Subject name |
Leadership and Negotiation Skills |
Study |
Master in Business Administration |
ECTS |
3 |
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
Specífic Competences
Transversal Competences
Unit 1: Leadership versus Management
Introduction
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
Introduction
Early Theories: Trait Theory vs Behavioral Theories
Contingency Theories of Leadership
Bibliographical References
Master Class
Unit 3. More Planning
Introduction
Servant Leadership
Critical Leadership Behaviours and Values
Transformational vs Transactional Leadership
Bibliographical References
Master Class
Unit 4: What Is Negotiation?
Introduction
Negotiation: Some Practical Definitions
Thomas-Kilmann Instrument
Types of Negotiation
Bibliographical References
Master Class
Unit 5. Negotiation as a Process
Introduction
The Process of Negotiation
Positions and Interests
Positional Negotiation and Interest-Based
Bibliographical References
Master Class
Unit 6. Communication Skills
Introduction
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:
In the weekly program you can find the specific tasks you need to complete in this subject.
These activities are combined with the following aspects:
The hours dedicated to each activity are detailed as follows:
Assignments |
Hours |
Assistance to virtual classes | 10,0 |
Basic material study | 14,0 |
Additional resources readings | 9,0 |
Task and practice cases | 19,0 |
Self-evaluation test | 13,0 |
Individual and group tutoring |
15,0 |
Collaborative work, forums, debates, etc. | 10,0 |
Master's Dissertation work development | - |
Final evaluation | - |
Total |
90 |
Basic bibliography
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.
The evaluation system is based on the following numerical chart:
0 - 4.9 |
Suspenso (D) |
(SS) |
5.0 - 6.9 |
Aprobado (C) |
(AP) |
7.0 - 8.9 |
Notable (B) |
(NT) |
9.0 - 10 |
Sobresaliente (A) |
(SB) |
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:
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. |
0% |
15% |
Task, practice cases and activities |
0% |
15% |
Additional readings |
0% |
10% |
On-site final exam |
0% |
60% |
José Luis Curbelo
Education:
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.
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:
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…
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