The book presents a negotiation method inspired by the classic texts of European theorists and professionals, from antiquity to the present day, for whom negotiation has been a fundamental element of their lives. Attention is focused on particular types of negotiation – social, legal, commercial, diplomatic – and rather the general aspects of negotiation are presented since, from one type of negotiation to another, the common elements largely outweigh the specificities. The first part of the text focuses on the preparation phase. Subsequently, the key phases of the negotiation process are illustrated, highlighting the good practices aimed at facilitating the carrying out of the negotiation. The central part analyzes the obstacles present in the negotiation proposing a series of tools to be able to overcome them effectively. Link to the article
LEMPEREUR, A., COLSON, A. and MARCHI, F. (2022). Metodo di Negoziazione. Dal Principe di Machiavelli All'Era Della Globalizzazione. Rubbettino.