This is an introductive course to the persuasion strategies, that can help to uphold and confirm one’s own opinion. The major landmarks in the development of the debate between dialectics and rhetoric will be mentioned, and the basic elements of argumentation theory as well as the most relevant figures of speech will be analyzed. In addition to theoretical notions, practice exercises will coach students to recognize persuasion strategies in the texts, with special regard to advertising and journalistic ones.

1. Mortara Garavelli, Bice, Il parlar figurato. Manualetto di figure retoriche, Laterza, Bari-Roma, 2011.
2. Lo Cascio, Enzo, Persuadere e convincere oggi. Nuovo manuale dell'argomentazione, Academia, Milano, 2009 (chapp. 1-5, 7, 11-12; for chap. 12 only §§ 12.1, 12.6-12.7).

Syllabus:
From the textbook R. Murphy, English Grammar in Use , Cambridge, Cambridge University Press:
Verb Tenses and Forms: Present Simple, Present Continuous, Past Simple, Past Continuous, Present Perfect Simple, Present Perfect Continuous, Past Perfect Simple, Past Perfect Continuous, Present Simple and Continuous for the future, To be going to, Will/Shall, Simple Present for the future with if/while/when/before/after/until/as soon as, Passive Form (all tenses).
Modal Verbs: Can, Could, Be able to, Must and Can’t for deductions, Must and Have to for obligation, Mustn’t vs. Don’t have to/Don’t need to/Needn’t, Didn’t need to vs. Needn’t have done, May and Might, Should and Ought to, Can/Could/May/Would for requests, offers, permissions, invitations.
Conditionals: Zero, First, Second and Third Conditional, Wish + simple past/past perfect.
Relatives: Relative Pronouns, Defining vs. Non-Defining Relative Clauses.
From the textbook C. Oxenden, C. Latham-Koenig, English File Intermediate Student’s Book, Oxford, Oxford University Press:
Reading, grammar and vocabulary activities selected during the lessons.

C. Oxenden, C. Latham-Koenig, English File Intermediate Student’s Book, Oxford, Oxford University Press.
R. Murphy, English Grammar in Use , Cambridge, Cambridge University Press.

Investigation of communication in all of its modalities: verbal and bodily (words and sentences, prosody and intonation, gestures, facial expression, gaze, touch, posture, proxemics), and technological media. Analysis and detection of sincere and deceptive, cooperative and aggressive communication, and its uses in interpersonal interaction, at work, in education, politics, art, entertainment.

For the exam of 12 Credits, the following four items are to be studied for the oral examination:
I testi da portare all’esame sono quattro:

A. Anolli I.: Fondamenti di psicologia della comunicazione. Il Mulino, Bologna 2011.
B. Poggi I.: Le parole del corpo. Introduzione alla comunicazione multimodale. Carocci, Roma 2006.
C. Poggi I e D’Errico F.: Comunicazione multimodale e influenza sociale. Il corpo e il potere. Carocci, Roma 2020.
D. Un testo (o serie di testi) a scelta fra le voci del seguente elenco:

1. Volterra V., Roccaforte M., Di Renzo A. e Fontana S.: Descrivere la lingua dei segni italiana. Una prospettiva cognitiva e sociosemiotica. Il Mulino, Bologna 2019.
2. CASELLI C., MARAGNA S. e VOLTERRA V.: Linguaggio e sordità. Gesti, segni e parole nello sviluppo e nell’educazione. Il Mulino, Bologna 2007.
3. GIGLIOLI P.P., CAVICCHIOLI P. e FELE G.: Rituali di degradazione. Anatomia del processo Cusani. Mulino, Bologna, 1997.
4. Piazza F.: La parola e la spada. Violenza e linguaggio attraverso l’Iliade. Il Mulino, Bologna 2018.
5. Lombardi Vallauri E.: La lingua disonesta. Il Mulino, Bologna 2019.
6. ORLETTI F.: La conversazione diseguale. Carocci, Roma, 2000.
7. LUGLI L. e MIZZAU M.: L’ascolto. Il Mulino, Bologna.
8. LAKOFF G.: Non pensate all'elefante. Fusi Orari, Milano, 2006.
9. Viale R.: Oltre il nudge. Libertà di scelta, felicità e comportamento. Il Mulino, Bologna 2019.
10. Bazzanella C. Linguistica cognitiva. Un’introduzione. Laterza, Bari 2014.
11. Cacciari C.: Psicologia del linguaggio. Il Mulino, Bologna 2011.
12. Domaneschi F. e Penco C.: Come non detto. Usi e abusi dei sottintesi. Laterza, Bari 2016.
13. Domaneschi F.: Insulti. Laterza, Bari 2020.
14. Tarabbia A.: Parlare per immagini. Zanichelli, Bologna.
15. Pennisi A. e Perconti P. (a cura di): Le scienze cognitive del linguaggio. Il Mulino, Bologna 2006.
16. Belacchi C. e Benelli B.: Il significato delle parole. La competenza definitoria nello sviluppo tipico e atipico. Mulino, Bologna 2007.
17. Bruno N., Pavani F., Zampini M.: La percezione multisensoriale. Mulino Bologna 2010.
18. Mininni G. e Scardigno R.: Le deboli certezze del (far) sapere medico e psichiatrico. L’Harmattan Italia. 2019.
19. Campisi E. Che cos’è la gestualità. Carocci, Roma, 2018.
20. Nobili C. I gesti dell’italiano. Carocci, Roma, 2019.
21. Bongelli R e Riccioni I. Cosa facciamo con le parole. Modelli di analisi qualitativa delle interazioni verbali. Franco Angeli, Milano, 2020.
22. Castelfranchi C. e Poggi I. Bugie finzioni sotterfugi. Per una scienza dell'inganno. Carocci, Roma 2005.

MAINLY FOR THOSE CONCERNED WITH THE PSYCHOLOGY OF LEARNING AND TEACHING COMMUNICATION:

23. Cornoldi C., Meneghetti C., Moè A., e Zamperlin C.: Processi cognitivi, motivazione e apprendimento. Il Mulino, Bologna, 2018.
24. PARISI D. (a cura di): Per una educazione linguistica razionale. Mulino, Bologna, 1979.
25. POGGI I. (a cura di): Le parole nella testa. Guida a un'educazione linguistica cognitivista. Mulino, Bologna 1987 (fuori stampa; reperibile presso la Biblioteca di Scienze dell’Educazione).
26. POGGI I.: La grammatica del significato. Un itinerario didattico. Mulino, Bologna, 1989.

27. One of the above books can be replaced by THREE papers in English, to download from the following links:
http://host.uniroma3.it/docenti/poggi/inglese2.htm
https://www.researchgate.net/profile/Isabella_Poggi


Other texts can be substituted for the above ones upon agreement with the teacher.



2. Exam for 6 Credits

For students taking the exam for only 6 Credits the text to be reported at the oral examinations are the following:

1. Lotto L. and Rumiati R. (a cura di). Introduzione alla psicologia della comunicazione. Il Mulino, Bologna 2019 (nuova edizione).

2. Poggi I.: Le parole del corpo. Introduzione alla comunicazione multimodale. Carocci, Roma 2006.

3. Poggi I and D’Errico F.: Comunicazione multimodale e influenza sociale. Il corpo e il potere. Carocci, Roma 2020.

The course starts with an introduction to the reasons and sense of historical knowledge and aims to give students knowledge and understanding of the fundamental processes of the contemporary. Major historiographical and methodological issues will be addressed.

1. L. Caracciolo-A. Roccucci, Storia contemporanea, Le Monnier Università, Milano 2017.

2. A book at your choice among the ones in group “A”:
- E.J. Hobsbawm, L’età degli imperi 1875-1914, Laterza, Roma-Bari 2005;
- M. Del Pero, Libertà e impero. Gli Stati Uniti e il mondo 1776-2011, Laterza, Roma-Bari 2017;
- W. Reinhard, Storia del colonialismo, Einaudi, Torino 2002;
- B. Droz, Storia della decolonizzazione nel XX secolo, Bruno Mondadori, Milano 2010;
- O. Janz, 1914-1918. La grande guerra, Einaudi, Torino 2014;
- O.V. Chlevnjuk, Stalin. Biografia di un dittatore, Mondadori, Milano 2017;
- J.L. Harper, La guerra fredda. Storia di un mondo in bilico, il Mulino, Bologna 2013.

3. A book at your choice among the ones in group “B”:
- G.L. Mosse, La nazionalizzazione delle masse. Simbolismo politico e movimenti di massa in Germania (1815-1933), il Mulino, Bologna 2009;
- I. Kershaw, Hitler e l'enigma del consenso, Laterza, Roma-Bari 2007;
- M. Isnenghi, Il mito della grande guerra, il Mulino, Bologna 2014;
- A. Riccardi, La strage dei cristiani. Mardin, gli armeni e la fine di un mondo, Laterza, Roma-Bari 2016;
- A. Riccardi, L’inverno più lungo. 1943-44. Pio XII, gli ebrei e i nazisti a Roma, Laterza, Roma-Bari 2012;
- H. Mommsen, La soluzione finale. Come si è giunti allo sterminio degli ebrei, il Mulino, Bologna 2003;
- E. Gentile, Fascismo, Storia e interpretazione, Laterza, Roma-Bari 2005;
- A. Giovagnoli, La Repubblica degli italiani, Laterza, Roma-Bari 2016.

The course starts with an introduction to the reasons and sense of historical knowledge and aims to give students knowledge and understanding of the fundamental processes of the contemporary. Major historiographical and methodological issues will be addressed.

1. L. Caracciolo-A. Roccucci, Storia contemporanea, Le Monnier Università, Milano 2017.

2. A book at your choice among the ones in group “A”:
- E.J. Hobsbawm, L’età degli imperi 1875-1914, Laterza, Roma-Bari 2005;
- M. Del Pero, Libertà e impero. Gli Stati Uniti e il mondo 1776-2011, Laterza, Roma-Bari 2017;
- W. Reinhard, Storia del colonialismo, Einaudi, Torino 2002;
- B. Droz, Storia della decolonizzazione nel XX secolo, Bruno Mondadori, Milano 2010;
- O. Janz, 1914-1918. La grande guerra, Einaudi, Torino 2014;
- O.V. Chlevnjuk, Stalin. Biografia di un dittatore, Mondadori, Milano 2017;
- J.L. Harper, La guerra fredda. Storia di un mondo in bilico, il Mulino, Bologna 2013.

3. A book at your choice among the ones in group “B”:
- G.L. Mosse, La nazionalizzazione delle masse. Simbolismo politico e movimenti di massa in Germania (1815-1933), il Mulino, Bologna 2009;
- I. Kershaw, Hitler e l'enigma del consenso, Laterza, Roma-Bari 2007;
- M. Isnenghi, Il mito della grande guerra, il Mulino, Bologna 2014;
- A. Riccardi, La strage dei cristiani. Mardin, gli armeni e la fine di un mondo, Laterza, Roma-Bari 2016;
- A. Riccardi, L’inverno più lungo. 1943-44. Pio XII, gli ebrei e i nazisti a Roma, Laterza, Roma-Bari 2012;
- H. Mommsen, La soluzione finale. Come si è giunti allo sterminio degli ebrei, il Mulino, Bologna 2003;
- E. Gentile, Fascismo, Storia e interpretazione, Laterza, Roma-Bari 2005;
- A. Giovagnoli, La Repubblica degli italiani, Laterza, Roma-Bari 2016.

Introduction to reasoning and argumentation, with a special focus on the key features, domain of application and potential fallacies of each type of inference.
Part I: Deduction.
Part II: Induction, abduction, probabilistic reasoning, modal reasoning.

1) A. Coliva, E. Lalumera, Pensare. Leggi ed errori del ragionamento, Carocci
2) M. Frixione, Come ragioniamo, Laterza (except sections 3.3, 4.2, 4.4, 4.5)
3) F. D’Agostini, Le ali al pensiero, Carocci (capters 1-6, 7.1.2, 8)
4) Notes on modal logic, to be made available by the lecturer.

The course introduces the relationship between language and politics and the different dimensions of this relationship.
The course will develop with a focus on on the different forms of the political conflict, in history and in contemporary times.

F. Giardini, L'alleanza inquieta (pdf available on prof. Giardini's webpage)
F. Castelli, Spazio pubblico, Ediesse, 2019
F. Castelli, F. Giardini, F. Raparelli, Conflitti. Filosofia e politica, Mondadori 2020
V. Shiva, Le guerre dell'acqua, Feltrinelli or S. Rota (a cura di) La (in)traducibilità del Mondo, Ombre corte 2020

Information theory and coding, elaboration and structuring. Introduction to programming languages, in particular the Python language

slides and handouts available on the course webpage https://sites.google.com/view/intro-info-rm3/home

Animal communication and human language: the Cartesian tradition.
Animal communication and human language: the Darwinian tradition.
Can non-human animals learn human language? The case of enculturated apes.
Hominid communication: vocal hypothesis vs gestural hypothesis.
The model of explosion.
Human communication: reading the speaker's intentions.

- Ferretti F., Adornetti I., 2012, Dalla comunicazione al linguaggio. Scimmie, ominidi e umani in una prospettiva darwiniana, Mondadori Università, Milano.
- Adornetti I., 2016, Il linguaggio: origine ed evoluzione. Carocci, Roma.

Animal communication and human language: the Cartesian tradition.
Animal communication and human language: the Darwinian tradition.
Can non-human animals learn human language? The case of enculturated apes.
Hominid communication: vocal hypothesis vs gestural hypothesis.
The model of explosion.
Human communication: reading the speaker's intentions.

- Ferretti F., Adornetti I., 2012, Dalla comunicazione al linguaggio. Scimmie, ominidi e umani in una prospettiva darwiniana, Mondadori Università, Milano.
- Adornetti I., 2016, Il linguaggio: origine ed evoluzione. Carocci, Roma.

The course takes into account a particular aspect of human verbal skills - the faculty of language -, analyzing the different hypotheses that have been suggested on the topic over time.

- Chomsky N., 1998, Linguaggio e problemi della conoscenza, Il Mulino, Bologna.
- Ferretti F., 2015, La facoltà di linguaggio. Determinati biologiche e variabilità culturale, Carocci. Roma

The first part of the course focuses on the models and forms of interpersonal communication and on the relationship between communication and social identity. In particular, the forms of pathological communication of everyday life and the social representations spread by media and social media will be analyzed.
The second part of the course introduces the main theoretical perspectives of communication and media and the empirical approaches to the study of the sociology of communication. This part will deal with audience development, social transformations and media effects. A specific focus will be on computer mediated communication (CMC) and new spaces for participation and content production due to digital media.

a) Denis McQuail, 2007, Sociologia dei media, Il Mulino, Bologna (only the following chapters: 1. Introduzione; 2. La nascita dei mezzi di comunicazione di massa; 3. Concetti e modelli per le comunicazioni di massa; 4. Teorie dei media e teorie della società; 5. Comunicazione di massa e cultura; 6. Una nuova teoria per i nuovi media?; 15. La formazione del pubblico e l'esperienza mediale; 16. La ricerca sugli effetti; 17. Effetti socio-culturali; 18. Informazione, opinione pubblica e comunicazione politica)

b) Anna Lisa Tota, 2020, Ecologia della Parola. Il piacere della Conversazione, Einaudi, Torino.

c) Stuart Hall, 1980, "Codifica e decodifica", in Tele-visioni, a cura di A. Marinelli e G. Fatelli (2000), Meltemi, Roma, pp. 67-84 (made available to the students on Moodle platform).

The network as a tool for knowledge creation: Data, control and freedom.
The course aims at analysing the most common devices for sharing information in order to focus on risks and opportunities.
The communication technologies revolution faces a big transformation: the original open spaces are about to be substituted by private walled gardens, in which the user is welcomed as well as restrained.

The data mining activity – well-knows as big data technology – extraction of valuable pieces of information among those directly or indirectly offered by the users, represents one of the central elements of the network organization both in economical and social terms. These strategies pose not only privacy problems (as it is easily shown) but also problems relative to the knowledge model that seems to impose on humanities as well as social sciences. Such a model can be adopted, by using an epistemological approach that could foresee as well as a monitor human habits and behaviours.
We speak about platform capitalism and algorithmic governamentality. They attribute to the algorithms not only the commercial choices but also the social and political decisions that are relevant for pacific, civic citizenship practices. The opacity of the algorithms risks to undermine the democratic possibilities even in western democracies.

The course is based on a critical approach on the relationships between freedom and control within the digital communication devices. It tackles the question from the point of view of the interaction between freedom opportunities and control mechanisms, which stands at the core of practices and techniques of digital apparatuses, with special regards to their social, political, epistemological dimensions.
This course can be considered inside the area of critical enquiry on the philosophy of technology.

The revations about Cambridge Analytica scandal and the enforcement of the European General Data protection regulation since last may 2018 clarify the crucial importance of the understanding the scope and the relevance of who is the actor who controls and collects personal data and which are the aims of such a collection. We need to establish clearly which are the limits of these activities of personal data monitoring and extraction.
The course concentrates on basic elements of information and media literacy in this area of research, in order to allow students to undertand what is at stake in the massive use of digital platforms.

Numerico T. (2021) Big Data e algoritmi, Carocci, Roma.
Ippolita (2017) Tecnologie del dominio, Meltemi, Milano.

Literature after the digital revolution

A. Mazzarella, La grande rete della scrittura. La letteratura dopo la rivoluzione digitale, Bollati Boringhieri, Torino 2008.
I. Calvino, Palomar, Mondadori, Milano 2016.
M. Kundera, L’identità, Adelphi, Milano 2001.

Filmografia
I. Bergman, Il posto delle fragole (1957); A. e L. Wachowski, Matrix (1999).

Course Program

 The marketing approach and the concept of value
 Consumer and Neoconsumer; The purchasing behavior of the consumer and of the organizations
 Market segmentation and personas
 Marketing research and its role
 Strategic planning and marketing planning
 Marketing decisions about product and the value co-creation
 Marketing decisions about service; The integration product-service
 Marketing decisions about price; The Currency concept
 Marketing decisions about product placement and selling networks management; The Channel concept
 Brand management as a key factor of value creation; Brand Activism and its relations with purpose
 The management of marketing communication and the integrated corporate communication
 Information Technology, disruptive innovation and the marketing process
 The selling process and its various forms; The omnichannel customer experience
 Marketing planning
 History and recent developments of marketing.

Learning materials for attending students

 J.P. Peter - J.H. Donnelly - C.A. Pratesi, Marketing, McGraw-Hill 2017, VII ed. (excluding chapter 13 on Selling and sales networks management and chapter 18 on International marketing)
 Selected readings specifically chosen for students of the BA Courses in Scienze della Comunicazione, Ingegneria (Gestionale e Informatica), Lingue e culture straniere
 Papers and slides, to be distributed via email at the end of the Course


Learning materials for non attending students

 J.P. Peter - J.H. Donnelly - C.A. Pratesi, Marketing, McGraw-Hill 2017, VII ed. (all, including chapters 13 and 18)
 Selected readings specifically chosen for students of the BA Courses in Scienze della Comunicazione, Ingegneria (Gestionale e Informatica), Lingue e culture straniere
 One of the following books (descriptions of all titles are avalable at www.carocci.it):
Lavinia Bifulco, Che cos'è una organizzazione, 2012
Alessandro Bollo, Il marketing della cultura, Carocci 2019
Romano Cappellari, Marketing della moda e dei prodotti lifestyle, Carocci 2016
Ida Castiglioni, La comunicazione interculturale: competenze e pratiche, Carocci 2005
Enrico R. Lehmann, Come si realizza una campagna pubblicitaria, Carocci 2014
Nicolette Mandarano, Musei e media digitali, Carocci 2019
Paola Stringa, Che cos'è la disintermediazione, Carocci 2017
Paola Stringa, Spin doctoring e strategie di comunicazione politica, Carocci 2009
Ilaria Ventura, Che cos’è il packaging, Carocci 2014
or another text to be chosen together with the teacher, according to scientific and/or professional interests of the student.

N.B. - Students who will not attend lessons are requested to send a mail to the address sabina.addamiano@uniroma3.it, in order to inform the teacher and to evaluate the opportunity of defining a specific program.

The first part of the course will deal with the European identity and the process of the birth of the idea of Europe, while the second will focus on the main topics of European history in the 20th century: empires and nations, wars and revolutions, democracy and totalitarianism, the Cold War and the division between East and West, new balance after 1989.

Tony Judt, Postwar. La nostra storia 1945-2005, Laterza, Roma-Bari 2017 (first, second and third parts)
Federico Chabod, Storia dell'idea d'Europa, Laterza, Roma-Bari 2007

The main lines of Italy’s history (1861-1994). The module aims to tackle, with a reading of the long run, the most important issues in the history of Italy from the Unification to the crisis of the 1980s and early 1990s. Attention will be devoted to the features of the Italian political system and the different forms of political communication.

Aurelio Lepre e Claudia Petraccone, Storia d'Italia dall'Unità a oggi, Bologna, Il Mulino, 2008.
Giovanni Gozzini, La mutazione individualista. Gli italiani e la televisione 1954-2011, Roma-Bari, Laterza, 2011.

Basic notions on syntax and sentence semantics, definitions of semantics, word semantics, definition of pragmatics, linguistic and situational context, information structure, speech acts, presuppositions and implicatures.

1) Mereu Lunella, La semantica della frase, Carocci (all chapters except chapt. 6).
2) Raffaele Simone, Nuovi fondamenti di Linguistica, McGrae-Hill (only chapt. 14 on semantics).
3) Andorno Cecilia, Che cos’è la pragmatica, Carocci editore (up to chapt. 6 included).