. It’s not just a compelling read, but a lab for personal and professional growth.

• Publisher: Bocconi University Press
• Publication date: 2025
• ISBN/EAN: 9791222930435
• Pages: 120
• Format: Print, Digitabook.

LEONARDO CAPORARELLO is Associate Dean for Online Learning and Professor of Negotiation Practice at SDA Bocconi School of Management. He also serves as Rector’s Delegate for Digital Learning and Director of BUILT (Center for Innovation in Learning and Teaching) at Bocconi University.