3604367: Leadership and Negotiation Skills

back to overview
Semester:WS 13/14
Scheduled in semester:3
Semester Hours per Week / Contact Hours:36.0 L / 27.0 h
Self-directed study time:33.0 h

Module coordination/Lecturers


Master's degree programme in Banking and Financial Management (01.10.2008)


  • Characteristics of Global Leaders, Core Skills of Leadership
  • Leadership Styles (Old and New) and Roles with Respect to Differing Situations and the Maturity of the Co-Workers, Breakthrough Leadership
  • Empowerment: Differences Between Leaders and Managers
  • Evolution of Global Leadership Theories, Defintions
  • Exploration of 2-3 State-of-the-Art Theories and Models
  • Inner Leadership: Ethical Principles, Global Values, Core Competencies
  • Team Leadership: Diversity, Communication, Decisions & Goals
  • Strategic Leadership and Culture
  • Leading Change
  • Techniques for Conducting Negotiations
  • Use and Interpretation of Body Language
  • Strategies for Establishing Authority

Learning Outcomes

  • Differentiating between leadership styles and roles
  • Selecting leadership styles corresponding to particular business situations
  • Analysing one’s own personality and the personalities of others
  • Comparing various concepts of personality development
  • Comprehending one’s own significance and role as “developer” of people and of the undertaking
  • Utilising and identifying prevalent negotiation strategies
  • Analysing body language
  • Applying methods for establishing authority


Lectures Method

  • Interactive Lecture
  • Best-Practice Examples
  • Case Studies
  • Reflection Papers
  • Team Challenges


Required reading:

  • Harvard Business Review on Leadership (1998). Boston: HBS Press.
  • McCoy B. (1997). The Parable of the Sadhu. Boston: Harvard Business Review, Reprint 97307.
  • Kotter, J. (1995). Leading Change. Boston: Harvard Business Review, March-April.

Further reading:
  • Hesselbein, F. /Goldsmith, M. /Beckhard R.(edit.) (1996). The Leader of the Future. New York: The Drucker Foundation.
  • Bruch, H. /Ghoshal, S. (2004). A Bias for Action. Boston: HBS Press.
  • Drucker, P.F. (1999). Management Challenges for the 21st Century. New York: Harper Business.


Lecture slides, exercises, sample questions will be available on the Hochschulforum

Exam Modalities

  • Assignment (25%)
  • Presentation (including active participation during lecture) (25%)
  • Obligatory class participation


31.10.201309:00 - 16:30S4
29.11.201309:00 - 16:30S4
05.12.201309:00 - 16:30S4
06.12.201309:00 - 16:30S4