Leadership, Negotiation Techniques

Leadership, Negotiation Techniques

Week	Contents	Teaching/learning activities
1	Are leaders born or made? Introduction to Leadership. Types and styles. The Leader in the organization. Sources of power. Values and communication in the organization. Internal communication.	Grow your self-awareness through coaching techniques. Identify different types of leaders, the role of the leader in the organization and leader’s traits. Recognize the difference between leaders and managers. Be aware of the impact of your power. How to discover your values and those of the people you work with. Improve communication within teams and the organization.
2	Motivation. Maslow and Herzberg factors.   Delegation and teamwork. Team and personality roles.   Introduction to Negotiation. Types of conflict. Negotiation Interests and Positions. Criteria and attitudes to negotiate.	Understand what motivates employees and teams. Distinguish teamwork phases and roles.   Conflict as an opportunity. Negotiation’s types and attitudes. Build positive, productive relationships with all parties at the table.
3	Walton and McKersie, a behavioral theory of labor negotiations.   Negotiation’s strategies and tactics.   Steps at Negotiation Interests.   The bargaining spaces. Closing deals. The agreement.	Understand how to be prepared for a negotiation: be aware of your assumptions. Know the key steps to negotiate focusing on interests. Use creativity to look for alternatives. Recognize negotiation’s tactics. Achieve mutual beneficial agreements. Negotiate your salary.

From Monday to Friday.

From 9 a.m. to 12:30 p.m.

Practical exercises – 80%   
Participation – 20%   
Practical exercises:  

1. Self-Awareness - 2nd day of class  
2. Identify different types of leaders – 3rd day of class  
3. Sources of power in organisations – 4th day of class  
4. Analyze communication – 5th day of class  
5. Motivation case study – 6th day of class  
6. Identify personality roles and teamwork roles – 7th day of class  
7. Negotiation Position case study – 8th day of class  
8. Types of Negotiation case study – 9th day of class  
9. Negotiation of rental apartment case study – 10th day of class  
10. Negotiation of a new time schedule case study – 11th day of class  
11. The bargaining space case study – 12th day of class  
12. The last 3 days of class, all students will be presenting learnings from a Book of the Bibliography available on Campus.  

Exercises will be delivered on a daily basis. Each exercise has the same value. The Book Presentation is mandatory to be able to pass the class.  

• Covey, Stephen (2013). The 7 habits of highly effective people.   
• Chamine, S. (2016) Positive Intelligence (2nd ed.) Greenleaf Book Group Press.   
• Scheel, T., & Gockel, C. (2017) Humor at Work in Teams, Leadership, Negotiations, Learning and Health. Springer eBooks  
• Sinek, S. (2013) Start with Why: How Great Leaders Inspire Everyone to Take Action  
• Fisher, Roger; Ury, William. (2011) Getting to yes: negotiating an agreement without giving in. London: Random House Business Books   
•  Putnam, Linda L.; Roloff. (1992) Michael E. Communication and negotiation. Newbury Park: Sage  
•  Bazerman, Max H. (2005) Negotiation, decision making, and conflict management. Cheltenham, UK; Northampton, MA: Edward Elgar   
• Sinek, Simon (2019). The Infinite Game.  
• Brown, Brené (2018). Dare to Lead. Brave Work. Tough Conversations. Whole Hearts  

Arantza Danes Vilallonga is a CPCC (Certified Professional Co-Active Coach), ACC (Associate Certified Coach by International Coaching Federation) and Wellbeing in the workplace Consultant and Researcher. Trained in ORSC (Organizational Relationship Systems Coaching) and Positive Intelligence, she has worked for Vueling Airlines, Futbol Club Barcelona, Generalitat de Catalunya, Barcelona City Hall, Pacific Union and Qatar Airways, among others. Master in Integrated Marketing Communications by Emerson College (Boston). Associate Professor at the Communications Faculty of Universitat Autònoma de Barcelona (UAB). Co-founder of Worktimist to develop organizational cultures that inspire employees.  

• E-mail: aranzazu.danes@uab.cat
• Department of Advertisement & Public Relations