UAB Barcelona
Summer School

Leadership, Negotiation Techniques

UAB Barcelona Summer School

19 Leadership, Negotiation Techniques - Arantza Danés Vilallona

Number of credits: 6 European Credit Transfer and Accumulation System (ECTS)
Course Fee: 850 €
Course Fee for UAB students and Alumni UAB Premium+ : 200 €
Teaching Language: English
Place: Online
Teaching Period: 21 June to 9 July

Schedule:
  • 9-10h: Lecture class with professor 
  • 10-11h: Interactive seminar
  • 11-12h: Organised tutoring sessions

Registration of international and national students (non-UAB students) before May 16 will get 20% discount.

Enrol now

Enrolment guidelines

Contact: summer@uab.cat

 

PROFESSOR BIO INFORMATION

Arantza Danés Vilallonga is a CPCC (Certified Professional Co-Active Coach) and Senior Communications Consultant. She worked for Vueling Airlines, Futbol Club Barcelona, Generalitat de Catalunya, Barcelona City Hall, Pacific Union and Qatar Airways, among others. She holds a master in Integrated Marketing Communications by Emerson College (Boston). She is an Associate Professor at the Communications Faculty of Universitat Autònoma de Barcelona and the co-founder of the Leadership and Talent Development consultancy “Worktimist. Happy Employees. Happy Organization”.

  • Department of Advertisement & Public Relations
  • E-mail: aranzazu.danesuab.cat

 

ACADEMIC GUIDE      
Contents overview

Great leaders are great negotiators. As the world becomes a more uncertain environment, the requirement for leadership skills throughout organisations is at a premium. This subject will benefit those who desire to grow on their self-awareness, learn about inspirational leadership and negotiation techniques to maximise their effectiveness and contribution at work.       

Learn strategic leadership skills to lead teams effectively. Demonstrate team-working capacity, as well as problem-solving abilities. Discover how to use power appropriately and how people like to be motivated at work.       

Through a series of group exercises, you will learn how to become a better leader, refine your personal negotiating style, and improve your ability to bargain successfully and ethically by taking part in Win-Win negotiation scenarios, discovering strategies for mutual gain, alongside a diverse group of students. Classes are very dynamic with individual and group reflections, participatory debate, exercises and little theoretical content.   

 

Week programme

Leadership, Negotiation Techniques
 Week   Contents Teaching/learning activities
1 Are leaders born or made? Introduction to Leadership. Types and styles. The Leader in the organisation. Sources of power. Motivation. Maslow and Herzberg factors. Grow your self-awareness through coaching techniques. Identify different types of leaders, the role of the leader in the organisation and leader’s traits. Recognize the difference between leaders and managers. Be aware of the impact of your power. Understand what motivates employees/teams.
2 Grow your self-awareness through coaching techniques. Identify different types of leaders, the role of the leader in the organisation and leader’s traits. Recognize the difference between leaders and managers. Be aware of the impact of your power. Understand what motivates employees/teams.

How to discover your values and those of the people you work with. Improve communication within teams and the organization. Distinguish team work 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 space. 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. Achive mutual beneficial agreements. Negotiate your salary.
 

Evaluation

  • 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. Motivation case study – 5th day of class
  5. Analyze communication – 6th day of class
  6. Identify personality roles and team work 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.

 

Links and references

  • 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: negotiationg 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