Let’s Negotiate Bring Your Success to the Next Level

by Caporarello, Leonardo

• ISBN13: 9791281627505
• ISBN10: 128162750X
• Format: Paperback
• Copyright: 2025-07-01
• Publisher: EGEA Spa - Bocconi University Press

Summary

Negotiation isn’ t just a skill – it’ s an art that can transform every aspect of your personal and professional life. In this book, Leonardo Caporarello provides a comprehensive roadmap to mastering the complex world of negotiations. Whether you’ re closing a business deal, navigating a salary discussion, or resolving a personal conflict, this book offers practical insights that go far beyond traditional negotiation techniques. Drawing from global research, real-world case studies, and expert perspectives, the author explores the nuanced dimensions of negotiation – from understanding cultural differences and managing emotions to leveraging cutting-edge digital tools. More than just a guide, “ Let’ s Negotiate” is an interactive journey that challenges you to reflect, learn, and grow. With its innovative approach combining theory, practice, and personal development, this book will equip you with the confidence and skills to turn every negotiation into a pathway to success.

Author Biography

Leonardo Caporarello is the Associate Dean for Online Learning, and Professor of Practice of Leadership and Negotiation at SDA Bocconi School of Management, and Rector’ s Delegate for Digital Learning at Bocconi University.

Table of Contents

How to Interact with the Book 1 Negotiating or Not: That Is (Not) the Question 2 Negotiation Process: Preparing, Acting, and Reviewing 3 Negotiation Strategies 4 Perceptions, Biases, and Emotions 5 Communicating Effectively 6 Multicultural and International Settings 7 Negotiation in the Phygital World