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Our Degree Programs
Establishment
Language of instruction
English
Teaching content
NEGOTIATION
Training officer(s)
R.MOSCA
Stakeholder(s)
Renato MOSCA
Présentation
Prerequisite
Reading of the article "What makes a Leader"
Identify real situations when you had to deal with people with different drivers from yours
Recognize concrete situations when your leadership style worked and when it didn't in working groups. Bring those real example in class
Identify at least two concrete situations When and where do you need to influence other people
Open mind/Confidentiality/No judgement
Identify real situations when you had to deal with people with different drivers from yours
Recognize concrete situations when your leadership style worked and when it didn't in working groups. Bring those real example in class
Identify at least two concrete situations When and where do you need to influence other people
Open mind/Confidentiality/No judgement
Goal
At the end of the course, the student should be able to:
Understand the difference between what is management and what is Leadership
Learn the fundamentals of Emotional Intelligence
Understand how to deal with people who have different drivers and styles from ours
Realise which leadership style to use according to maturity level of the team
Identify which are they key aspects that affect people during change and how to deal with them
Understand the crucial elements that motivate individuals
Use effectively positive and constructive feedback to develop invididuals
When and how to coach
Control behaviors in negotiations and conflict situation. Planning and executing negotiation
Identify influencing style to maximize results
Communicate effectively in English
Generate sustainable solutions for organizations
Compose constructive personal feedback and guidance
Employ state-of-the-art management techniques
Understand the difference between what is management and what is Leadership
Learn the fundamentals of Emotional Intelligence
Understand how to deal with people who have different drivers and styles from ours
Realise which leadership style to use according to maturity level of the team
Identify which are they key aspects that affect people during change and how to deal with them
Understand the crucial elements that motivate individuals
Use effectively positive and constructive feedback to develop invididuals
When and how to coach
Control behaviors in negotiations and conflict situation. Planning and executing negotiation
Identify influencing style to maximize results
Communicate effectively in English
Generate sustainable solutions for organizations
Compose constructive personal feedback and guidance
Employ state-of-the-art management techniques
Presentation
The course will cover a series of key elements that contribute to define competences and behaviors of successful business leaders.
The course will cover the difference between management and leadership and why today Emotional Intelligence plays a crucial role in the ability of leaders.
The participants will have the possibility to learn key competences and to apply in class based on their own current reality and adapted on their real life situations. Identify why their leadership style and their influencing skills work with certain people and less with others.
There will be a good balance between theory and practical excersises, including group activities, role play, real life scenario and individual contributions.
The course will cover the difference between management and leadership and why today Emotional Intelligence plays a crucial role in the ability of leaders.
The participants will have the possibility to learn key competences and to apply in class based on their own current reality and adapted on their real life situations. Identify why their leadership style and their influencing skills work with certain people and less with others.
There will be a good balance between theory and practical excersises, including group activities, role play, real life scenario and individual contributions.
Modalités
Organization
| Type | Amount of time | Comment | |
|---|---|---|---|
| Présentiel | |||
| Cours interactif | 16,00 | ||
| Autoformation | |||
| Lecture du manuel de référence | 8,00 | ||
| Recherche | 6,00 | ||
| Travail personnel | |||
| Group Project | 12,00 | ||
| Individual Project | 8,00 | ||
| Overall student workload | 50,00 | ||
Evaluation
Students will be assessed based on:
- Active participation in class dynamics, activities and discussions (mobile phones, I pad and computer will not be needed for the course and shall be used only during breaks)
- Classroom group presentations
- Final negotiation exercise
- Active participation in class dynamics, activities and discussions (mobile phones, I pad and computer will not be needed for the course and shall be used only during breaks)
- Classroom group presentations
- Final negotiation exercise
| Control type | Duration | Amount | Weighting |
|---|---|---|---|
| Contrôle continu | |||
| Présentation orale | 0,00 | 0 | 30,00 |
| Participation | 0,00 | 1 | 40,00 |
| Autres | |||
| Projet Collectif | 0,00 | 0 | 20,00 |
| Etude de cas | 1,00 | 1 | 10,00 |
| TOTAL | 100,00 | ||
Ressources
Bibliography
The seven habits of highly effective people: STEPHEN COVEY -
The one minute manager: KEN BLANCHARD, SPENCES JOHNSON -
The new leaders: D. GOLEMAN, R.BOYATZIS, A.MCKEE -
Leading without authority A. CHOPRA -
Bargaining for Advantage: G.Richard SHELL -
Coaching for performance J. WHITMORE -
The five disfunctions of a Tean - P. LENCIONI -
Who moved my cheese - S. JOHNSON -
The one minute manager: KEN BLANCHARD, SPENCES JOHNSON -
The new leaders: D. GOLEMAN, R.BOYATZIS, A.MCKEE -
Leading without authority A. CHOPRA -
Bargaining for Advantage: G.Richard SHELL -
Coaching for performance J. WHITMORE -
The five disfunctions of a Tean - P. LENCIONI -
Who moved my cheese - S. JOHNSON -