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INFORMATION, PRE-REGISTRATION AND REGISTRATION
- Continuing Education
- Phone: 91 665 50 60
- Contact Academic Address: Santiago Leguey Galan y José María Sánchez López
Student attention: Student Help Box Suggestions, complaints and congratulations mailbox
Basic Information
Presentation
This program serves to acquire a set of globally recognized skills and knowledge for performing a position of responsibility and also prepares students to be competent leaders and negotiators in a dynamic business environment, maximizing their professional potential and ensuring a promising future in the business world
Objectives
- Obtain a certification that guarantees the acquisition of leadership and negotiation skills at an intermediate-high level of knowledge.
- To significantly improve job opportunities and global recognition.
- To train students to lead work teams and intervene in negotiation processes effectively and promoting a good work environment.
- To allow them to present themselves as the most desired candidates in a competitive job market where human resource management is a decisive factor.
Programme
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CONTENT MODULE TYPE |
Number of ECTS credits |
|
|
Ob |
required |
2 |
|
Op |
Optional |
0 |
|
PE |
External internships (if mandatory)[1] |
0 |
|
TFT |
End of Degree Project (compulsory in Master) |
0 |
|
TOTAL CREDITS |
2 |
|
|
Name of the Content Modules |
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Topic 1. The leader and his team: OB 0,25 ECTS 1.1. What does it mean to be a good leader? 1.2. The leader in today's company 1.3. What problems does a leader face today? 1.3.1. Giving orders and having them accepted 1.3.2. Motivate your team 1.3.3. Combining empathy and authority 1.3.4. Achieving collective goals fairly and without stress 1.4. Technical skills 1.4.1. To command. 1.4.2. Manage 1.5. Relational Skills 1.5.1. To cohesify 1.5.2. Accept 1.5.3. To Orient 1.5.4. Train 1.5.5. Represent |
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Topic 2. Leadership Styles: OB 0,25 ECTS 2.1. The most common mistakes made by bosses 2.2. How to recognize a good boss 2.3. Do you know what your leadership style is? 2.3.1. Let's take a test to find out your leadership style 2.3.2. Analysis of results 2.4. Leadership styles 2.4.1. Effective Styles 2.4.1.1. Executive 2.4.1.2. Participative 2.4.1.3. Negotiator 2.4.2. Ineffective Styles 2.4.2.1. Tyrant 2.4.2.2. Manipulator 2.4.2.3. Paternalistic 2.5. Which leadership style is best? |
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Topic 3. Conflict and delegation: OB 0,25 ECTS 3.1. What if conflicts arise? 3.1.1. Conflict in personal relationships 3.1.2. How a conflict originates 3.2. Types of conflict 3.2.1. Expressive 3.2.2. Instrumental 3.2.3. Hibernated 3.2.4. Destructive 3.2.5. Regulated 3.3. Conflict management 3.3.1. I win/you lose 3.3.2. Everyone wins 3.4. How to prevent conflicts 3.4.1 Acknowledgments 3.4.2. Sanctions 3.4.3 Recommendations. 3.2. The Delegation 3.2.1. Learn to delegate 3.2.2. Effective delegation 3.2.3. Advantages of delegation 3.2.4. Obstacles to delegation |
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Topic 4. Motivation and communication: OB 0,25 ECTS 4.1. Motivation 4.1.2. What is it? 4.1.3. Characteristics and conditions 4.1.4. Theories on motivation 4.1.4.1. Pyramid of needs 4.1.4.2. Job satisfaction/dissatisfaction 4.4. Motivation for the sake of work itself 4.2 The communication 4.2.1. Communication in the company 4.2.2. How does the leader manage his team? 4.2.3. Communication barriers 4.2.3.1. Stereotypes 4.2.3.2. Prejudice 4.2.3.3. Assumptions 4.2.4. How to overcome communication barriers? 4.2.4.1. Active listening 4.2.4.2. Positive attitude |
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Topic 5. Negotiation in the company: OB 0,25 ECTS 5.1. Approach to a negotiation process 5.2. Knowing how to negotiate is a professional skill 5.3. The discrepancy 5.3.1. The threatened mind map 5.3.2. The Plan of a Conflict 5.3.2. The impact of presuppositions on personal relationships 5.4. Types of solutions to a conflict 5.4.1. Zero-sum solutions 5.4.2. Non-zero sum solutions |
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Topic 6. Effective negotiation: OB 0,25 ECTS 6.1. What is effective negotiation? 6.2. Fundamental elements of an effective negotiation 6.3. When to negotiate 6.4. The negotiation environment 6.4.1. The language 6.4.2. The weather 6.4.3. The parties 6.4.4. Aspirations and objectives. 6.5. Characteristics of a good negotiator |
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Topic 7. Types of negotiation: OB 0,25 ECTS 7.1. Concepts for classifying the types of negotiation 7.1.1. Paradigm 7.1.1.1. Distributive Paradigm 7.1.1.2. Integrative Paradigm 7.1.1.3. Avoidant Paradigm 7.1.2. Style 7.1.2.1. Positional Style 7.1.2.2. Integrative Style 7.2. The MAPAN 7.3. Describe Area of Possible Agreement 7.4. Concessions. |
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Topic 8. The phases of a negotiation: OB 0,25 ECTS 8.1. Preparation 8.1.1. Gather opponent information 8.1.2. Analyze your own and others' MAPAN 8.1.3. Detail and order the objectives 8.1.4. Choosing the strategy 8.1.5. Detail the concessions 8.1.6. Set the maximum and minimum thresholds 8.1.7. Prepare the technical report 8.2. Exploration 8.2.1. Set the rules of the process 8.2.2. Review the issues to be addressed 8.2.3. Description of the situation and circumstances 8.2.4. Emphasize consensus as the objective of the negotiation 8.3. Development 8.3.1. Persuasion through arguments 8.3.2. Handling objections 8.3.3. Constructive behavior 8.3.4. Use concessions effectively 8.4. The closure 8.4.1. Types of closure 8.4.2. The importance of being flexible 8.4.3. Fulfill the commitments made 8.4.4. The agreement 8.4.5. Reflect after each process to continue learning Teaching activities and methodologies (lectures, case studies, group work, flipped classroom, etc.) Theoretical and practical explanation of the contents through the URJC Virtual Classroom. Viewing videos and cases related to the theoretical content. Resolution of practical cases, problems and real situations in the business field. Final self-assessment test of the theoretical and practical content of the course Guidance and tutorial support actions Tutoring requested by students Evaluation systems. Justification and minimum attendance required
There is no minimum attendance requirement.
Organisation
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Recipients
Access requirements: URJC students. Anyone with a high school diploma or technical degree in any field can access it.
Selection criteria: order of registration.
No. of Places: minimum 10 and maximum 100
Academic Management and Faculty
ACADEMIC DIRECTION
- Santiago Leguey Galan
- José María Sánchez López
FACULTY
- María del Pilar Serrano Herranz
Duration and development
Modality: online
Number of credits: 2
Contact hours: 0
Place of delivery: Virtual Classroom
Opening hours: continuous (20 hours)
Start and end date: February 9 to March 27, 2026
Reservation of place and enrollment
Pre-registration period: From November 7th to February 8th, 2026
Enrollment deadline: From November 7th to February 8th, 2026
Title price: 170€
Possibility of scholarship (if applicable): yes
Documentation to attach, forms and place of delivery
The applicant will present all the scanned documentation, in the formats allowed through the link https://www.urjc.es/estudiar-en-la-urjc/admision/276-formacion-continua#preinscripcion
Microcredentials, intended for students with or without a previous official university degree.
The documentation that you will have to submit is the following:
Students with a degree obtained from a Spanish university or a Higher Education Institution belonging to another Member State of the European Higher Education Area that provides access to continuing education courses must submit the following documentation:
- National Identity Document or equivalent
- University degree of the studies that give access to the requested postgraduate degree.
- Curriculum vitae
- Responsible declaration of veracity of the data provided in digital format
- Any other document required by the Academic Department of Continuing Education for acceptance.
Students with foreign qualifications must submit the following documentation:
- Passport or Residence Card
- Foreign Higher Education Degree (Graduate, Bachelor's Degree, Architect, Engineer, Doctor...) that gives access to continuing education studies.
- Curriculum vitae
- Responsible declaration of veracity of the data provided in digital format
- Any other document required by the Academic Department of Continuing Education for acceptance
These courses allow for the certification of learning results linked to short-term training activities. Their duration must, in any case, be less than 15 ECTS credits. Successful completion of these courses through the corresponding assessment tests will entitle the student, where appropriate, to obtain a Certificate with the name of the respective course and will be included in the centralised Register of this type of qualification. In the event that they do not include assessment tests, a certificate of attendance will be obtained.