{"id":3783,"date":"2023-10-25T09:30:47","date_gmt":"2023-10-25T07:30:47","guid":{"rendered":"https:\/\/www.negoziazione.academy\/store\/"},"modified":"2025-07-01T00:02:37","modified_gmt":"2025-06-30T22:02:37","slug":"store","status":"publish","type":"page","link":"https:\/\/www.negoziazione.academy\/en\/store\/","title":{"rendered":"Store"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"3783\" class=\"elementor elementor-3783 elementor-3433\" data-elementor-post-type=\"page\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6e1d7fa8 elementor-section-height-min-height elementor-section-boxed elementor-section-height-default elementor-section-items-middle\" data-id=\"6e1d7fa8\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6bca3d88\" data-id=\"6bca3d88\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-489c9cd3 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"489c9cd3\" data-element_type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7197e56f\" data-id=\"7197e56f\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-45319b83 elementor-widget elementor-widget-spacer\" data-id=\"45319b83\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-38262dcf elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"38262dcf\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-42a6d2e2\" data-id=\"42a6d2e2\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2d46c768 elementor-widget elementor-widget-heading\" data-id=\"2d46c768\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Books<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-777cdc36 elementor-widget elementor-widget-text-editor\" data-id=\"777cdc36\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Negotiation is an essential skill in both personal and professional life. For those interested in learning more about this dynamic discipline, I have curated a selection of books and articles that cover a wide range of topics related to negotiation.<\/p><p>The list is organized alphabetically to make searching easy and intuitive, and for each text there is a synopsis.<\/p><p>Here both the seasoned practitioner seeking new perspectives and the novice eager to learn the fundamentals are sure to find interesting and informative resources. Negotiation is an ever-evolving skill, and this page will be constantly updated to increase proficiency. <\/p><p>I am thrilled to share this vast collection of readings on negotiation that are <span style=\"font-family: var( --e-global-typography-text-font-family ), Sans-serif; font-size: 1rem;\">dear to my heart <\/span><span style=\"font-family: var( --e-global-typography-text-font-family ), Sans-serif; font-size: 1rem;\">and hope that it will serve as a valuable resource for personal and professional development.<\/span> <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-681680d7 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"681680d7\" data-element_type=\"section\" id=\"elenco_libri\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-4565df06\" data-id=\"4565df06\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-719d4690 elementor-widget elementor-widget-heading\" data-id=\"719d4690\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Aaron Marjorie C. <i>La negoziazione.<\/i> Sperling &amp; Kupfer, 2008.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4fdf875e elementor-widget elementor-widget-hotspot\" data-id=\"4fdf875e\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;A comprehensive overview of negotiation strategies and techniques, providing practical advice for handling complex situations and achieving favorable agreements. With examples and real-life cases, it serves as a practical guide to successfully managing negotiations in various contexts, from professional to personal settings. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>A comprehensive overview of negotiation strategies and techniques, providing practical advice for handling complex situations and achieving favorable agreements. With examples and real-life cases, it serves as a practical guide to successfully managing negotiations in various contexts, from professional to personal settings. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6aa03853 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"6aa03853\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7c90688e elementor-widget elementor-widget-heading\" data-id=\"7c90688e\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Albert Mehrabian. <i>Silent messages: implicit communication of emotions and attitudes.<\/i> Wadsworth Pub. Co., 1981.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-27b2d343 elementor-widget elementor-widget-hotspot\" data-id=\"27b2d343\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;\\&quot;The Implicit Communication of Emotions and Attitudes\\&quot;&lt;br \\\/&gt;Through detailed analyses, this work provides an in-depth understanding of nonverbal messages, shedding light on the complexity of human interactions. It offers insights into how to interpret silent cues in both everyday and professional settings.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>\"The Implicit Communication of Emotions and Attitudes\"<br \/>Through detailed analyses, this work provides an in-depth understanding of nonverbal messages, shedding light on the complexity of human interactions. It offers insights into how to interpret silent cues in both everyday and professional settings.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7c4e1ac6 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"7c4e1ac6\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-19cd10 elementor-widget elementor-widget-heading\" data-id=\"19cd10\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Alston Jon P. <i>The intelligent businessman's guide to Japan.<\/i> Charles E. Tuttle, pp. 39-42, 1990.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1614390f elementor-widget elementor-widget-hotspot\" data-id=\"1614390f\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;A guide for businessmen interested in doing business in Japan, including the dynamics of negotiations and the specific challenges related to the Japanese context.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>A guide for businessmen interested in doing business in Japan, including the dynamics of negotiations and the specific challenges related to the Japanese context.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-656e7c54 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"656e7c54\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7dc6c65b elementor-widget elementor-widget-heading\" data-id=\"7dc6c65b\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Ames Daniel and Mason Malta. <i>Tandem anchoring informational and politeness effects of range offers in social exchange.<\/i> Journal of Personality and Social Psychology, vol. 108(2), 2015.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-66da22dd elementor-widget elementor-widget-hotspot\" data-id=\"66da22dd\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The effects of tandem anchoring in social negotiations, exploring how range offers influence the dynamics of negotiation. It analyzes both informational aspects and those related to politeness, providing an in-depth view of the complexity of social interactions in negotiation contexts. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The effects of tandem anchoring in social negotiations, exploring how range offers influence the dynamics of negotiation. It analyzes both informational aspects and those related to politeness, providing an in-depth view of the complexity of social interactions in negotiation contexts. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-673a2e09 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"673a2e09\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-764a4f6a elementor-widget elementor-widget-heading\" data-id=\"764a4f6a\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Ariely Dan. <i>Predictably irrational: the hidden forces that shape our decisions. <\/i>Harper Collins, 2009.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5d0d6c2d elementor-widget elementor-widget-hotspot\" data-id=\"5d0d6c2d\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The hidden forces that shape our daily decisions. Through examples and research, it offers an in-depth view of the psychological and social factors that influence our choices. It explores the predictable irrationalities in human decision-making, shedding light on the motivations behind our behaviors.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The hidden forces that shape our daily decisions. Through examples and research, it offers an in-depth view of the psychological and social factors that influence our choices. It explores the predictable irrationalities in human decision-making, shedding light on the motivations behind our behaviors.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2faa4178 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"2faa4178\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7b076617 elementor-widget elementor-widget-heading\" data-id=\"7b076617\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Babcock Linda and Laschever Sara. <i>Women don't ask: the high cost of avoiding negotiation and positive strategies for change.<\/i> Piatkus Books, 2008.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-482e7475 elementor-widget elementor-widget-hotspot\" data-id=\"482e7475\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The gender gap in negotiations. It explores why many women avoid negotiating and offers strategies to overcome this tendency. Through case studies and in-depth research, it provides valuable advice on how women can build confidence in negotiations and achieve equitable outcomes.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The gender gap in negotiations. It explores why many women avoid negotiating and offers strategies to overcome this tendency. Through case studies and in-depth research, it provides valuable advice on how women can build confidence in negotiations and achieve equitable outcomes.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2899c334 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"2899c334\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3762b8ae elementor-widget elementor-widget-heading\" data-id=\"3762b8ae\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Bandler Richard and Grinder John. <i>Patterns of hypnotic tecniques of Milton H. Erikson<\/i>. MD, vol. 1, Metamorphous Press, 1997.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2b3f14df elementor-widget elementor-widget-hotspot\" data-id=\"2b3f14df\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Hypnotic techniques used by the renowned psychiatrist Milton H. Erickson, offering a detailed perspective on the strategies and skills employed by Erickson in the practice of hypnosis.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Hypnotic techniques used by the renowned psychiatrist Milton H. Erickson, offering a detailed perspective on the strategies and skills employed by Erickson in the practice of hypnosis.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7d733fab elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"7d733fab\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-370c83d3 elementor-widget elementor-widget-heading\" data-id=\"370c83d3\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Bandler Richard and Grinder John. <i>The structure of magic: a book about language and therapy.<\/i> Science and Behaviour Books, 1976.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-462e9e14 elementor-widget elementor-widget-hotspot\" data-id=\"462e9e14\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The use of language and therapeutic skills in the practice of therapy and effective communication. Bandler and Grinder developed Neuro-Linguistic Programming (NLP). &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The use of language and therapeutic skills in the practice of therapy and effective communication. Bandler and Grinder developed Neuro-Linguistic Programming (NLP). <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-235487c0 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"235487c0\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7379950e elementor-widget elementor-widget-heading\" data-id=\"7379950e\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Bandler Richard. <i>Insider's guide to sub-modalities.<\/i> Meta Publications, 1993.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-311b4ecd elementor-widget elementor-widget-hotspot\" data-id=\"311b4ecd\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The concept of submodalities in Neuro-Linguistic Programming (NLP), designed to provide a detailed guide on how to use and understand submodalities to influence mental processes and personal change.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The concept of submodalities in Neuro-Linguistic Programming (NLP), designed to provide a detailed guide on how to use and understand submodalities to influence mental processes and personal change.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-637622f5 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"637622f5\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5a0a8ae3 elementor-widget elementor-widget-heading\" data-id=\"5a0a8ae3\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Baron Naomi S. <i>Always on: language in an online and mobile world. <\/i>Oxford University Press, 2010.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-429fca7a elementor-widget elementor-widget-hotspot\" data-id=\"429fca7a\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The evolution of language in the digital and mobile context. It analyzes how communication has been influenced by technology, providing an in-depth analysis of linguistic dynamics in an increasingly connected world. It offers a critical perspective on how language has adapted to the challenges of a continuously evolving digital and mobile environment.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The evolution of language in the digital and mobile context. It analyzes how communication has been influenced by technology, providing an in-depth analysis of linguistic dynamics in an increasingly connected world. It offers a critical perspective on how language has adapted to the challenges of a continuously evolving digital and mobile environment.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-731dff15 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"731dff15\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6333ec15 elementor-widget elementor-widget-heading\" data-id=\"6333ec15\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Baron Naomi S. <i>World onscreen: the fate of reading in a digital world. <\/i>Oxford University Press, 2016.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-47390b81 elementor-widget elementor-widget-hotspot\" data-id=\"47390b81\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Reflections on the evolution of reading in the digital age, exploring how technology has influenced the ways in which we absorb information. It offers a critical perspective on the potential loss of traditional reading habits, shedding light on the future of reading in an increasingly technology-driven world. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Reflections on the evolution of reading in the digital age, exploring how technology has influenced the ways in which we absorb information. It offers a critical perspective on the potential loss of traditional reading habits, shedding light on the future of reading in an increasingly technology-driven world. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1e94ab2b elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"1e94ab2b\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-10ca6fac elementor-widget elementor-widget-heading\" data-id=\"10ca6fac\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Baxerman Max H. and Neale Margareth A. <i>Negotiating rationally. <\/i>Free Press, 1992.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6086f7be elementor-widget elementor-widget-hotspot\" data-id=\"6086f7be\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Strategies and approaches for negotiating in a rational and effective manner; decision-making in negotiations and advice on how to make informed and reasonable decisions during negotiations.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Strategies and approaches for negotiating in a rational and effective manner; decision-making in negotiations and advice on how to make informed and reasonable decisions during negotiations.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-183cf5ac elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"183cf5ac\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b36f08c elementor-widget elementor-widget-heading\" data-id=\"b36f08c\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Baxerman Max H. <i>Judgement in managerial decision-making.<\/i> John Wiley &amp; Sons, pp. 27-30 e 66-78, 1998.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-72b5238f elementor-widget elementor-widget-hotspot\" data-id=\"72b5238f\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Managerial decision-making process and insights into judgment formation and decisions made in a managerial context.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Managerial decision-making process and insights into judgment formation and decisions made in a managerial context.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c0268f1 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"c0268f1\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-257a3f09 elementor-widget elementor-widget-heading\" data-id=\"257a3f09\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Baxerman Max H., Neale Margareth A., Valley Kathleen L., Zajac Edward J. and Kim Yong Min. <i>The effect of agents and mediators on negotiations outcomes.<\/i> Organizational Behaviour and Human Decision Processes, vol. 53(1), pp. 55-73, 1992.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5b200be3 elementor-widget elementor-widget-hotspot\" data-id=\"5b200be3\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The effect of agents and mediators on negotiations and negotiation outcomes in organizational contexts.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The effect of agents and mediators on negotiations and negotiation outcomes in organizational contexts.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5a14d101 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"5a14d101\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a2c3d3d elementor-widget elementor-widget-heading\" data-id=\"a2c3d3d\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Bazerman Max H. and Neale Margareth A. <i>Negotiation. <\/i>Annual Review of Psychology, vol. 51, pp. 279-314, 2000.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7ddd4396 elementor-widget elementor-widget-hotspot\" data-id=\"7ddd4396\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;A comprehensive overview of negotiation as a scientific discipline. It explores the fundamental theories and research in the field of negotiation, offering an in-depth understanding of the key topics and challenges. With contributions from experts in the field, it is an essential read for those seeking a thorough understanding of the theoretical foundations of negotiation.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>A comprehensive overview of negotiation as a scientific discipline. It explores the fundamental theories and research in the field of negotiation, offering an in-depth understanding of the key topics and challenges. With contributions from experts in the field, it is an essential read for those seeking a thorough understanding of the theoretical foundations of negotiation.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1201fd33 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"1201fd33\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5d9108aa elementor-widget elementor-widget-heading\" data-id=\"5d9108aa\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Bazerman Max H. and Samuelson William E.<i> I won the action but I don't want the prize<\/i>. Journal of Conflict Resolution, vol. 27, pp. 618-634, 1995. <\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-651f0706 elementor-widget elementor-widget-hotspot\" data-id=\"651f0706\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The discrepancy between action and desired reward in negotiations. It analyzes how individuals can achieve outcomes that do not align with their expectations and goals. It offers important insights on how to set clear objectives that are aligned with the actions taken, thereby improving the consistency between actions and expectations in negotiations.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The discrepancy between action and desired reward in negotiations. It analyzes how individuals can achieve outcomes that do not align with their expectations and goals. It offers important insights on how to set clear objectives that are aligned with the actions taken, thereby improving the consistency between actions and expectations in negotiations.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-77d69c20 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"77d69c20\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2fa44856 elementor-widget elementor-widget-heading\" data-id=\"2fa44856\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Bazerman Max H., Magliozzi T. and Neale Margareth A. <i>The acquisition of an integrative response in a competitive market.<\/i> Organizational behaviour and human decision process, vol. 34, pp. 294-313, 1985.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1489f14e elementor-widget elementor-widget-hotspot\" data-id=\"1489f14e\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The acquisition of an integrative response in a competitive market. It analyzes how negotiators develop responses that integrate their own interests with those of others, creating sustainable agreements. With empirical examples, it offers valuable insights on how to develop integrative skills in negotiations, creating value in competitive contexts.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The acquisition of an integrative response in a competitive market. It analyzes how negotiators develop responses that integrate their own interests with those of others, creating sustainable agreements. With empirical examples, it offers valuable insights on how to develop integrative skills in negotiations, creating value in competitive contexts.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-73f717bc elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"73f717bc\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-39cc5079 elementor-widget elementor-widget-heading\" data-id=\"39cc5079\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Bell David E. and Schleifer Albert Jr. <i>Decision making under uncertainty: a model of cognitive conflict and choosing. <\/i>Cambridge University Press, 1995.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1e98eb9b elementor-widget elementor-widget-hotspot\" data-id=\"1e98eb9b\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;An in-depth perspective on decision-making in situations of cognitive uncertainty. It explores cognitive conflicts and challenges in the decision-making process, providing insights into strategies for managing uncertainty. With a solid theoretical foundation, it offers tools to improve decision-making accuracy in complex negotiation contexts, a crucial skill for experienced negotiators.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>An in-depth perspective on decision-making in situations of cognitive uncertainty. It explores cognitive conflicts and challenges in the decision-making process, providing insights into strategies for managing uncertainty. With a solid theoretical foundation, it offers tools to improve decision-making accuracy in complex negotiation contexts, a crucial skill for experienced negotiators.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-415e1926 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"415e1926\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3e57f6b3 elementor-widget elementor-widget-heading\" data-id=\"3e57f6b3\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Benoliel Michael and Susskind Lawrence. <i>Done deal: insight from interviews with the world's best negotiators. <\/i>Platinum Press, 2005.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-118a319e elementor-widget elementor-widget-hotspot\" data-id=\"118a319e\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;An interesting perspective on negotiation strategies and the experiences of the world\\u2019s top negotiators.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>An interesting perspective on negotiation strategies and the experiences of the world\u2019s top negotiators.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-31d4d3e7 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"31d4d3e7\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-46961af0 elementor-widget elementor-widget-heading\" data-id=\"46961af0\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Benson Philip L, Kelly Howard H. and Liebling Bruce. <i>Effects of extremity of offers and concessions rate on the outcomes of bargaining. <\/i>Journal of Personality and Social Psycology, vol. 24, pp. 73-83, 1983.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7da6c89e elementor-widget elementor-widget-hotspot\" data-id=\"7da6c89e\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;How the extremity of offers and the rate of concessions influence negotiation outcomes, contributing to the understanding of negotiation dynamics and strategies of offering and conceding.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>How the extremity of offers and the rate of concessions influence negotiation outcomes, contributing to the understanding of negotiation dynamics and strategies of offering and conceding.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7f94e0c9 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"7f94e0c9\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-35ece711 elementor-widget elementor-widget-heading\" data-id=\"35ece711\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Blount Jeb. <i>Inked<\/i>. Wiley, 2020. <\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-433a65b0 elementor-widget elementor-widget-hotspot\" data-id=\"433a65b0\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The art of persuasion. It analyzes how to influence others through effective persuasive strategies. It offers insights on how to use persuasion ethically and authentically, providing practical strategies to enhance persuasive skills in negotiations and everyday interactions.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The art of persuasion. It analyzes how to influence others through effective persuasive strategies. It offers insights on how to use persuasion ethically and authentically, providing practical strategies to enhance persuasive skills in negotiations and everyday interactions.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2cdf7bb elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"2cdf7bb\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6bba835e elementor-widget elementor-widget-heading\" data-id=\"6bba835e\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Bok Sissela. <i>Lying: moral choice in public and private life. <\/i>Vintage, 1991.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-30f0d8ce elementor-widget elementor-widget-hotspot\" data-id=\"30f0d8ce\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;An analysis of the moral implications of lying, considering when lies can be justified and when they are morally unacceptable. Through concrete examples and ethical reasoning, Bok examines the role of lying in personal and public decisions, questioning the justifications for lying in various situations of everyday and professional life. The book offers a deep reflection on the moral complexity of lying and the ethical challenges it entails.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>An analysis of the moral implications of lying, considering when lies can be justified and when they are morally unacceptable. Through concrete examples and ethical reasoning, Bok examines the role of lying in personal and public decisions, questioning the justifications for lying in various situations of everyday and professional life. The book offers a deep reflection on the moral complexity of lying and the ethical challenges it entails.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-556da2d1 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"556da2d1\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-725faf8d elementor-widget elementor-widget-heading\" data-id=\"725faf8d\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Brett Jeanne M. <i>Negotiating globally: how to negotiate deals, resolve disputes and make decisions across cultural boundaries. <\/i>Jossey-Bass, 2001.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-54faa564 elementor-widget elementor-widget-hotspot\" data-id=\"54faa564\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Challenges and strategies for negotiating effectively in international and intercultural contexts, providing a practical guide for addressing cultural differences in decision-making and conflict resolution processes.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Challenges and strategies for negotiating effectively in international and intercultural contexts, providing a practical guide for addressing cultural differences in decision-making and conflict resolution processes.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-112b00fd elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"112b00fd\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-195e5594 elementor-widget elementor-widget-heading\" data-id=\"195e5594\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Brian Tracy. <i>Eat that frog! - 21 great ways to stop procrastinating and get more done in less time. <\/i> Berrett-Koehler Publishers, 2001.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6e0d9083 elementor-widget elementor-widget-hotspot\" data-id=\"6e0d9083\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Concrete strategies to overcome procrastination and improve productivity. It explores practical tactics for managing time, tackling daily challenges, and increasing personal effectiveness. The book is a practical guide for anyone looking to maximize their productivity.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Concrete strategies to overcome procrastination and improve productivity. It explores practical tactics for managing time, tackling daily challenges, and increasing personal effectiveness. The book is a practical guide for anyone looking to maximize their productivity.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-16147db2 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"16147db2\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2811019d elementor-widget elementor-widget-heading\" data-id=\"2811019d\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Burg Bob.<i> The art of persuasion.<\/i> Tremendous Life Books e Sound Wisdom, 2011.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-44fac310 elementor-widget elementor-widget-hotspot\" data-id=\"44fac310\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The art of persuasion, offering insights on how to positively influence others. It analyzes persuasive techniques, providing practical examples and case studies. It offers valuable insights on how to apply persuasive principles ethically and effectively, offering tips on how to improve persuasive skills in negotiations and persuasion situations.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The art of persuasion, offering insights on how to positively influence others. It analyzes persuasive techniques, providing practical examples and case studies. It offers valuable insights on how to apply persuasive principles ethically and effectively, offering tips on how to improve persuasive skills in negotiations and persuasion situations.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-689d9449 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"689d9449\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4c521041 elementor-widget elementor-widget-heading\" data-id=\"4c521041\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Burger Jerry. <i>The norm of the reciprocity as an internalized social norm: returning favors when no one finds out.<\/i> Social Influence, vol. 4(1), 2009.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3c5462f7 elementor-widget elementor-widget-hotspot\" data-id=\"3c5462f7\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The concept of reciprocity as an internalized social norm, examining how people respond to the return of favors even when not observed. It provides a unique perspective on the intrinsic nature of reciprocity in human interactions, revealing the deep motives that drive individuals to act altruistically and cooperatively, even in the absence of external supervision. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The concept of reciprocity as an internalized social norm, examining how people respond to the return of favors even when not observed. It provides a unique perspective on the intrinsic nature of reciprocity in human interactions, revealing the deep motives that drive individuals to act altruistically and cooperatively, even in the absence of external supervision. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-176fd860 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"176fd860\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-10c40db3 elementor-widget elementor-widget-heading\" data-id=\"10c40db3\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Butlens Marc Marc Butlens and Van Pouche Dirk. <i>Determinants of a negotiator's initial opening offer. <\/i>Journal of Business and Psychology, vol. 19(1), pp 23-35, 2004.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7fd6ce33 elementor-widget elementor-widget-hotspot\" data-id=\"7fd6ce33\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Factors that influence the initial opening offer of a negotiator in a negotiation situation.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Factors that influence the initial opening offer of a negotiator in a negotiation situation.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-36157f04 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"36157f04\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-63da7078 elementor-widget elementor-widget-heading\" data-id=\"63da7078\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Camp Jim. <i>Start with no: the negotiating tools that the pros don't want you to know. <\/i>Crown Business, 2002.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3808f671 elementor-widget elementor-widget-hotspot\" data-id=\"3808f671\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;An innovative perspective on negotiation, suggesting that starting negotiations with a &#039;no&#039; can create a solid foundation for effective negotiation.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>An innovative perspective on negotiation, suggesting that starting negotiations with a 'no' can create a solid foundation for effective negotiation.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-60719f0e elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"60719f0e\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-297421b1 elementor-widget elementor-widget-heading\" data-id=\"297421b1\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Caporatello Luca and Magni Marco. <i>Team management: how to manage and improve teamwork.<\/i> Egea, 2015.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2679e68a elementor-widget elementor-widget-hotspot\" data-id=\"2679e68a\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Effective team management in organizations, offering advice and strategies to improve collaboration and team performance.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Effective team management in organizations, offering advice and strategies to improve collaboration and team performance.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-520b7233 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"520b7233\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-338cf1de elementor-widget elementor-widget-heading\" data-id=\"338cf1de\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Carnagie Dale. <i>How to win friends and influence people.<\/i> Angus e Robertson, 1965.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4fc6fd76 elementor-widget elementor-widget-hotspot\" data-id=\"4fc6fd76\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Practical advice on how to build positive relationships, influence others constructively, and improve communication skills.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Practical advice on how to build positive relationships, influence others constructively, and improve communication skills.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-79341b8 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"79341b8\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-19e650a1 elementor-widget elementor-widget-heading\" data-id=\"19e650a1\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Carr Albert Z. <i>Is business bluffing ethical.<\/i> Harvard Business Review, vol. 48(1), 1987.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5478e169 elementor-widget elementor-widget-hotspot\" data-id=\"5478e169\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;A debate on the ethics of bluffing in the business world. It examines the moral issues associated with bluffing tactics in the commercial context, encouraging readers to reflect on ethical integrity in business negotiations. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>A debate on the ethics of bluffing in the business world. It examines the moral issues associated with bluffing tactics in the commercial context, encouraging readers to reflect on ethical integrity in business negotiations. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5d272018 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"5d272018\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b9e44ad elementor-widget elementor-widget-heading\" data-id=\"b9e44ad\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Chokshi Niraj. <i>Out of the office: more people are working remotely, survey finds. <\/i>New York Times, 15 Febbraio 2017.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-74f606d3 elementor-widget elementor-widget-hotspot\" data-id=\"74f606d3\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The results of a survey on remote work, reflecting on the changing dynamics of work in contemporary society. It provides an overview of the growing phenomenon of remote work and its social and economic implications. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The results of a survey on remote work, reflecting on the changing dynamics of work in contemporary society. It provides an overview of the growing phenomenon of remote work and its social and economic implications. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7893a0a7 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"7893a0a7\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-51e86ba0 elementor-widget elementor-widget-heading\" data-id=\"51e86ba0\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Cialdini Robert B. <i>Influence: The Psycology of Persuasion.<\/i> William Morrow, 1984.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1b232d29 elementor-widget elementor-widget-hotspot\" data-id=\"1b232d29\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;How people are influenced and persuaded in their daily decisions, providing valuable insights on how to recognize and effectively use these influences.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>How people are influenced and persuaded in their daily decisions, providing valuable insights on how to recognize and effectively use these influences.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3d71e61 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"3d71e61\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-34b5ee1d elementor-widget elementor-widget-heading\" data-id=\"34b5ee1d\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Cialdini Robert B. <i>Reciprocal concessions procedures for inducing compliance: the door-in-the face-technique. <\/i>Journal of Personality and Social Psicology, vol. 31(2), 1975.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-399511b elementor-widget elementor-widget-hotspot\" data-id=\"399511b\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The door-in-the-face technique as a strategy for gaining agreement. It analyzes how reciprocity and concession can influence human behavior, offering a unique perspective on social persuasion and the dynamics of reciprocal requests and concessions. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The door-in-the-face technique as a strategy for gaining agreement. It analyzes how reciprocity and concession can influence human behavior, offering a unique perspective on social persuasion and the dynamics of reciprocal requests and concessions. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-411e39ed elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"411e39ed\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-609922de elementor-widget elementor-widget-heading\" data-id=\"609922de\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Cialdini, Robert B. <i>Theory and Practice of Persuasion: Understanding Persuasion to Practice It Positively and Defend Against Manipulators<\/i>. Roberti, 2009.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3bd82c6b elementor-widget elementor-widget-hotspot\" data-id=\"3bd82c6b\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Research and ideas on persuasion, offering advice on how to use persuasion ethically and how to defend against the manipulative tactics of others.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Research and ideas on persuasion, offering advice on how to use persuasion ethically and how to defend against the manipulative tactics of others.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-50981810 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"50981810\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-78e1dd1d elementor-widget elementor-widget-heading\" data-id=\"78e1dd1d\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Cialdini Robert B.<i> The power of persuasion: putting the science of influence to work in fundraising. <\/i>Standford Social Innovation Review, pp. 18-27, estate 2003.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5d98f04e elementor-widget elementor-widget-hotspot\" data-id=\"5d98f04e\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The power of persuasion in the context of fundraising. It analyzes how persuasive techniques can be used ethically to positively influence people&#039;s decisions. It offers valuable insights on how to apply persuasive principles ethically and effectively, providing practical tips for anyone involved in fundraising or other persuasive activities.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The power of persuasion in the context of fundraising. It analyzes how persuasive techniques can be used ethically to positively influence people's decisions. It offers valuable insights on how to apply persuasive principles ethically and effectively, providing practical tips for anyone involved in fundraising or other persuasive activities.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d8538ba elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"d8538ba\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f79b9b2 elementor-widget elementor-widget-heading\" data-id=\"f79b9b2\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Cohen Jonathan. <i>Advising clients to apologize.<\/i> Southern California Law Review, vol. 72(4), pp. 1009-69, 1999.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c634e92 elementor-widget elementor-widget-hotspot\" data-id=\"c634e92\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The procedure of reciprocal concessions to induce conformity, specifically examining the &#039;door-in-the-face&#039; technique and how the dynamics of reciprocal concessions influence conformity behavior in negotiation processes.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The procedure of reciprocal concessions to induce conformity, specifically examining the 'door-in-the-face' technique and how the dynamics of reciprocal concessions influence conformity behavior in negotiation processes.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7b0d579a elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"7b0d579a\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-69d22db8 elementor-widget elementor-widget-heading\" data-id=\"69d22db8\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Cotter Daniel R. and Tripp Thomas M. <i>First offer disadvantage in zero-sum game negotiation outcomes. <\/i>Journal of Business-to-Business Marketing, vol.15(1), 25-44, 2008.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-626b6196 elementor-widget elementor-widget-hotspot\" data-id=\"626b6196\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The concept of &#039;First Offer Disadvantage,&#039; referring to the phenomenon where the party making the first offer in a negotiation tends to achieve less favorable outcomes in zero-sum situations.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The concept of 'First Offer Disadvantage,' referring to the phenomenon where the party making the first offer in a negotiation tends to achieve less favorable outcomes in zero-sum situations.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bd8f567 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"bd8f567\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-40ae780 elementor-widget elementor-widget-heading\" data-id=\"40ae780\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Covey, Stephen R. <i>The Speed of Trust: The One Thing That Changes Everything<\/i>. Franco Angeli, 2004.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3a9bc76c elementor-widget elementor-widget-hotspot\" data-id=\"3a9bc76c\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The transformative power of trust in personal and professional relationships. Through engaging examples and key principles, it demonstrates how trust is the fundamental element driving positive human interactions. The book offers practical strategies for building mutual trust, creating a solid foundation for success and well-being in social and work dynamics.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The transformative power of trust in personal and professional relationships. Through engaging examples and key principles, it demonstrates how trust is the fundamental element driving positive human interactions. The book offers practical strategies for building mutual trust, creating a solid foundation for success and well-being in social and work dynamics.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-61b541f elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"61b541f\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-76cec465 elementor-widget elementor-widget-heading\" data-id=\"76cec465\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Cozby Paul C. <i>Self disclosure, reciprocity and liking.<\/i> Sociometry, vol. 35(1), pp. 151-160, 1972.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4ac64147 elementor-widget elementor-widget-hotspot\" data-id=\"4ac64147\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The relationship between self-disclosure, reciprocity, and affection in social interactions. The findings indicate that when people open up and share personal information, they often generate a sense of reciprocity and likability from others, thereby contributing to a better understanding of the mechanisms of social relationships. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The relationship between self-disclosure, reciprocity, and affection in social interactions. The findings indicate that when people open up and share personal information, they often generate a sense of reciprocity and likability from others, thereby contributing to a better understanding of the mechanisms of social relationships. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-588fe072 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"588fe072\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2ed98484 elementor-widget elementor-widget-heading\" data-id=\"2ed98484\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Csikszentmilhalyi Mihaly. <i>Flow: the psicology of optimal experience.<\/i> Harper &amp; Row, 1990.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2f669615 elementor-widget elementor-widget-hotspot\" data-id=\"2f669615\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The concept of &#039;flow,&#039; a mental state in which a person is fully immersed in an activity, experiencing deep concentration and enjoyment. The author analyzes how to achieve this state of flow and how it can positively influence human experience and performance in a variety of contexts. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The concept of 'flow,' a mental state in which a person is fully immersed in an activity, experiencing deep concentration and enjoyment. The author analyzes how to achieve this state of flow and how it can positively influence human experience and performance in a variety of contexts. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1391b812 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"1391b812\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-27dfcee6 elementor-widget elementor-widget-heading\" data-id=\"27dfcee6\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Curhan Jared R., Elfenbein Hilary Anger and Xu Heng. <i>What do people value when they negotiate? Mapping the domain of subjective value in negotiation. <\/i> Journal of Personality and Social Psychology, vol. 91(3), pp 493-512, 2006.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-152e016c elementor-widget elementor-widget-hotspot\" data-id=\"152e016c\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;What people value during negotiations and an attempt to map the concept of subjective value in negotiations.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>What people value during negotiations and an attempt to map the concept of subjective value in negotiations.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2a64e964 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"2a64e964\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-13ca3038 elementor-widget elementor-widget-heading\" data-id=\"13ca3038\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">De Dreu Carsten K.W. , Bazerman Max H. and Steinel Wilfred. <i>Unfixing the fixed pie: a motivated information processing approachto integrative negotiation.<\/i> Journal of Personality and Social Psychology, vol.79(6), pp. 975-87, 2000.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1b3d047d elementor-widget elementor-widget-hotspot\" data-id=\"1b3d047d\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;An approach to integrative negotiation, focusing on how people process information and approach negotiations to find solutions that go beyond the &#039;fixed pie&#039; concept, creating added value for both parties involved.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>An approach to integrative negotiation, focusing on how people process information and approach negotiations to find solutions that go beyond the 'fixed pie' concept, creating added value for both parties involved.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-664fba7a elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"664fba7a\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7316da68 elementor-widget elementor-widget-heading\" data-id=\"7316da68\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">De Martino Benedetto, Kumaran Dharshan, Seymour Ben and Dolan Raymond J. <i>Frames, biases and rational decision-making in the human brain.<\/i> Science, vol. 313(5787), pp. 684-687, 2006.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-58bec5ae elementor-widget elementor-widget-hotspot\" data-id=\"58bec5ae\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Mental frameworks and biases that influence human decisions. It analyzes how the human brain processes information during negotiations, offering a scientific perspective on both rational and irrational decisions. With references to neuroscience, it provides valuable insights into the psychology of decision-making in negotiations. Mental frameworks and biases that influence human decisions. It analyzes how the human brain processes information during negotiations, offering a scientific perspective on both rational and irrational decisions. With references to neuroscience, it provides valuable insights into the psychology of decision-making in negotiations.    &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Mental frameworks and biases that influence human decisions. It analyzes how the human brain processes information during negotiations, offering a scientific perspective on both rational and irrational decisions. With references to neuroscience, it provides valuable insights into the psychology of decision-making in negotiations. Mental frameworks and biases that influence human decisions. It analyzes how the human brain processes information during negotiations, offering a scientific perspective on both rational and irrational decisions. With references to neuroscience, it provides valuable insights into the psychology of decision-making in negotiations.    <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-293e9ef1 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"293e9ef1\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-42e4a19a elementor-widget elementor-widget-heading\" data-id=\"42e4a19a\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Dell Donald. <i>Never make the first offer (except when you should): wisdom from a master dealmaker. <\/i>Portfolio, 2009.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4c112db3 elementor-widget elementor-widget-hotspot\" data-id=\"4c112db3\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Sharing his experience and wisdom as an expert negotiator, offering advice on when to make the first offer and how to successfully negotiate in various contexts.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Sharing his experience and wisdom as an expert negotiator, offering advice on when to make the first offer and how to successfully negotiate in various contexts.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2d92f0f2 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"2d92f0f2\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-54aaf2df elementor-widget elementor-widget-heading\" data-id=\"54aaf2df\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Daniel Shapiro. N<i>egotiating the nonnegotiable: how to resolve your most emotionally charged conflicts.<\/i> Penguin Books, 2017. <\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7425369 elementor-widget elementor-widget-hotspot\" data-id=\"7425369\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Innovative approaches to dealing with emotionally charged conflicts, transforming seemingly irresolvable situations into opportunities for collaborative growth. Through wisdom and compassion, the book guides the reader in managing complex conflicts, fostering understanding and collaboration. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Innovative approaches to dealing with emotionally charged conflicts, transforming seemingly irresolvable situations into opportunities for collaborative growth. Through wisdom and compassion, the book guides the reader in managing complex conflicts, fostering understanding and collaboration. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3da471aa elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"3da471aa\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4e2834f5 elementor-widget elementor-widget-heading\" data-id=\"4e2834f5\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Dawson Roger. <i>Roger Dawson's secrets of power negotiating. <\/i>Career Press, 1995.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3090963d elementor-widget elementor-widget-hotspot\" data-id=\"3090963d\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Advanced strategies to enhance negotiation skills. It offers practical advice for honing negotiation abilities, making it an essential guide for anyone looking to excel in the world of negotiations. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Advanced strategies to enhance negotiation skills. It offers practical advice for honing negotiation abilities, making it an essential guide for anyone looking to excel in the world of negotiations. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-579db3c6 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"579db3c6\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-14d1b9f8 elementor-widget elementor-widget-heading\" data-id=\"14d1b9f8\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Depaulo Bella M., Kashy Deborah A., Kirkendol Susan E., Wyer Melissa M. and Epstein Jennifer A. <i>Lying in everyday life. <\/i>Journal of Personality and Social Psycology, vol. 70(5), 1996.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1a345077 elementor-widget elementor-widget-hotspot\" data-id=\"1a345077\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;It examines the phenomenon of lying in everyday life. This study offers a detailed analysis of the reasons, contexts, and social implications of common lies. Through empirical analysis, the authors explore why people lie in daily situations, providing an in-depth understanding of human behavior related to lying. The article represents a significant contribution to social psychology, offering an accurate analysis of the role of lying in everyday life.   &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>It examines the phenomenon of lying in everyday life. This study offers a detailed analysis of the reasons, contexts, and social implications of common lies. Through empirical analysis, the authors explore why people lie in daily situations, providing an in-depth understanding of human behavior related to lying. The article represents a significant contribution to social psychology, offering an accurate analysis of the role of lying in everyday life.   <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-27e30e52 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"27e30e52\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-113af463 elementor-widget elementor-widget-heading\" data-id=\"113af463\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Diekmann Kristina A., Tenbrunsel Ann E., Shah Prashant P., Schroth Henry A. and Bazerman Max H. <i>The descriptive and prescriptive use of previous purchase price in negotiations. <\/i>Organizational Behaviour and Human Decision Processes, vol. 66(2), pp. 179-191, 1996.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a0963ab elementor-widget elementor-widget-hotspot\" data-id=\"a0963ab\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Both descriptive and prescriptive use of the previous purchase price in negotiations, highlighting the role this information plays in the negotiation decision-making process.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Both descriptive and prescriptive use of the previous purchase price in negotiations, highlighting the role this information plays in the negotiation decision-making process.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5774ddae elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"5774ddae\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1f229308 elementor-widget elementor-widget-heading\" data-id=\"1f229308\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Dimberg Andreas, Thumberg Michael and Elmehed Kajsa. <i>Unconscious facial reactions to emotional facial expressions. <\/i>Psychological Science, 11, 2000.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-57d90576 elementor-widget elementor-widget-hotspot\" data-id=\"57d90576\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Unconscious facial reactions to emotional facial expressions, contributing to the understanding of the dynamics of emotional expressions and human reactions.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Unconscious facial reactions to emotional facial expressions, contributing to the understanding of the dynamics of emotional expressions and human reactions.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4fec101c elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"4fec101c\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-320f7d1a elementor-widget elementor-widget-heading\" data-id=\"320f7d1a\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Donohue William A. and Roberto Anthony J. <i>Relational development as negotiated order in hostage negotiation. Human Communic <\/i>ation Research, vol. 20(2), pp. 175-198,1993.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4acfe59f elementor-widget elementor-widget-hotspot\" data-id=\"4acfe59f\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The development of relationships in hostage negotiations, highlighting how such relationships are built through a negotiated process.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The development of relationships in hostage negotiations, highlighting how such relationships are built through a negotiated process.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-38ac48b elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"38ac48b\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7ddce3df elementor-widget elementor-widget-heading\" data-id=\"7ddce3df\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Duke Anne. <i>Thinking in bets: making smarter decisions when you don't have all the facts.<\/i> Penguin Random House, 2018.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3ad44a8d elementor-widget elementor-widget-hotspot\" data-id=\"3ad44a8d\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;How to make decisions in situations of uncertainty, a common scenario in negotiations. It uses the concept of betting to explain the decision-making process, offering a new perspective on risk management and uncertainty. With real-world examples, it provides practical tools to improve decision accuracy, an essential skill for negotiators.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>How to make decisions in situations of uncertainty, a common scenario in negotiations. It uses the concept of betting to explain the decision-making process, offering a new perspective on risk management and uncertainty. With real-world examples, it provides practical tools to improve decision accuracy, an essential skill for negotiators.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-53c8231c elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"53c8231c\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-17077a84 elementor-widget elementor-widget-heading\" data-id=\"17077a84\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Dweck Carol S. <i>Mindset: cambiare forma mentis per raggiungere il successo. <\/i>Franco Angeli, 2016.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-47e6d0e0 elementor-widget elementor-widget-hotspot\" data-id=\"47e6d0e0\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The concept of mindset and its impact on performance and success. It analyzes how different mindsets influence the ability to learn, grow, and face challenges. It offers insights on how to develop a growth mindset in negotiations, providing suggestions on how to overcome challenges, learn from experiences, and grow as negotiators.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The concept of mindset and its impact on performance and success. It analyzes how different mindsets influence the ability to learn, grow, and face challenges. It offers insights on how to develop a growth mindset in negotiations, providing suggestions on how to overcome challenges, learn from experiences, and grow as negotiators.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6eefdd7a elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"6eefdd7a\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-42521192 elementor-widget elementor-widget-heading\" data-id=\"42521192\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Ekman Paul. <i>Facial expression of emotion: new findings, new questions. <\/i> Psychological Science, 3, pp. 34-38, 2000.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-79d0eb10 elementor-widget elementor-widget-hotspot\" data-id=\"79d0eb10\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Facial expressions of emotions, presenting new findings and raising further questions about the understanding of human emotional expressions.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Facial expressions of emotions, presenting new findings and raising further questions about the understanding of human emotional expressions.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5e116a07 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"5e116a07\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2c829884 elementor-widget elementor-widget-heading\" data-id=\"2c829884\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Ekman Paul. <i>Telling lies, clues to deceit in the marketplace, politics and marriage. <\/i>W.W. Norton &amp; Co., 2009.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-47bf9562 elementor-widget elementor-widget-hotspot\" data-id=\"47bf9562\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Lie detection and indicators of deception in human interactions. It analyzes how to identify signs of lying and deception during negotiations. It explores how to interpret facial expressions and body language to detect signs of deception in negotiation interactions, providing strategies for detecting deceit and making informed decisions.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Lie detection and indicators of deception in human interactions. It analyzes how to identify signs of lying and deception during negotiations. It explores how to interpret facial expressions and body language to detect signs of deception in negotiation interactions, providing strategies for detecting deceit and making informed decisions.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3daf4a84 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"3daf4a84\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7023ef64 elementor-widget elementor-widget-heading\" data-id=\"7023ef64\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Ekman Paul. <i>Emotions revealed: understanding faces and feelings.<\/i> W&amp;N, 2004.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5ce364b3 elementor-widget elementor-widget-hotspot\" data-id=\"5ce364b3\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;An immersion into the world of human emotions. It explores how understanding facial expressions and feelings can provide a deeper insight into human interactions. Through scientific discoveries and engaging case studies, the book offers a guide to understanding human emotions and their impact on interpersonal relationships.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>An immersion into the world of human emotions. It explores how understanding facial expressions and feelings can provide a deeper insight into human interactions. Through scientific discoveries and engaging case studies, the book offers a guide to understanding human emotions and their impact on interpersonal relationships.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5f48c056 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"5f48c056\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6046c87c elementor-widget elementor-widget-heading\" data-id=\"6046c87c\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Ekman Paul. <i>Unmasking the face: a guide to recognizing emotions and facial expressions.<\/i> Malor Books, 2003.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7bd56f76 elementor-widget elementor-widget-hotspot\" data-id=\"7bd56f76\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;A practical guide to recognizing emotions and facial expressions. It analyzes how to interpret facial expressions, providing insights on how to understand the emotions of others during negotiations. It offers strategies to enhance emotional awareness during negotiation interactions, providing suggestions on how to understand and respond to others&#039; emotions in an empathetic and authentic way.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>A practical guide to recognizing emotions and facial expressions. It analyzes how to interpret facial expressions, providing insights on how to understand the emotions of others during negotiations. It offers strategies to enhance emotional awareness during negotiation interactions, providing suggestions on how to understand and respond to others' emotions in an empathetic and authentic way.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1451f1b8 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"1451f1b8\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5732575e elementor-widget elementor-widget-heading\" data-id=\"5732575e\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Erica Dhawan. <i>Digital body language.<\/i> St. Martin Press, 2021.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-25951a43 elementor-widget elementor-widget-hotspot\" data-id=\"25951a43\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Digital body language in online interactions. It analyzes how online behavior influences perceptions and virtual relationships. It explores how to interpret digital body language, providing tips on how to communicate effectively and authentically in online interactions, which is essential for virtual negotiations and digital communications.  &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Digital body language in online interactions. It analyzes how online behavior influences perceptions and virtual relationships. It explores how to interpret digital body language, providing tips on how to communicate effectively and authentically in online interactions, which is essential for virtual negotiations and digital communications.  <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-458d2e17 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"458d2e17\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1259a660 elementor-widget elementor-widget-heading\" data-id=\"1259a660\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Erin Mayer. <i>Getting to si, ja, oui, hai, and da. <\/i>Harvard Business Review, December 2015.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-49fc1bc1 elementor-widget elementor-widget-hotspot\" data-id=\"49fc1bc1\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Insights into the different expressions of consent in various languages. Through detailed analyses, it offers a perspective on how acceptance is communicated in culturally specific ways, shedding light on the diversity of consent dynamics in international communications. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Insights into the different expressions of consent in various languages. Through detailed analyses, it offers a perspective on how acceptance is communicated in culturally specific ways, shedding light on the diversity of consent dynamics in international communications. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-493d4b43 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"493d4b43\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2aeb9108 elementor-widget elementor-widget-heading\" data-id=\"2aeb9108\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Ertel Danny and Mark Gordon. <i>The point of the deal: how to negotiate when yes is not enough.<\/i> Harvard Business School Press, 2007.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6399db92 elementor-widget elementor-widget-hotspot\" data-id=\"6399db92\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Advanced negotiation strategies, focusing on how to achieve more meaningful and satisfactory results when a simple &#039;yes&#039; is not enough. Insights on how to manage complex negotiations and reach agreements that effectively take into account the interests of both parties. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Advanced negotiation strategies, focusing on how to achieve more meaningful and satisfactory results when a simple 'yes' is not enough. Insights on how to manage complex negotiations and reach agreements that effectively take into account the interests of both parties. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-51ed9573 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"51ed9573\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7735cd48 elementor-widget elementor-widget-heading\" data-id=\"7735cd48\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Feldman Robert S. and Rime Bernard. <i>Fundamentals of nonverbal behavior.<\/i> Cambridge University Press, 1991.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1c7529a0 elementor-widget elementor-widget-hotspot\" data-id=\"1c7529a0\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Fundamental principles of nonverbal behavior, focusing on facial expressions, body language, and other aspects of nonverbal communication in human interactions.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Fundamental principles of nonverbal behavior, focusing on facial expressions, body language, and other aspects of nonverbal communication in human interactions.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-580f0b27 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"580f0b27\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-441d2616 elementor-widget elementor-widget-heading\" data-id=\"441d2616\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Fisher Roger and Daniel Shapiro. <i>Building agreement: using emotions as you negotiate.<\/i> RH Business Books, 2007.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-784c2d74 elementor-widget elementor-widget-hotspot\" data-id=\"784c2d74\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;The role of emotions in negotiations, offering strategies for managing emotionally charged situations. The authors analyze how emotions can influence decisions and provide concrete examples and case studies to illustrate how words and actions can shape negotiations, offering a practical guide for negotiating effectively. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>The role of emotions in negotiations, offering strategies for managing emotionally charged situations. The authors analyze how emotions can influence decisions and provide concrete examples and case studies to illustrate how words and actions can shape negotiations, offering a practical guide for negotiating effectively. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3460994b elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"3460994b\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-42f08b1f elementor-widget elementor-widget-heading\" data-id=\"42f08b1f\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Fisher Roger and Ertel Danny. <i>Getting ready to negotiate. <\/i>Penguin, 1995.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-459571f2 elementor-widget elementor-widget-hotspot\" data-id=\"459571f2\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Advanced strategies to improve negotiation skills. It provides practical advice on how to prepare effectively for negotiations, becoming an essential guide for those who wish to excel in the world of negotiations. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Advanced strategies to improve negotiation skills. It provides practical advice on how to prepare effectively for negotiations, becoming an essential guide for those who wish to excel in the world of negotiations. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-356517e8 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"356517e8\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-49ab3241 elementor-widget elementor-widget-heading\" data-id=\"49ab3241\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Fisher Roger and Daniel Shapiro. <i>Beyond reason: using emotions as you negotiate. <\/i>Viking Penguin, 2005.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-62521046 elementor-widget elementor-widget-hotspot\" data-id=\"62521046\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;How emotions can be used constructively during negotiations, offering strategies to effectively manage emotional dynamics in order to reach more satisfying agreements.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>How emotions can be used constructively during negotiations, offering strategies to effectively manage emotional dynamics in order to reach more satisfying agreements.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4b53a747 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"4b53a747\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5bf8f5a2 elementor-widget elementor-widget-heading\" data-id=\"5bf8f5a2\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Fisher Roger and Scott Brown. <i>Getting together: building relationships as we negotiate. <\/i>Houghton Miffin, 1988.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-57592b29 elementor-widget elementor-widget-hotspot\" data-id=\"57592b29\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;How to build meaningful relationships during the negotiation process, emphasizing the importance of collaboration to achieve positive outcomes.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>How to build meaningful relationships during the negotiation process, emphasizing the importance of collaboration to achieve positive outcomes.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2420a0cd elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"2420a0cd\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-391720a5 elementor-widget elementor-widget-heading\" data-id=\"391720a5\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Fisher Roger, William L.Ury and Bruce Patton. <i>Getting to yes: negotiating agreement without giving in.<\/i> 3 edtion Penguin Books, 2011 (tItalian version of L'arte del negoziato. Corbaccio, 2014).<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-41cde49 elementor-widget elementor-widget-hotspot\" data-id=\"41cde49\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Insights into the negotiation process and provides an effective methodology for reaching agreements without giving in.&lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Insights into the negotiation process and provides an effective methodology for reaching agreements without giving in.<\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-55b116a5 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"55b116a5\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-347a0563 elementor-widget elementor-widget-heading\" data-id=\"347a0563\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Foster Dean A.<i> Bargaining across borders.<\/i> McGraw Hill, 1995.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-514b3392 elementor-widget elementor-widget-hotspot\" data-id=\"514b3392\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;An analysis of the complexity of international negotiations, examining the cultural and geographical challenges involved. It offers practical strategies for negotiating effectively across national borders, serving as an essential guide for global business and intercultural relations. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>An analysis of the complexity of international negotiations, examining the cultural and geographical challenges involved. It offers practical strategies for negotiating effectively across national borders, serving as an essential guide for global business and intercultural relations. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ba9ff40 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"ba9ff40\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1625d5b5 elementor-widget elementor-widget-heading\" data-id=\"1625d5b5\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Fox Jeffrey J. <i>How to become a rainmaker: the people who get and keep customers.<\/i> Hyperon, 2000.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5639daa4 elementor-widget elementor-widget-hotspot\" data-id=\"5639daa4\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;Proven strategies for acquiring and retaining customers effectively. It explores sales methods and persuasion techniques, providing a practical approach for those seeking success in the field of sales and customer relationship management. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>Proven strategies for acquiring and retaining customers effectively. It explores sales methods and persuasion techniques, providing a practical approach for those seeking success in the field of sales and customer relationship management. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-66f49dc4 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"66f49dc4\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5a7fa882 elementor-widget elementor-widget-heading\" data-id=\"5a7fa882\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Frank Robert H. <i>Passion within reason.<\/i> W.W. Norton, 1988.<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a3999b9 elementor-widget elementor-widget-hotspot\" data-id=\"a3999b9\" data-element_type=\"widget\" data-settings=\"{&quot;hotspot&quot;:[{&quot;_id&quot;:&quot;00b81e9&quot;,&quot;hotspot_icon&quot;:{&quot;value&quot;:&quot;fas fa-info-circle&quot;,&quot;library&quot;:&quot;fa-solid&quot;},&quot;hotspot_custom_size&quot;:&quot;&quot;,&quot;hotspot_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:400,&quot;sizes&quot;:[]},&quot;hotspot_height&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:200,&quot;sizes&quot;:[]},&quot;hotspot_tooltip_content&quot;:&quot;&lt;p&gt;A unique perspective on the intricate interconnections between emotion and reason in the decision-making process. By examining in detail how emotions can influence rational decisions, the author outlines a complex portrait of human behavior, providing an insightful analysis of how passion and reason intertwine in our thinking and actions. &lt;\\\/p&gt;\\n&quot;,&quot;hotspot_offset_x&quot;:{&quot;unit&quot;:&quot;%&quot;,&quot;size&quot;:5,&quot;sizes&quot;:[]},&quot;index&quot;:0,&quot;__dynamic__&quot;:null,&quot;hotspot_label&quot;:&quot;&quot;,&quot;hotspot_link&quot;:{&quot;url&quot;:&quot;&quot;,&quot;is_external&quot;:&quot;&quot;,&quot;nofollow&quot;:&quot;&quot;,&quot;custom_attributes&quot;:&quot;&quot;},&quot;hotspot_horizontal&quot;:&quot;left&quot;,&quot;hotspot_vertical&quot;:&quot;top&quot;,&quot;hotspot_tooltip_position&quot;:&quot;no&quot;,&quot;hotspot_position&quot;:null}],&quot;tooltip_position&quot;:&quot;left&quot;,&quot;tooltip_trigger&quot;:&quot;mouseenter&quot;,&quot;hotspot_sequenced_animation&quot;:&quot;no&quot;,&quot;tooltip_animation&quot;:&quot;e-hotspot--fade-in-out&quot;}\" data-widget_type=\"hotspot.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<img decoding=\"async\" width=\"100\" height=\"20\" src=\"https:\/\/www.negoziazione.academy\/wp-content\/uploads\/2023\/10\/Trasparent.png\" class=\"attachment-full size-full wp-image-3594\" alt=\"\" \/>\n\t\t\t\t\t\t<div class=\"e-hotspot elementor-repeater-item-00b81e9  e-hotspot--position-left    e-hotspot--icon\">\n\n\t\t\t\t\t\t\t\t<div class=\"e-hotspot__button \">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__icon\"><i class=\"fas fa-info-circle\"><\/i><\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<div class=\"e-hotspot__tooltip  e-hotspot--tooltip-position e-hotspot--fade-in-out \" >\n\t\t\t\t\t\t<p>A unique perspective on the intricate interconnections between emotion and reason in the decision-making process. By examining in detail how emotions can influence rational decisions, the author outlines a complex portrait of human behavior, providing an insightful analysis of how passion and reason intertwine in our thinking and actions. <\/p>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\n\t\t\t<\/div>\n\n\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8633cff elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"8633cff\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<div class=\"elementor-element elementor-element-b5dc350 elementor-widget elementor-widget-spacer\" data-id=\"b5dc350\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-e8e75c5 elementor-icon-list--layout-inline elementor-align-center elementor-list-item-link-full_width elementor-widget elementor-widget-icon-list\" data-id=\"e8e75c5\" data-element_type=\"widget\" data-widget_type=\"icon-list.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ul class=\"elementor-icon-list-items elementor-inline-items\">\n\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-inline-item\">\n\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\"><span style=\"color: #EC6F04;\">1<\/span><\/span>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-inline-item\">\n\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.negoziazione.academy\/libreria-2-2\/\">\n\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">2<\/span>\n\t\t\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-inline-item\">\n\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/www.negoziazione.academy\/libreria-3\/\">\n\n\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text\">3<\/span>\n\t\t\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t<\/li>\n\t\t\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-368a795d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"368a795d\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-67e83715\" data-id=\"67e83715\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-428bfea7 elementor-widget elementor-widget-spacer\" data-id=\"428bfea7\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Books Negotiation is an essential skill in both personal and professional life. For those interested in learning more about this dynamic discipline, I have curated a selection of books and articles that cover a wide range of topics related to negotiation. The list is organized alphabetically to make searching easy and intuitive, and for each [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"footnotes":""},"class_list":["post-3783","page","type-page","status-publish","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v24.8.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Store - Negoziazione Academy<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.negoziazione.academy\/en\/store\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Store - Negoziazione Academy\" \/>\n<meta property=\"og:description\" content=\"Books Negotiation is an essential skill in both personal and professional life. For those interested in learning more about this dynamic discipline, I have curated a selection of books and articles that cover a wide range of topics related to negotiation. 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