Leadership & Negotiation in the Automotive Industry
Niveau
1. Master cycle
Learning outcomes of the courses/module
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
• 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
Prerequisites for the course
none
Course content
• 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
• 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
Recommended specialist literature
• 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
• 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
Assessment methods and criteria
Portfolio work
Language
German
Number of ECTS credits awarded
6
Share of e-learning in %
35
Semester hours per week
3.0
Planned teaching and learning method
ILV (Blended Learning, Inverted Classroom)
Semester/trimester in which the course/module is offered
3
Name of lecturer
n.N.
Academic year
Key figure of the course/module
14_LVA
Type of course/module
integrated lecture
Type of course
Compulsory
Internship(s)
none