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Awareness
Of one's knowledge, skills and experience (rational aspects) of one's feeling and being
(emotional, character and cultural aspects)
= KNOWLEDGE
Action
Acting out skills (one's Human & Life Abilities = hard + soft skills) correctly and effectively
= knowing HOW TO DO
Sharing
Sharing experiences by putting knowledge, skills and abilities at the service of others and the group
= knowing HOW TO TRANSFER
The ISN LAB Research and Study Group (*) was created with the aim of promoting an interdisciplinary negotiation culture through outreach, training, and consultancy. Our approach is grounded in the scientific study of negotiation applied to the management of complex relationships within highly challenging global and local scenarios. We view negotiation as an essential tool—one that offers an interpretative key to understanding social, geopolitical, and organizational dynamics, with significant practical implications in the professional sphere. We propose a “third way” of negotiation that, with realism and pragmatism, generates shared value in increasingly polarized contexts, transforming conflict into opportunity and differences into essential resources for sustainable growth. Our goal is to serve as an authoritative, reliable, and qualified point of reference, supporting entrepreneurs, managers, professionals, and public decision-makers in the effective management of negotiations through new techniques and advanced tools.
(*) LABottega of the Art of Human & Life Abilities, a place for professional and personal growth inspired by Renaissance models. An environment where a working team (the Research and Study Group), under the guidance of the “Master Craftsmen,” international negotiator Jack Cambria, will share their professional experience, allowing learners to master the fascinating Art of Well-Being, Working Well, and Living Well… together.
Our activities are structured into six main thematic areas, each with its own field of specialization
and clearly defined objectives, designed to address the specific and current needs of contemporary society.
1. H2H Human to Human
H2H negotiation focuses on the deeply human dimension of the negotiating process, emphasizing self-awareness in relation to others, empathy, interpersonal communication, and emotional intelligence: the art of being with others. In a global context characterized by speed and digitalization, cultivating authentic and conscious relationships becomes an essential strategic factor.
2. Legal & Business
Negotiation in legal and corporate settings involves complex dealings that require technical knowledge, relational and intercultural skills, and the ability to adapt to change. The capacity to manage these dynamics becomes an essential asset in competitive and globalized environments, with the aim of deepening and diversifying negotiation strategies within the legal and commercial landscape, particularly regarding generational transition/governance changes, the internationalization of Italian companies, and the ecological transition.
3. Intercultural Negotiation
Intercultural negotiation is a key skill for operating effectively in global markets. In an increasingly diverse international context, the ability to recognize, understand, and value cultural differences becomes a decisive factor in building solid and sustainable international relationships.
4. Food, Protocol & Cultural Negotiation
“Nutrire la negoziazione©” dep. SIAE N. 2021/01933
This area explores the strategic importance of protocol and food culture within intercultural negotiation dynamics. By recognizing the symbolic and relational value of food, we aim to develop negotiation models that foster trust and mutual respect, and to use food culture and protocol as strategic negotiation tools in informal contexts, outside the official table.
5. AI vs HUMIN
Technological innovation is rapidly redefining negotiation practices, introducing new approaches, tools, and operational methods. Understanding and leveraging the impact of emerging technologies, such as artificial intelligence, is becoming essential to optimize decision-making and management processes: exploring, understanding, and applying new technologies to negotiation processes.
6. Wo&Men Negotiation
Gender and negotiation: a strategic asset for professional leadership.
Recent studies on the relationship between gender and negotiation have highlighted differences in cognitive and behavioral processes between men and women. Analyses show that, for predominantly cultural reasons, women are often less inclined to ask, assert their interests and rights, and recognize their own value in negotiation settings. This leads to a different relationship with the concept of power and a lower perceived effectiveness in negotiation processes. However, women’s skills—particularly in relationship management, active listening, and empathy—represent fundamental resources for exercising authentic and inclusive leadership. In light of this evidence, it is essential to emphasize the importance of gaining full awareness of one’s own abilities and, above all, developing professional negotiation skills, giving specific value to personal strengths.
The presence of high-profile speakers represents a fundamental added value for ISN LAB’s activities. Internationally renowned professionals with extensive experience provide significant contributions, offering unique and stimulating perspectives on the current and future landscape of negotiation, international relations, and the strategic management of conflicts and negotiations.