This class exists in these courses :
• IÉSEG > MSc in International Business Negotiation (MNG) > Semestre 2 > 2,00 ECTS

Prerequisites

N/A

Learning outcomes

At the end of the course, the student should be able to:
- put effective, collaborative methods of leadership and negotiation to work in their organizations;
- developing their own leadership skills and personal influence, as well as exploring innovative negotiation
strategies to deal with tough problems and cross-border challenges in an effective manner;
- apply powerful strategies to improve influence in global negotiations to reach agreements;
- apply negotiation strategies and decision making principles to solve problems effectively;
- be aware of one’s leadership style;
- understand relevant psychological principles to create high-performance negotiation teams;

Course description

This Course is about mastering negotiation, so to preparing the next generation of high-performance leaders for excellence. It teaches students effective influence tactics and negotiation strategies for every situation, by helping them analyze issues to achieve their objectives. This course refines a set of contemporary personal leadership innovative skills that are required in a negotiation table nowdays — strategic thinking and leadership development, team and coalitions building, influencing power through communication, overcoming the cross-border barriers, emotional intelligence, ethics and trust in negotiation — through the use of in-class exercises. The topics range from the use of influence strategies in the everyday work environment to complex deal negotiations involving cultural differences, coalitions, to emotional and ethical challenges.

Class type

Class structure

Teaching methods

• Case study
• Coaching
• E-learning
• Interactive class
• Presentation
• Research

Assessment

This course is highly interactive. Leadership and negotiation skills development will be assessed. Participation in discussion, presentations, decision-making, application of right approach at the right time, so to conclude agreements, creativity and openness of ideas are important aspects in assessment. Finally, student will be required to write an essay (approx. 1,500 words) on their case summarizing in this way the key learning from the module.

Recommended reading

• Goleman, D., Boyatzis, R., & McKee, A. (2004).Primal Leadership. Learning To Lead With Emotional Intelligence. Boston, MA: Harvard Business School Press -

• Lewicki, R.J., Hiam, A., & Olander, K.W. (2010).Selecting a Strategy. In Lewicki, R.J., Sounders, D.M., & Barry, B. (Sixth Edition), Negotiation(14-29).New York, NY: McGraw-Hill Companies Inc. -

• Coelho, Paulo. The Alchemist. -

• Murtezaj, V. (2013). Understanding International Negotiation and Conflict Management Strateges in Diplomacy. Organizational Cultures-An International Journal (a section of International Journal of the Knowledge, Culture and Change Management). Volume 12 -

Internet resources

• IESEG ONLINE

• Youtube