Scott
TILLEMA
Alexandra
CARTER
George
KOHLRIESER
MAY 6, 2027
Negotiation
Forum
The Negotiation Forum is Performance Strategies’ flagship event, now part of ROI Group.
MILAN AND ONLINE
The event dedicated to negotiation methodologies, featuring some of the world’s leading experts in the field. An opportunity to strengthen strategic capabilities and develop practical skills that can be applied immediately.
A forum combining learning, networking and peer exchange among entrepreneurs, sales and procurement managers, and professionals involved in complex negotiations.
A setting in which to build a structured and effective approach to negotiation across every business context — from strategic meetings to relationships with clients, partners and stakeholders.
SPEAKERS
SCOTT TILLEMA
A SWAT negotiator with more than 20 years of experience in Chicago law enforcement, he was trained by the FBI in 2007 and went on to complete advanced negotiation programmes at Harvard and IMD Business School.
Founder of Negotiation Excellence and founding partner of The Negotiations Collective, he has translated the principles of crisis negotiation into a practical framework for the corporate world, training teams and leaders from Microsoft, Vimeo, the FBI, Harvard University and Young Presidents’ Organization (YPO), the global network of more than 38,000 chief executives and business leaders.
His TEDx talk, The Secrets of Hostage Negotiators, has received more than one million views and has become an international reference in the field of strategic communication.
His work has been published by Newsweek and featured in leading international discussions on communication in high-stakes environments.
Negotiating under pressure
The moment that matters: how to stay in control and lead the negotiation when the stakes are highest
ALEXANDRA CARTER
A professor at Columbia Law School and director of the Mediation Clinic since 2008, she is an international authority on strategic negotiation and mediation.
Since 2016, she has overseen the collaboration between Columbia Law School and the United Nations Institute for Training and Research, through which she has trained diplomats from over 80 countries on negotiation, gender equality, and access to justice.
In 2019, she received the Columbia University Presidential Award for Outstanding Teaching, the university’s highest teaching honor.
Her bestseller Ask for More: 10 Questions to Negotiate Anything was the first negotiation book by a sole female author to enter the Wall Street Journal Business bestseller list. The ten questions at the heart of her approach are now used by international law firms and Fortune 500 companies including Microsoft, Amazon and Bloomberg.
She is a contributor to NBC, and her work has been featured in The New York Times and The Wall Street Journal.
GEORGE KOHLRIESER
Professor of Leadership and Organizational Behaviour at IMD Business School in Lausanne since 1998, he is a world-renowned authority on conflict management, trust-building and high-performance leadership
A clinical and organisational psychologist, he has translated crisis negotiation techniques into a methodology for unlocking the potential of individuals and teams, particularly in high-pressure situations.
At IMD, he created and leads the flagship High Performance Leadership programme, as well as Advanced High Performance Leadership and Learning Leadership.
He has worked with leaders and organizations in more than 100 countries, including Accenture, Cisco, Coca-Cola, Hitachi, IBM, Medtronic, Roche, Santander, Toyota, and UBS.
Author of the bestseller Hostage at the Table – Best Business Book of the Year for Dirigeants Commerciaux de France and of Care to Dare, , named Best Business Book of the Year by Dirigeants Commerciaux de France, and Care to Dare. He introduced the hostage metaphor and the concept of secure base leadership into executive education.
His insights have been featured in The Wall Street Journal and The Economist, and he has spoken at the World Economic Forum and the United Nations.
Leading through conflict
WHO IS IT FOR?
Executives, Managers, and Board Members | Sales and Procurement Managers | HR Directors, Human Resources, and Project Managers | Entrepreneurs | Lawyers, finance professionals, consultants
Why it is useful for companies
SCOTT
TILLEMA
Negotiating under pressure
A repeatable framework for regaining clarity in moments of intense negotiation pressure, rather than being overwhelmed by them: the ability to slow down when everyone else is speeding up and to make clear decisions even when time is limited.
A new perspective on conflict: moving from a confrontation to be won to a tension to be managed, with practical tools to contain escalation and foster cooperation.
An understanding that the principles used to save lives in real crisis situations are equally effective in meetings,, negotiations and difficult business decisions — and that they can be learned, practised and applied in the workplace.
ALEXANDRA
CARTER
Questions that unlock agreements strong
A ten-question framework for approaching every negotiation with discipline: clarifying your objectives, understanding the other party’s needs and coming to the table fully prepared.
A change of perspective on negotiation: moving beyond a tug-of-war over how to divide the pie and towards the ability to expand it, creating agreements that generate lasting value for both sides.
A deeper understanding of the power of questions: not as a technique, but as a strategic lever and a skill that can be developed to influence, gather information and shift the balance of a negotiation simply by changing what you ask.
GEORGE
KOHLRIESER
Leading through conflict
A change of perspective on conflict: no longer a threat to avoid, but one of the most powerful opportunities to build stronger relationships and unlock potential, applying to leadership the same principles used in hostage negotiations.
A framework for becoming a “secure base” for your team: a foundation of trust that enables people to engage with conflict and turn it into innovation and high performance.
CONTENTS
AGENDA
08:00 – 09:30
WELCOME COFFEE
09:30 – 11:00
SCOTT TILLEMA
11:00 – 11:30
NETWORKING BREAK
11:30 – 13:00
SCOTT TILLEMA
Strategic listening and cooperation: practical applications
13:00 – 14:30
NETWORKING LUNCH
14:30 – 15:45
ALEXANDRA CARTER
Questions that unlock agreements
15:45 – 16:15
NETWORKING BREAK
16:15 – 17:30
GEORGE KOHLRIESER
Leading through conflict
*The agenda may be subject to change.
TICKETS
SPECIAL OFFER VALID UNTIL OCTOBER 30
SUITE
FRONT ROWS- Dedicated registration desk
€897 + VAT
instead of €1.300 + VAT
Assigned and numbered seat
in the front rows
Simultaneous translation
Executive Report and educational materials
Certificate of participation
Watch On Demand for 30 days
Networking Coffee Break in a reserved area
Seated and served lunch
in a reserved area
Dedicated registration desk
3 TICKETS -5%
5 TICKETS -10%
10 TICKETS -15%
BUSINESS
BUSINESS AREA SEAT- Dedicated registration desk
€597 + VAT
instead of €1.000 + VAT
Seat in the business area
Simultaneous translation
Executive Report and educational materials
Certificate of participation
Watch On Demand for 30 days
Networking Coffee Break in a reserved area
Lunch seated and served
in a reserved area
Dedicated registration desk
3 TICKETS -5%
5 TICKETS -10%
10 TICKETS -15%
STREAMING
LIVE DIGITAL- Dedicated registration desk
€347 + VAT
instead of €700 + VAT
Access to the online event
via live streaming
Simultaneous translation
Executive Report and educational materials
Certificate of participation
Watch On Demand for 30 days
Networking Coffee Break in a reserved area
Seated and served lunch
in a reserved area
Dedicated registration desk
3 TICKETS -5%
5 TICKETS -10%
10 TICKETS -15%
What they say about the event
Read more content for your company's growth
EVENT INFO
Where and when will the event be held?
The event will be held on Thursday, May 7 at Una Hotels Expo Fiera, via Keplero 12, Pero (MI) and will also be broadcast live online.
Before the event, you will receive an email with all the necessary information for access, based on the type of ticket purchased.
Access for guests with disabilities
The location allows access for those with disabilities.
If a companion is required, they may attend the event at no additional cost, without the need to purchase an extra ticket.
To allow us to ensure the best welcome, we invite you to report any specific needs to info@roigroup.it before the event.
Food & Beverage Services
Welcome coffee, coffee break, and lunch are included in the participation fee.
Lunch will be served at the table, and will consist of a three-course menu.
The catering service includes dedicated options for vegetarians, vegans, and gluten-free diets, and can accomodate food allergies and intolerances.
Once seated, please inform your waiter of any dietary requirements so they can advise you on the available options.
How to reach the location?
- CAR: To activate Google Maps CLICK HERE
Hotel parking, for a fee, will be available until full. - PLANE: Malpensa and Linate airports are about 30 minutes by taxi from the hotel.
- TRAIN: From Central Station take the MM2 metro to the Cadorna stop. Then continue with the MM1 to the Pero or Molino Dorino stop.
How to access the streaming?
To participate in streaming, simply purchase the ticket and connect on the day of the event, following the instructions that will be sent to the email address provided at the time of registration.
Streaming, available via the Zoom platform, is accessible from any device. To enjoy the best experience and participate in networking, we recommend accessing from a desktop or tablet.
In the days following the live stream, we will notify you via email when the recording of the entire event will be available in the On Demand Area: you can watch it as many times as you want for 30 days.
SOME SPEAKERS FROM PREVIOUS EDITIONS
The entire training programme is eligible for funding through the main Interprofessional Training Funds.
For further information, contact us at negotiationforum@roigroup.it
enter your details to be contacted by one of our consultants
THANKS TO THE PARTNERS OF THE 2026 EDITION
MAIN SPONSOR
SPONSOR
ACADEMIC PARTNER
SUPPORTING PARTNER
PARTNER
COMMUNICATIONS PARTNER
Official GREEN CARRIER
OFFICIAL BAG
OFFICIAL COFFEE
MAIN MEDIA PARTNER
Official LOUNGE
URBAN MEDIA PARTNER
TECHNICAL PARTNER
ASSOCIATION PARTNER
MEDIA PARTNER
FAQ
What does registration for the Negotiation Forum include?
Can the event be funded through the use of Interprofessional Funds?
Why should you register early for the event?
Will a translation service be provided?
Whether participating in person or via streaming, you will be able to access the simultaneous English/Italian translation service.
Will I be able to interact with the speakers?
Will I receive materials to put what I've learned into practice?
In the days following the Negotiation Forum, you will receive a follow-up package including an Executive Report summarising the key insights from the event, together with Matteo Salvo’s mind maps. All materials will also remain available at all times in the ROI Group app.
What happens if I register and can no longer participate?
- transfer your registration to another person;
- attend one of our events taking place within the following 12 months;
- switch to online attendance and request activation of your streaming access link.
What happens if I register and the event cannot take place due to circumstances beyond our control?
Why should I encourage my colleagues or team members to attend with me?
Do corporate and group registrations require all participant names to be provided at the time of booking?
