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IESEG School of Management ( IÉSEG )

Code Cours :



Niveau Année de formation Période Langue d'enseignement 
MSc in Fashion Management1S2English
Professeur(s) responsable(s)R.MOSCA
Intervenant(s)Alberto MONTI

Objectifs du cours

Analyze problems, find solutions, learn negociation techniques and leadership competencies in a context characterized by changes AOL
Develop a conceptual framework to understand what is Leadership and your basic assumptions about it.
Realise which leadership style to use according to different situations such as maturity level of the team
Understand what motivate individuals and how to deal with people who have different drivers and styles
Develop a conceptual framework for understanding structure and dynamics of power and influence
Practice diagnostic skills that will enable you to map out and understand others’ perspectives and power bases, and learn to predict and influence their actions.
Begin to build a repertoire of influence tactics that will enable you to be effective in a variety of contexts and situations.
To understand the structures and dynamics of negotiation and to start developing a toolbox of effective negotiation principles and tactics derived from rigorous theory and research.
Begin to apply principles and tactics in practice to improve your negotiation skills, processes, and outcomes.

Contenu du cours

The course will cover a series of key elements that contribute to define skills and behaviors that individuals need to possess to become successful business leaders and navigate the complexity of modern organizations and their uncertain external environments. In particular, this course will start debuking leadership concepts (and your implicit theory of leaderships and of other concepts) to cover three main topics related to power and influence dynamics and negotiation that future leaders need to master if they want to make things happen, despite the obstacles that might stand their way. The participants will have the possibility to learn conceptual and practical tools, develop key competences for analyzing their surroundings and achieving their goals through the use of different methods. Although classes may vary in the format, most meetings will include a case discussion or in-class experiential exercise, individual questionnaires and or short lectures on the day’s topic. Preparation for and participation in these classes will have a major impact on your learning in the course.

Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class16,00  
Independent study
Group Project12,00  
Individual Project10,00  
Estimated personal workload12,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Presentation
  • Research
  • Interactive class
  • Case study


Students will be assessed based on:
- Active participation in class dynamics, activities and discussions of cases and videos
- Classroom group presentations
- Negotiation exercises

Type de ContrôleDuréeNombrePondération
Continuous assessment
Group Project12,00130,00
Individual Project10,00150,00
TOTAL     100,00


  • 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 -

* Informations non contractuelles et pouvant être soumises à modification
Vidéo : Un campus à vivre
Notre chaîne Youtube