Fiche détaillée d'un cours


 


Voir la fiche établissement

LEADERSHIP & NEGOTIATION

2017-2018

IESEG School of Management ( IÉSEG )

Code Cours :

1718-IÉSEG-MFM1S2-NEG-MFMCI01UE

NEGOTIATION


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


Pré requis

Reading of the article "What makes a Leader"
Identify real situations when you had to deal with people with different drivers from yours
Recognize concrete situations when your leadership style worked and when it didn't. Bring those real example in class
Identify at least two concrete situations When and where do you need to influence other people
Open mind/Confidentiality/No judgement

Objectifs du cours

At the end of the course, the student should be able to:
Analyze problems, find solutions, learn negociation techniques and leadership competencies in a context characterized by changes (AOL)
Understand the difference between what is management and what is Leadership
Learn the fundamentals of Emotional Intelligence
Understand how to deal with people who have different drivers and styles from ours
Realise which leadership style to use according to maturity level of the team
Identify which are they key aspects that affect people during change and how to deal with them
Understand the crucial elements that motivate individuals
Use effectively positive and constructive feedback to develop invididuals
When and how to coach
Control behaviors in negotiations and conflict situation. Planning and executing negotiation
Identify influencing style to maximize results

Contenu du cours

The course will cover a series of key elements that contribute to define competences and behaviors of successful business leaders.
The course will cover the difference between management and leadership and why today Emotional Intelligence plays a crucial role in the ability of leaders.
The participants will have the possibility to learn key competences and to apply in class based on their own current reality and adapted on their real life situations. Identify why their leadership style and their influencing skills work with certain people and less with others.
There will be a good balance between theory and practical excersises, including group activities, role play, real life scenario and individual contributions.


Modalités d'enseignement

Organisation du cours

TypeNombre d'heuresRemarques
Face to face
Interactive class16,00  
Independent work
Reference manual 's readings8,00  
Research6,00  
Independent study
Group Project12,00  
Individual Project8,00  
Charge de travail globale de l'étudiant50,00  

Méthodes pédagogiques

  • Presentation
  • Seminar
  • Interactive class


Évaluation

Students will be assessed based on:
- Active participation in class dynamics, activities and discussions (mobile phones, I pad and computer will not be needed for the course and shall be used only during breaks)
- Classroom group presentations
- Final negotiation exercise

Type de ContrôleDuréeNombrePondération
Continuous assessment
Oral presentation0,00030,00
Participation0,00140,00
Others
Group Project0,00030,00
TOTAL     100,00

Bibliographie

  • 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 -

  • Leading without authority; ADITI CHOPRA Coaching for Performance- John Whitmore The five disfunctions of a Tean- PATRICK LENCIONI Who moved my cheese- Spencer Johnson -




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