Leadership, Negotiation Techniques

Number of credits: 6 European Credit Transfer and Accumulation System (ECTS) Price: 840 €
Price for UAB students*: 200 €
*Max. 5 places
Teaching Language: English Place: UAB Campus Bellaterra (Cerdanyola del Vallès), Barcelona

Teaching Period: 22 June to 10 July

Contact: summer@uab.cat

Professor: Arantza Danés Vilallonga

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Enrolment guidelines


PROFESSOR BIO INFORMATION

Arantza Danés Vilallonga is a Senior Communications Consultant for Internal Communications and Crisis Communications. Worked for Vueling Airlines, Futbol Club Barcelona, Generalitat de Catalunya, Barcelona City Hall or Qatar Airways, among others. Master in Integrated Marketing Communications by Emerson College (Boston). Associate Professor at the Communications Faculty of Universitat Autonoma de Barcelona. Co-founder of the Leadership, Team Building and Talent Development consultancy “Worktimist. Happy Employees. Happy Organization”. Co-active Coach.
 

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. Discover how to appropiatly use power and how people like to be motivated at work.

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, discovering strategies for mutual gain, alongside a diverse group of students. Classes are very dynamic with participatory debate, exercises and little theoretical content

Week programme
 

Week Contents Teaching / learning activities
1 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.
Identify different types of leaders, the role of the leader in the organisation and leader’s traits. Recognize the difference between leaders and managers. Understand what motivates employees/teams. Distinguish team work phases and roles.
 
2 Values and communication in the organisation. Internal communication.
Introduction to Negotiation. Types of conflict. Negotiation Interests and Positions. Criteria and attitudes to negociate. 

How to discover your values and those of the people you work with. Improve communication within teams and the organization. 1. Conflict as an opportunity. Negotiation’s types and attittudes. 2. 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.  Identify different types of leaders – 2nd day of class
  2. Sources of power in organisations – 3rd day of class
  3. Motivation case study – 4th day of class
  4. Identify personality roles and team work roles – 5th day of class
  5. Analyze communication – 6th day of class
  6. Negotiation Position case study – 7th day of class
  7. Types of Negotiation case study – 8th day of class
  8. Negotiation of rental apartment case study – 9th day of class
  9. Negotiation of a new time schedule case study – 10th day of class
  10. The bargaining space case study – 11th day of class
  11. The last 3 days of class, all students will be presenting learnings from a Book of the Bibliography available on Campus.


All exercises will be done and delivered in class. Each exercise has the same value. The Book Presentation is mandatory to be able to pass the class.


Links and references

Basic and advanced bibliography including books, articles and internet links.
 
  • 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.