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2019/2020

Negotiation and Leadership Techniques

Code: 103154 ECTS Credits: 6
Degree Type Year Semester
2501935 Advertising and Public Relations OT 4 0

Contact

Name:
Clara Montes Mojonero
Email:
Clara.Montes@uab.cat

Use of Languages

Principal working language:
english (eng)
Some groups entirely in English:
Yes
Some groups entirely in Catalan:
No
Some groups entirely in Spanish:
No

Prerequisites

Good level of English, interest in the subject and desire to participate, contribute and develop personally and academically.

Objectives and Contextualisation

  • Identify the skills and abilities that allow managers to effectively manage teams
  • Acquire skills and tools for people management
  • Understand the principles and concepts related to negotiation in several areas.
  • Develop tools to negotiate successfully

Competences

  • Demonstrate knowledge of management theories in the management of advertising companies and organisations.
  • Show leadership, negotiation and team-working capacity, as well as problem-solving skills.

Learning Outcomes

  1. Differentiate the formats for presenting public relations activities (consultancies, special events, fairs, crisis management, publicity, etc.).
  2. Show leadership, negotiation and team-working capacity, as well as problem-solving skills.

Content

• Self-knowledge

• Self-leadership

• Leadership

• Motivation

• Organizational culture

• Diversity and Inclusion in organizations

• Intergenerational leadership

• Conflict management

• Communicate in public

• Personal branding

• Negotiation

• Negotiation techniques

• Intercultural negotiation

• Change management

Methodology

The sessions are dynamic and participatory.

They combine, on the one hand, theoretical classes given by the professor and complemented with lectures by invited experts, and on the other hand, their practical application in group and individually through dynamics, works and diverse presentations.

In all classes, constructive and open debate, personal growth and individual and collective reflection will always be encouraged.

Activities

Title Hours ECTS Learning Outcomes
Type: Directed      
Theory classes 15 0.6 2, 1
Type: Supervised      
Class dynamics and activities 23 0.92 2, 1
Type: Autonomous      
Preparation of reading material, work assignments and presentations. 60 2.4 2, 1

Assessment

Practical work: 50%

Exam: 30%

Class attendance and participation: 20%

Those students with a grade of 4 points or higher and at least 70% of class attendance, may participate in re-evaluation activities. The professor will designate a project that will be done and / or presented properly.

Students who wish to upload their grade may do so by carrying out voluntary projects and / or presentations proposed by the professor.

Assessment Activities

Title Weighting Hours ECTS Learning Outcomes
Class attendance and participation 20% 30 1.2 2, 1
Exam 30% 1.5 0.06 2, 1
Practical work 50% 20.5 0.82 2, 1

Bibliography

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Pink, Daniel (2009). The surprising truth about what really motivates us.

Sandberg, Sheryl. (2013). Lean in.

Scott, Kim (2017). Radical Candor: How to get what you want by saying what you mean. 

Brown, Brené. (2012). Daring greatly: How the courage to be vulnerable transforms the way we live, love, parent, and lead 

Gallo, Carmine. (2014). Talk like TED. 

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Winkler, John. (2004). Cómo negociar para mejorar resultados.

Ury, William. (2012). ¡Supere el no! Cómo negociar con personas que adoptan posiciones inflexibles.

Mnookin, Robert. (2002). Resolver conflictos y alcanzar acuerdos.

Pease, Allan. (2012). El arte de negociar y persuadir.

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