Negotiation Communication


  • To acquire a method to more effectively recognise the needs of others by observing their behaviours
  • To develop the ability to adapt one’s own way of communicating to the particular features of others to improve communication and negotiation skills
  • To improve one’s own relational flexibility and empathy
  • To become able to build relationships based upon trust and consent
  • To become effective in the process of negotiating with others


[su_spoiler title="The 4 social styles of communication" open="yes" style="fancy"]
  • the consequences of good/bad communication and the social style matrix;
[/su_spoiler] [su_spoiler title="Trust and empathy" open="yes" style="fancy"]
  • the 5 foundations of trust (reliability, safety, openness, acceptance, coherence)
[/su_spoiler] [su_spoiler title="The strong and weak points of the 4 social styles in inspiring trust" open="yes" style="fancy"] [/su_spoiler] [su_spoiler title="Empathy" open="yes" style="fancy"]
  • How to develop it
    • The specific features of social styles: the fundamental needs linked to each style, how people make decisions and manage their time, how to motivate each style, how to negotiate with respect to each style;
    • Change and assigning value to “defensive” behaviours: the status quo defence cycle, defensive behaviours, how to assign value to behaviours in a change and negotiation perspective, from the defence cycle to growth and innovation (the spiral of growth);
[/su_spoiler] [su_spoiler title="Flexibility" open="yes" style="fancy"]
  • What is flexibility, developing it by highlighting its strong points;
[/su_spoiler] [su_spoiler title="From conflict to comparison (identifying differences in terms of objectives for win-win relationships)" open="no" style="fancy"] [/su_spoiler] [su_spoiler title="The negotiation communication process" open="yes" style="fancy"]
  • The various phases of the negotiation process (preparation, beginning, presentation, support, action), integrating one’s counterpart’s social style in all phases of the negotiation process

Teaching methods

In line with the Rome Business School’s general approach and the best international standards, the course is designed with the aim of providing excellent training with an emphasis to its concrete application in the job, professional and company markets. Therefore, the course involves both mainly one way teaching phases – to accurately transfer the reference conceptual models – and practical application sessions aimed at developing your operational and management capabilities. Your progress in the subjects taught will be tested and consolidated through exercises related to actual managerial cases.  

Modes of attendance

This course can be attended in three ways:
  1. On campus
  2. On line, via a cutting-edge web platform
  3. In house, i.e. at your workplace


Whichever way you choose to take the course, you will receive: CERTIFICATE At the end of the course, you will be presented with a named participation certificate. HIGH QUALITY LECTURES Our teachers are renowned trainers and managers who come from a multitude of operational and professional environments. They are therefore able to bring a wealth of up to date experience and competency. LEARNING MATERIALS All participants in this course will be provided with a wealth of documentation, including slide presentations, case studies and exercises. CAREER-SERVICE If you wish, participation in this course will entitle you to: Having your CV inserted in the Rome Business School database and distributed to companies, organizations and head hunters of the Rome Business School’s international network; The review and editing of your CV; Support in managing your job interviews. REGISTRATION IN THE ROME BUSINESS SCHOOL ALUMNI ASSOCIATION Participation in the Master’s course entitles you to be enrolled in the Rome Business School Alumni Association, the international network through which students of the Rome Business School can share ideas, experiences and projects.

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