Subject name

Leadership and Negotiation Skills
Master in Business Administration
Four-month period

Third module

Type of subject Compulsory


The participants will fully comprehend the complexity of leaders' responsibilities in a modern world. Through the practical cases, lectures and facilitated group discussions, students will learn how to make critical managerial decisions. The course also teaches students about management practices leaders can use to promote a responsible conduct amongst companies and their employees, and shows how personal values can play a critical role in effective leadership. Students will analyze actions of leaders who successfully managed to develop an ambitious vision and get the organization and employees committed to realize it in an ethical way. Other modules provide an insight into specifics of running diverse teams and leading changes. Students also will also be able to improve their knowledge and skills, while setting development goals for themselves and their employees starting with a systematic journey of rising their self-awareness. Towards the end of the course, they get a grasp diverse types and reasons of conflicts in work environment coupled with techniques to effectively overcome them, including individual and group mediation and negotiation techniques.


General Competences

  • GC1. To control and to integrate the techniques, instruments and methods of management needed in the development of the professional activity.
  • GC4. That the students can communicate their conclusions, present their projects, results, plans, the knowledge and the reasons that support them before a specialized or an ordinary public in a clear and in an ambiguity free manner.
  • GC5. That the students are able to integrate their knowledge in the different working areas of the business with information, usually incomplete or limited, in the business environment in order to manage the decision making and troubleshooting processes through complex and multidisciplinary situations.

Specífic Competences

  • SC12. To understand the functional organization of the business. Areas interrelation. To identify and to understand the factors and dimensions that belongs to the functional part of the business, and the features of its administration system.
  • SC26. To provide the student with managing techniques in team leadership in order to achieve concrete business targets and negotiation techniques.
  • SC27. To develop and to maintain human talent within the organization, analysing the instruments and key proceedings in Human Resources management.
  • SC28. Human team management techniques for innovation and continuing change management.

Transversal Competences

  • TC4. To qualify the students with the knowledge and the skills necessary to be able to fulfil their professional performance in multicultural environments.
  • TC8. To qualify the students with the knowledge and the skills necessary to be able to fulfil their professional performance in multicultural environments.
  • TC9. To provide the students with learning skills that will allow them to continue their studies in an autonomous manner.


Unit 1: Leadership versus Management
Management vs Leadership
Leadership Theories and Styles
Leadership and Management Issues in the 21st Century
Bibliographical References
Master Class

Unit 2. A Review of Leadership Theories and Frameworks
Early Theories: Trait Theory vs Behavioral Theories
Contingency Theories of Leadership
Bibliographical References
Master Class

Unit 3. More Planning
Servant Leadership
Critical Leadership Behaviours and Values
Transformational vs Transactional Leadership
Bibliographical References
Master Class

Unit 4: What Is Negotiation?
Negotiation: Some Practical Definitions
Thomas-Kilmann Instrument
Types of Negotiation
Bibliographical References
Master Class

Unit 5. Negotiation as a Process
The Process of Negotiation
Positions and Interests
Positional Negotiation and Interest-Based
Bibliographical References
Master Class

Unit 6. Communication Skills
Personal Power and Negotiation
Communication Skills
Influence: Head, Heart, Hands
Bibliographical References
Master Class



The different tasks and activities programmed during the semester have been developed with the goal of adapting the learning process to the different capabilities, necessities and interests of the students.

The activities included in the subject are:

  • Practical cases: will provide the student with actual business situations that will need to analyse and, after that, make decisions, evaluate the consequences and alternatives. They will allow acquiring intellectual skills to face sudden situations or to plan action programs adapted to a changing environment where there is no math logic.
  • Participation in events. During the course you will be participating in different events. Some of those events are attendance to online classes, forums, self-evaluation tests.

In the weekly program you can find the specific tasks you need to complete in this subject.

Descarga el pdf de la programación

These activities are combined with the following aspects:

  • Personal Study
  • Tutoring. The tutoring class can be implemented through different tools and means. During the course of the subject, the teacher-tutor plans the individual tutoring on specific days for the resolution of academic-oriented doubts through “Consultation sessions”. Supplementing these sessions, students have also available the “Ask your teacher” forum through which they can formulate questions and check the corresponding answers on general aspects of the subject.  Due to the very nature of the media used, there are no fixed schedules for the students.
  • Mandatory on-site final exam

The hours dedicated to each activity are detailed as follows:

Assistance to virtual classes      
Basic material study    
Additional resources readings      
Task and practice cases      
Self-evaluation test     
Individual and group tutoring      
Collaborative work, forums, debates, etc.      
Master's Dissertation work development          
Final evaluation           -    


You can personalize your study plan choosing the type of activity that best matches your profile. The tutor will advise you and help you elaborate your study plan. S/he will always be available to guide throughout the course..


Basic bibliography

The section Basic Bibliography is essential for the course. If any document (reading, article,…) is not available in the virtual classroom, you will have to find it by other means: UNIR bookshop, virtual library…

The necessary texts for the study of this subject have been elaborated by UNIR and are available in a digital format to consult, download or print inthe virtual classroom.


Evaluation and Assessment

The evaluation system is based on the following numerical chart:

0 - 4.9

Suspenso (D)


5.0 - 6.9

Aprobado (C)


7.0 - 8.9

Notable (B)


9.0 - 10

Sobresaliente (A)


The grade is made up of two components:


On-site final exam (60%). At the end of the semester, you need to assist a mandatory on-site final exam. You need to pass the final exam so the grade obtained from the assignments (continuous assessment) is summed up to the final grade of the subject. 

Continuous assessment (40%): this type of assessment will be measured through the different assignments you need to complete during the course:

    • Active participation and involvement in forums, online classes.
    • Tasks. The completion of the different activities the students need to send through our virtual classroom such as research, critical thinking, practice cases.
    • Self-evaluation tests. At the end of each unit, students will find a short quiz which will help the students to check the knowledge acquired during the course.

Remember that you can check the points (value) of each assignment in the weekly program.

Assessment method

Min. Score

Max. Score

Participation in forums, classes, etc.



Task, practice cases and activities



Additional readings



On-site final exam




Bear in mind…
That if you decide to only take the final exam, you will need to have 5 points out of 6 to pass the subject. .


José Luis Curbelo

Economist. Ph.D. at University of California at Berkeley. M.Sc. University of Wisconsin at Madison. BA at University of the Basque Country-Bilbao. Has also taken courses at: The University of Harvard, Harvard Business School , University of California-Los Angeles; University of Texas-Austin, Amsterdam Institute of Finance, London School of Economics, World Bank, etc.

Professional experience: 
In academia: Senior Scientist at the Institute of Public Goods and Policies of the National Research Council of Spain (CSIC); Dean and Catedrático at the School of Law and Economics of the Universidad Camilo José Cela of Madrid; CEO of the Basque institute of Competitiveness/Orkestra of the Universidad de Deusto (Bilbao-San Sebastian); BBVA Entrepreneurship Catedrático at the Universidad Antonio de Nebrija of Madrid; Director at the Master in Regional Studies and Planning of the Universidad Carlos III of Madrid. Hewlett-Packard Visiting Professor at the Universidade Federal de Minas Gerais at Belo Horizonte (Brazil). Has also taught and researched at the universities of Bilbao, Seville, Rey Juan Carlos, Fundación Ortega y Gasset; UC-Berkeley; UW-Madison; United Nations Commission for Latin American (Chile)
As a professional: Chief Economist and Vice-President for Development Strategies and Public Policies at the Development Bank of Latin-America-CAF; Unit Chief responsible for Private Sector Development at the Inter-American Development Bank in Washington, DC; Chief Investment officer at the Spanish Agency for Development Finance (COFIDES); Chief Economist at the National Mortgage Bank of Spain. Has also Board Member of several Multinational Companies in developing countries.

Lines of research: Competitiveness and Innovation; International Economics and Development; Economic Environment and Strategy; Industrial Policy; Multilateral Development Banking; City and Regional Economics and Planning; Latin American Studies; Leadership; SME Development and Finance; Entrepreneurship; Infrastructure and Project Finance.
Author/editor of 7 books has published extensively in academic journals.


Orientación para el estudio

Studying online means you can organize your study as you wish, as long as you meet the due dates of the different assignments (activities, tasks and tests). In order to help you, we propose the following steps:

  1. From our online platform you will have access to each of the subjects you are enrolled. Apart from this, t you can access to the virtual classroom of the master. In this section, you have available all the documents on how to use the different tools included in the virtual classroom, how a subject is organized and you will also have the possibility to organize your study plan with the tutor.
  2. Do not forget to check the weekly program. You will see which part of the content of the course you have to work on every week.
  3. After knowing your work for the week, go to Units in your virtual classroom. There, you will have access to the study material (theory and practice) from the unit you need to study throughout the week.
  4. Start by reading thethe Basic Knowledge of the unit, this section is the basic study material of the unit. Always read the first part of the same, Introduction, as we will show you here all the material you need to study. Visit, as well, the Resources section, you will find here the complementary readings, videos, experiences, etc.
  5. Devote some time when doing the Practical Cases and Test. In the subject Program we will detail which are the corresponding activities for each week and the max. grade you can achieve in each one.
  6. We strongly recommend to take part in the events of the course (On-site virtual classes, debate forums, etc.). To know the exact date for each one of these events you must visit the communication media on the Virtual Classroom. Your teacher and your tutor will inform of the subjects news.
In the Virtual Classroom of the master you will always find available the documentation where we explain how the units are structured and what you will be able to find in each one of its sections: Basic Knowledge, Practical Cases, Experiences, Readings, More Resources and Test.

Remember that in the virtual classroom of the master you can check how the different tools of the virtual classroom work: email, forum, online classes, sending the tasks, etc.

Please, take into account the following tips…

  • Whatever you study plan is, go often to the virtual classroom so that you are always up to date about the course and you are in contact with your teacher and your tutor.
  • Remember you are not alone: send an email to your tutor if you have any doubt. If you attend the online classes, you can also ask your teacher about the contents of the unit. Also, you can always write your doubts and questions about  the contents in the Forum of each subject (Ask the teacher).
  • Be active and participate!  Whenever it is possible, attend the online classes and take part in the forums. The exchange of information, opinions, ideas and resources enrich us and the course.
  • And, remember, you are studying online: your effort and perseverance are the key element to obtain good results. Don’t leave everything to the last minute!!!