Leadership, Negotiation Techniques

Number of ECTS:  6    Price:  720 € 
Teaching Language:  English  Place: Building J
Bellaterra Campus, 08193 Bellaterra

Teaching Period: 26 June to 14 July

Contact: summer@uab.cat

Teacher:  Arantza Danés Vilallonga

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ACADEMIC GUIDE

Contents overview

Great leaders are great negotiators. As the world becomes a more uncertain environment, the requirement for professional leadership and management throughout organisations is at a premium. This subject will benefit those who desire to learn practical leadership and negotiation techniques to maximise their effectiveness and contribution at work.
Achieve strategic management skills to effectively manage teams. Demonstrate team-working capacity, as well as problem-solving abilities. Learn different types of negotiations, develop basic bargaining skills, discover strategies for mutual gain.
Through a series of group exercises, you will learn how to become a better manager, refine your personal negotiating style, and improve your ability to bargain successfully and ethically by taking part in Win-Win negotiation scenarios alongside a diverse group of students. The classes are very dynamic with participatory debate, exercises and little theoretical content.

Contents
Introduction to Leadership. Types and styles.
The Leader in the organisation. Sources of power.
Motivation. Maslow and Herzberg factors.
Delegation and team work. Team and personality roles.
Values and communication in the organisation. Internal communication.
Introduction to Negotiation. Types of conflict. Negotiation Interests and Positions. Criteria and attitudes to negociate.
Walton and McKersie, a behavioral theory of labor negotiations. Negotiation’s strategies and tactics.
Steps at Negotiation Interests.
The bargaining space. Closing deals. The agreement.

Teaching / learning activities
Identify different types of leaders. The role of the leader in the organisation. Recognize leader’s characteristics.
Understand what motivates employees.
Distinguish team work phases and roles.
Benefits of a good communication within the organization.
Conflict as an opportunity. Negotiation’s types and attittudes.
Build positive, productive relationships with all parties at the table.
Recognize negotiation’s strategies and tactics.
Know the key steps to negotiate.
Understand how to be prepared for a negotiation and how to achieve an agreement.
Negotiate your salary.

Evaluation
Practical exercises – 80%
Participation – 20%

Practical exercises:
  1. Identify different types of leaders
  2. Sources of power in organisations
  3. Motivation case study
  4. Identify personality roles and team work roles
  5. Analyze communication
  6. Negotiation Position case study
  7. Types of Negotiation case study
  8. Negotiation of rental apartment case study
  9. Negotiation of a new time schedule case study
  10. The bargaining space case study
All exercises will be done and delivered in class.
Each exercise has the same value.

Links and references
Northhouse, Peter Guy. Leadership: theory and practice. Los Angeles: Sage, 2013.
Haslam, S. Alexander. The New psychology of leadership: identity, influence and power. Hove: Psychology Press, 2010.
Fisher, Roger; Ury, William. Getting to yes: negotiationg an agreement without giving in. London: Random House Business Books, 2011.
Putnam, Linda L.; Roloff, Michael E. Communication and negotiation. Newbury Park: Sage, 1992.
Barling, Julian. The Science of Leadership: Lessons from Research for Organizational Leaders. Ofxord, 2014.
Bazerman, Max H. Negotiation, decision making, and conflict management. Cheltenham, UK; Northampton, MA: Edward Elgar, 2005.

Articles will be delivered in class.
Videos will be presented in class.