PERIOD: JANUARY - MARCH DESCRIPTION This 5 sessions intense course will develop the participant’s ability to effectively and successfully adopt those soft skills and techniques required in the corporate world to facilitate the hiring process (psychological tests, CV, interview), to communicate in complex environments (subordinates, peers, bosses, partners), to manage conflict and to sell. With soft skills education, the more you put in the work and exercise, the more you gain in terms of behavioral change and alertness. This course will focus on fundamental psychological processes that help us take and “pass” psychological tests in optimal manner, on writing a correct Resume, Presentation Letter, CV, on dealing with conflict with peers, bosses, third parties, subordinates and finally on selling products, services and your own business. COURSE OUTCOMES 1. Acquire basic theoretical knowledge on Neurological Basis of Behavior, the Mind, the Brain, Human Relationships and Bias 2. Identify and execute optimal answer to psychological tests to present and persuade about your persona. 3. Develop correct presentation of self in both writing, spoken and visual formats 4. Recognize and deal with conflict. Negotiation vs. Mediation vs. Authority 5. Overcoming your comfort zone to cold call, introduce yourself and sell. COURSE STRUCTURE • The first lesson is focused on several basic theoretical concepts that act as foundation to the rest of the course. Introduction to mandatory readings by Daniel Siegel, Daniel Kahneman, Robert Cialdini. Following lessons are structured as follows: • 30 minutes session focused on live interaction with class, focused on REFLECTIONS (150-250 words texts) written by participants on prior lesson. • 90 minutes session providing the academic fundamentals and references for the lesson of the day. • 2-3 weeks separate one lesson from the other, with homework required to be emailed 3 days prior to next session. Homework will be DEFENDED in the following 30 min session. GRADING • 40% Participation will be graded on the relevance, logic and reference of the REFLECTIONS: Negative, Passive (regurgitation of material), Active (evidence of critical thinking), Proactive (good contribution to discussion). • 60% Based on multiple choice tests available on the portal after completion of course. ACADEMIC REFERENCES Although one cannot expect deep learning of the different disciplines that lie behind these lessons, from basic psychological processes to persuasion, rhetoric and linguistic theory, still the expectation is that student will delve into the “Required” Material. Teacher will also offer “Optional” Material for those that have specific interests. LESSON 1: Neurological Basis of Behavior, the Mind, the Brain, Human Relationships and Bias – Description: The first 30 minutes of this first lesson are devoted to introductions: the course and its participants. This is an important step because the hours are few and we need to team up as effectively as possible. During the 90 minutes session we will cover basic concepts: 1. Fundamental psychological processes: mind vs. brain, memory, attachment, emotions. 2. Cognitive bias and The Metaphors we live by: how we communicate and decipher communications is all that matters. Lesson Outcomes: • Understand our mind works, how we communicate and the role of emotions • Understand the impact of international, professional, gender, etc. culture • Understand how we communicate and the role of metaphors in interpreting and responding Homework: • BEFORE LESSON: watch https://www.youtube.com/watch?v=B7kBgaZLHaA • AFTER LESSON & READING: 150-250 words reflection on: Two personal examples of decisions taken under stress and bias. Academic references: The following are Required Material: 1. Daniel J. Siegel, The Developing Mind, 1999, or Second ed. 2015, Guildford Press. In Italian: La mente relazionale, Raffaello Cortina, 2001. (Chp. 1,3,4,5,7,8) 2. Daniel Kahneman, Thinking Fast and Slow, 2011, Farrar and Strauss (Chp. 1, 4, 5,6, 11, 13, 8, 9) The following are Optional Material: 1. Geert Hofstede, Culture’s Consequences, 2001, Sage 2. George Lakoff, Metaphors we live by, 2003 http://shu.bg/tadmin/upload/storage/161.pdf LESSON 2: Foundations and executing on psychological tests – Description: The first 30 minutes of this first lesson are devoted to reviewing your reflections on decision making under rational and emotional constraints. During the 90 minutes session we will cover psychological tests: 1. Personality: Gallup, Myers Brigs, Big5 2. Communication: Johari Window 3. Conflict: Thomas Kilmann Lesson Outcomes: • Gallup, Myers Brigs and Big 5: where do they come from and what is their use in mapping our Personality • Overcoming your comfort zone to cold call, introduce yourself and sell. Homework: • Take Big5 in your mother tongue and English, Johari and Kilmann only in English • 150-250 words reflection on: how to tackle tests (be ready to defend in class and remember to email 3 days prior to lesson) Academic references: The following are Required Material: 1. Ronald Alan Warren, The achievement paradox: test your personality & choose your behavior for success at work, 2002, New World Library The following are Optional Material: 1. Geert Hofstede, Culture’s Consequences, 2001, Sage 2. George Lakoff, Metaphors we live by, 2003 http://shu.bg/tadmin/upload/storage/161.pdf LESSON 3: Recognizing and managing conflict – Description: The first 30 minutes of this first lesson are devoted to reviewing your reflections on personality and behavioral assessment and presentation. During the 90 minutes session we will cover Conflict: 1. The rational take: dealing with scarcity of resources. 2. The emotional take: short vs. long term spaghetti battle. 3. Hardwired assumptions: Reciprocity, Consistency, Social Proof, Authority, Liking 4. Culture and management of conflict: National vs. Professional vs. Gender Lesson Outcomes: • Understand our mind works, how we frame conflict and how do we put ourselves in other’s shoes • Defining BATNA: Best Alternative to Negotiated Agreement • Putting the Fish on the Table: explicit vs. silent conflict and resentment • Pick battles you win: the other party may be stronger and nastier • Recourse to Authority vs. Mediation vs. Negotiation Homework: • Pick a used object of some value to you, go out and sell it to a total Stranger (don’t cheat) • 150-250 words reflection on: I remember last time I had a conflict and….(be ready to defend in class and remember to email 60hrs prior to lesson) Academic references: The following are Required Material: 1. Robert Cialdini, Influence: the psychology of persuasion, latest Edition or Influence: Science and Practice (5th Edition) 2. Cialdini on persuasion, https://www.youtube.com/watch?v=HOypv1AqYu0 3. Chomski on persuasion, https://www.youtube.com/watch?v=F8WDMKOU-OI The following are Optional Material: 1. George Kohlrieser, Hostage at the table, 2006, Jossey Bass (Chp. 1, 2, 5, 6,8) 2. Geert Hofstede, Culture’s Consequences, 2001, Sage 3. HBR article https://hbr.org/2013/07/the-uses-and-abuses-of-influence LESSON 4: Adding Value in an Organization – Description: The first 30 minutes of this first lesson are devoted to your reflections on Conflict. During the 90 minutes session we will cover Value Added: how you win a job and how you keep on growing inside an organization 1. Recon on our target organization: elements to research and analyze. 2. Competing on Cost vs. Differentiation: what is Your Value Proposition? 3. Writing and rhetoric in a time of Social Media: Your presentation, CV, Resume, Persona (Keynotes, Trends, Accolades) 4. Inside the organization: orchestrating merit recognition vs. value recognition 5. Images of Organization: metaphoric analysis to diagnose where we are and how to navigate Lesson Outcomes: • Understand the importance and techniques to ANALYZE the real structure and narrative of your organization (Metaphors, Stakeholders, Marketing, Ratings) • What you can bring is different from what you can do in an organization • How many personas do you act on? Individual vs. Family vs. Professional/s • Pick battles you win: the other party may have different goals from yours • When companies receive 1000 VCs/day, how do you stand out? Apologies vs. Permissions Homework: • Write 50 words Summary, 2 pages CV, Revisit Profiles on Twitter, LinkedIN, Instagram (be ready to defend in class and remember to email 3 days prior to lesson) Academic references: The following are Required Material: 1. Erik’s interview https://hbr.org/2015/06/the-great-decoupling 2. Gareth Morgan, Images of Organization, 1995, Sage (Chp. 9 and 10) 3. Lindsay Camp, Can I change your mind? The craft and art of persuasive writing, 2007, A&C Black The following are Optional Material: 1. Thomas Friedman, Thank You for Being Late, 2016, FSG 2. Charles Handy, The Age of Unreason, 1989, Arrow Books. (Section II) 3. Erik Brynjolfsson, Andrew McAfee, The Second Machine Age: Work, Progress in a Time of Brilliant Technologies, 2016 (Chp. 2, 4, 6, 8 and 12) LESSON 5: Selling products, services and organization – Description: The first 30 minutes of this first lesson may be expanded up to 60 to allocate enough time to review your Summary and CV, and verbal presentation. During the 90 minutes session we will cover Selling, theory and practice. 1. Recon on our prospect customers: elements to research and analyze. 2. Listening vs. Speaking: 85-15 approximation. Prospect customers “lie”. 3. Putting the Fish on the Table: up-front contracts 4. Technique vs. Behavior vs. Attitude Lesson Outcomes: • Understand the importance and techniques to ANALYZE the real PAIN POINTS and narrative of your prospect customers (Metaphors, Stakeholders, Procurement, Ratings) • Ability to analyze What is the difference between you and competition • William Marston and DISC behavioral assessment • Broken record and mirroring technique in verbal communication • Mirroring technique in non-verbal communication Homework: • Pick a SECOND used object of some value to you, go out and sell it to a total Stranger (don’t cheat) • 150-250 words reflection on: Between first time I tried to sell something and this second time, I learned that… Academic references: The following are Required Material: 1. Alexander Osterwalder & Yves Pigneur, Business Model Generation, 1989, Arrow Books. (Chp. 1, 2, 4) The following are Optional Material: 1. Rich Chiarello, Selling Technology, 2015, Sandler Systems. 2. Marston and DISC https://en.wikipedia.org/wiki/DISC_assessment and others

Lesson1 Neurological Basis of Behavior, the Mind, the Brain, Human Relationships and Bias - 7 January 2019 14.00-16.00 Classroom 11s Description: The first 30 minutes of this first lesson are devoted to introductions: the course and its participants. This is an important step because the hours are few and we need to team up as effectively as possible. During the 90 minutes session we will cover basic concepts: 1. Fundamental psychological processes: mind vs. brain, memory, attachment, emotions. 2. Cognitive bias and The Metaphors we live by: how we communicate and decipher communications is all that matters Lesson Outcomes • Understand our mind works, how we communicate and the role of emotions • Understand the impact of international, professional, gender, etc. culture • Understand how we communicate and the role of metaphors in interpreting and responding Homework • BEFORE LESSON: watch https://www.youtube.com/watch?v=B7kBgaZLHaA • AFTER LESSON & READING: 250-300 words reflection on: Two personal examples of decisions taken under stress and bias in my past. Academic references The following are Mandatory Material: 1. Daniel J. Siegel, The Developing Mind, 1999, or Second ed. 2015, Guildford Press. In Italian: La mente relazionale, Raffaello Cortina, 2001. (Chp. 1,3,4,5,7,8) 2. Daniel Kahneman, Thinking Fast and Slow, 2011, Farrar and Strauss (Chp. 1, 4, 5,6, 11, 13, 8, 9) The following are Optional Material: 1. Geert Hofstede, Culture’s Consequences, 2001, Sage 2. George Lakoff, Metaphors we live by, 2003 http://shu.bg/tadmin/upload/storage/161.pdf Lesson2 Foundations and executing on psychological tests - 28 January 2019 14.00-16.00 Selm room pavillon classroom N, ground floor, ex LISAD Description: The first 30 minutes of this first lesson are devoted to reviewing your reflections on decision making under rational and emotional constraints. During the 90 minutes session we will cover psychological tests: 1. Personality: Gallup, Myers Brigs, Big5 2. Communication: Johari Window 3. Conflict: Thomas Kilmann Lesson Outcomes • Gallup, Myers Brigs and Big 5: where do they come from and what is their use in mapping our Personality • Overcoming your comfort zone to cold call, introduce yourself and sell. Homework • Take Big5 in your mother tongue and English, Johari and Kilmann only in English • 250-300 words reflection on: how to tackle psychometric tests (be ready to defend in class and remember to email 3 days prior to lesson) Academic references The following are Required Material: 1. Ronald Alan Warren, The achievement paradox: test your personality & choose your behavior for success at work, 2002, New World Library The following are Optional Material: 3. Geert Hofstede, Culture’s Consequences, 2001, Sage 4. George Lakoff, Metaphors we live by, 2003 http://shu.bg/tadmin/upload/storage/161.pdf Lesson3 Recognizing and managing conflict 18 February 2019 14.00-16.00 Selm room pavillon classroom N, ground floor, ex LISAD Description: The first 30 minutes of this first lesson are devoted to reviewing your reflections on personality and behavioral assessment and presentation. During the 90 minutes session we will cover Conflict: 1. The rational take: dealing with scarcity of resources. 2. The emotional take: short vs. long term spaghetti battle. 3. Hardwired assumptions: Reciprocity, Consistency, Social Proof, Authority, Liking 4. Culture and management of conflict: National vs. Professional vs. Gender Lesson Outcomes • Understand our mind works, how we frame conflict and how do we put ourselves in other’s shoes • Defining BATNA: Best Alternative to Negotiated Agreement • Putting the Fish on the Table: explicit vs. silent conflict and resentment • Pick battles you win: the other party may be stronger and nastier • Recourse to Authority vs. Mediation vs. Negotiation Homework • Pick a used object of some value to you, go out and sell it to a total Stranger (don’t cheat ) • 250-300 words reflection on: I remember last time I had a conflict and….(be ready to defend in class and remember to email 60hrs prior to lesson) Academic references The following are Mandatory Material: 1. Robert Cialdini, Influence: the psychology of persuasion, latest Edition or Influence: Science and Practice (5th Edition) 2. Cialdini on persuasion, https://www.youtube.com/watch?v=HOypv1AqYu0 3. Chomski on persuasion, https://www.youtube.com/watch?v=F8WDMKOU-OI The following are Optional Material: 1. George Kohlrieser, Hostage at the table, 2006, Jossey Bass (Chp. 1, 2, 5, 6,8) 2. Geert Hofstede, Culture’s Consequences, 2001, Sage 3. HBR article https://hbr.org/2013/07/the-uses-and-abuses-of-influence Lesson4 Adding Value in an Organization 18 March 2019 14.00-16.00 Selm room pavillon classroom N, ground floor, ex LISAD Description: The first 30 minutes of this first lesson are devoted to your reflections on Conflict. During the 90 minutes session we will cover Value Added: how you win a job and how you keep on growing inside an organization 1. Recon on our target organization: elements to research and analyze. 2. Competing on Cost vs. Differentiation: what is Your Value Proposition? 3. Writing and rhetoric in a time of Social Media: Your presentation, CV, Resume, Persona (Keynotes, Trends, Accolades) 4. Inside the organization: orchestrating merit recognition vs. value recognition 5. Images of Organization: metaphoric analysis to diagnose where we are and how to navigate Lesson Outcomes • Understand the importance and techniques to ANALYZE the real structure and narrative of your organization (Metaphors, Stakeholders, Marketing, Ratings) • What you can bring is different from what you can do in an organization • How many personas do you act on? Individual vs. Family vs. Professional/s • Pick battles you win: the other party may have different goals from yours • When companies receive 1000 VCs/day, how do you stand out? Apologies vs. Permissions Homework • Write 50 words Summary, 2 pages CV, Revisit Profiles on Twitter, LinkedIN, Instagram (be ready to defend in class and remember to email 3 days prior to lesson) Academic references The following are Required Material: 1. Erik’s interview https://hbr.org/2015/06/the-great-decoupling 2. Gareth Morgan, Images of Organization, 1995, Sage (Chp. 9 and 10) 3. Lindsay Camp, Can I change your mind? The craft and art of persuasive writing, 2007, A&C Black The following are Optional Material: 4. Thomas Friedman, Thank You for Being Late, 2016, FSG 5. Charles Handy, The Age of Unreason, 1989, Arrow Books. (Section II) 6. Erik Brynjolfsson, Andrew McAfee, The Second Machine Age: Work, Progress in a Time of Brilliant Technologies, 2016 (Chp. 2, 4, 6, 8 and 12) Lesson5 Selling products, services and organization -Lesson 5 5 April 2019 14.00-16.00 Selm room pavillon classroom N, ground floor, ex LISAD Description: The first 30 minutes of this first lesson may be expanded up to 60 to allocate enough time to review your Summary and CV, and verbal presentation. During the 90 minutes session we will cover Selling, theory and practice. 1. Recon on our prospect customers: elements to research and analyze. 2. Listening vs. Speaking: 85-15 approximation. Prospect customers “lie”. 3. Putting the Fish on the Table: up-front contracts 4. Technique vs. Behavior vs. Attitude Lesson Outcomes • Understand the importance and techniques to ANALYZE the real PAIN POINTS and narrative of your prospect customers (Metaphors, Stakeholders, Procurement, Ratings) • Ability to analyze What is the difference between you and competition • William Marston and DISC behavioral assessment • Broken record and mirroring technique in verbal communication • Mirroring technique in non-verbal communication: Homework • Pick a SECOND used object of some value to you, go out and sell it to a total Stranger (don’t cheat ) • 250-300 words reflection on: Between first time I tried to sell something and this second time, I learned that… Academic references The following are Required Material: 1. Alexander Osterwalder & Yves Pigneur, Business Model Generation, 1989, Arrow Books. (Chp. 1, 2, 4) The following are Optional Material: 1. Rich Chiarello, Selling Technology, 2015, Sandler Systems. 2. Marston and DISC https://en.wikipedia.org/wiki/DISC_assessment and others

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Gli studenti e le studentesse con disabilità o con Disturbi Specifici di Apprendimento (DSA), oltre alla segnalazione tramite procedura informatizzata, sono invitati a comunicare anche direttamente al/la docente titolare dell'insegnamento, con un preavviso non inferiore ad una settimana dall'avvio della sessione d'esame, gli strumenti compensativi concordati con l'Unità Special Needs, al fine di permettere al/la docente la declinazione più idonea in riferimento alla specifica tipologia di esame.