Leadership & Negotiation in the Automotive Industry

1. Master cycle

The participants: • know the basics of modern leadership • can describe and apply various different leadership principles • can describe and apply different leadership principles • can assess and lead different personality types • know obstacles and ways of effective communication • know different negotiation strategies and tactics and can apply them purposefully • can apply adaptive leadership styles to respond to rapid technological development and ever-changing market conditions in the automotive industry • are able to use AI-based analytical tools to analyze negotiation data and make data-driven decisions

none

• Leadership principles and theories • Modern leadership tools • Personality typologies • Negotiation types, processes and phases • Manipulation techniques • Leadership challenges in the automotive industry • Use of AI to optimize negotiation strategies

• Malik, F. (2019). Führen Leisten Leben: Wirksames Management für eine neue Welt • Drucker, P. (2018). The effective executive • Northhouse, P. G. (2018). Leadership: Theory and practice. • Fisher, R., Ury, W. & Patton, B. (2004). Das Harvard-Konzept • Nasher, J. (2013). Deal!: Du gibst mir, was ich will • Wenski, G. (2019). Lösungsorientiert verhandeln im Technischen Vertrieb: Grundlagen, Strategien und Tipps für faire Geschäfte

Portfolio work

German

6

35

3.0

ILV (Blended Learning, Inverted Classroom)

3

n.N.

14_LVA

integrated lecture

Compulsory

none