More than 84% of IÉSEG s faculty is international, and the School has a network of more than 200 partner universities in more than 51 countries.

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1 IÉSEG MSc in Fashion Management ISA Business Degrees in Paris Degree Title MSc Fashion Management University IÉSEG School of Management University Overview IÉSEG School of Management is one of the top business schools in France, ranked 6th in 2012 by leading student magazine L Etudiant and ranked 24th in 2013 by the Financial Times. As a Grande École and member of the Conférence des Grandes Écoles, IÉSEG belongs to a rich French traditional of prestigious higher education. It has garnered both EQUIS and AACSB international accreditations, the two most sought after by business and management schools. Established in 1964 in Lille, the school has a second campus in Paris at La Défense, European biggest business hub. The School has a total of 3380 students on both campuses. In the Master s program IÉSEG has 8 fields of specialization: Marketing, Finance, Human Resources Management, Management of Information Systems, Operations Management, Audit-Control, International Negotiation and General Management. The diploma approved by the French Ministry of Education has also been awarded the grade de Master (Master s degree). IÉSEG collaborates closely with the largest institute for basic research in Europe, the French National Centre for Scientific Research (CNRS). It was recently recognized as the No 2 Business School in France for research (EducPro / L Etudiant, 2012). More than 84% of IÉSEG s faculty is international, and the School has a network of more than 200 partner universities in more than 51 countries. IÉSEG is a member of Conférence des Grandes Écoles, EFMD (European Foundation for Management Development), AACSB (Association to Advance Collegiate Schools of Business) and CLADEA (Consejo Latino Americano de Escuelas de Administración). Program Information The MSc in Fashion Management consists of 90 ECTS credits which include introductory courses to build a common managerial background, core management courses with a specific focus on the fashion industry and specialized courses in Fashion. Students of the MSc in Fashion Management benefit from a dedicated faculty with extensive experience and knowledge of the industry as well as from collaboration with many companies and professionals operating in the fashion industry, from luxury to fast fashion retailers. Companies are involved in the program in different ways, including guest speakers in classes, consulting projects, student recruitment, internships/jobs and flagship store visits.

2 The program also results from the close collaboration of IESEG with a prestigious partner university: Renmin International College, which is amongst China s best-known institutions in training future managers and professionals. A group of highly master s students will join the MSc in Fashion Management in Paris through a 2-year joint program. Courses begin in September at IESEG s La Défense campus in Paris. The program is open to candidates with a bachelor s degree in any discipline from a recognized university with good academic performance and with a good command of English. Native English speakers or students with English taught bachelor s degrees are exempted from English qualifying exams. GMAT is optional, not mandatory. For its MSc in Fashion Management program, IÉSEG collaborates with Istituto Marangoni. Istituto Marangoni was founded in 1935 in Milan as Istituto Artistico dell Abbigliamento Marangoni. It now has the education of four generations of students from five continents to its credit and has launched over 40,000 professionals in fashion and luxury, such as Domenico Dolce (Dolce & Gabbana) and Franco Moschino. Istituto Marangoni currently educates 2,500 students per year from 92 countries at its five schools, located in Milano (fashion and design), Paris, London and Shanghai, the international capitals of fashion, design and luxury. Its educational offering, broad and articulated, consists of undergraduate courses (preparatory, three-year, one-year intensive), postgraduate courses (preparatory and one-year master s) and short courses. In January 2014 the new Istituto Marangoni School of Design opens in Milano, on Via Cerva, close to the current location of the School of Fashion. Management and specialized courses run from September to May. From June to September students participate in an internship in a fashion com For non-eu citizens the application deadline is May 30 th. Note that a study trip to Milan is not included in the price. Course Outline Courses are of 15, 18, 24 or 27 hours, and they are always intensive: meaning that students have maximum two courses during each week (if they have two normally is one fashion course and one management course). There will be courses in the mornings and afternoons and attendance is mandatory for all of them. Additionally, all international students will have French language courses as part of their curriculum, with no extra charges. The placement exam for French classes usually takes place during the orientation week. Semester One Course Title Hours ECTS History of Fashion and Dress 16 2 From Idea to Product: style creativity & design 16 2 Semiology and Sociology of Fashion 16 2 Design Research and Creativity Direction 16 2 Fashion Design: Pattern Making and Cutting 16 2 The Global Fashion Industry: changes, challenges, & trend forecasting 16 2 Quantitative Methods and Data Analysis 15 2 Introduction to Business Administration 15 2 Strategy in the Fashion of Luxury Business 15 2 Organizational design: structural choices for organizational effectiveness 15 4

3 Marketing in Fashion Companies Corporate Finance in the Luxury and Fashion Industry Operations and Supply Chain Management in Fashion Companies 15 2 Sales and Retail Management 16 2 Entrepreneurship and the Fashion Industry 16 2 Managing and Governing Creative Organizations 6 1 Semester Two Course Title Hours ECTS Fashion Industry Law: IP/Trademark issues, Copying and Counterfeiting Use of Fabrics and Materials in Garment-Making, Fabrics Knowledge 22 3 Quality Issues in Fashion and Luxury 15 2 Competencies Skills and Techniques for Fashion Professional Profiles 27 4 Fashion Communications: Media Analysis, Evaluation and Writing; Fashion 27 4 Campaigns, Illustrations and Advertising; Event Planning & Communication In-store Communication and Etiquette 15 2 An Analysis of the Fashion-Related Industries: Fragrance, Cosmetics, Accessories 21 3 Accounting and Managing Control Systems 15 2 Information Systems for the Fashion Industry 15 2 People Management: Talent Attraction, Management and Retention Consumer Psychology and Consumer Behavior 15 2 Leadership and Negotiation 15 2 Other Courses and Activities French Language Classes for International Studies (part of core requirements) Career Development Study Tour in Milan One Week (Study Tour Case Module) Company Research Project OR Company Project Consulting OR Internship Next Steps For students interested in receiving their MSc in Accounting from the IÉSEG School of Management through the ISA program, please submit your application here. Program Outcomes (only if University provides this to us) Students of the IESEG MSc in Fashion Management can look forward to career opportunities in positions of all fields associated with managerial roles in the fashion industry including: purchasing; product management; marketing: business development; project and event design; sales & accounts management; supply chain; brand management; merchandising; benefit from the program s dedicated faculty which balance relevant academic and business experience and that are committed to providing an unparalleled student experience. Course Descriptions History of Fashion and Dress The course will be a survey of the evolution of Fashion during the 20th Century with an introduction about the history of Costume.

4 Clothing, accessories, textiles, hair and make-up, production, distribution and acquisition will be analysed through art, literature and other primary sources. Show an understanding of general Fashion History as well as the main characteristics of period clothing as described during the course. Students will gain knowledge of the principal contributions made by famous designers to the world of fashion. Furthermore, students will study in depth the ways in which each designer was influenced by contemporary events and the world of art. From Idea to Product: style creativity & design The course will start with a presentation of the specificities of the fashion industry and its value chain and the typology of the fashion brands. It will present, for all segments, the steps from the creation to the delivery of the products to the POS, address the critical path, the different professions and techniques involved, the strategic role of sourcing and quality control -raw materials and manufacturing-, the supply chain. The importance of coordination and IS will be also addressed as well as the manufacturing techniques per type of product. Have a vision of the market and the brands Understand the concept of creativity and evaluate how it is applied to fashion and luxury products Identify how different types of organisations manage product design and development. Understand of the value chain fashion with a focus on product development and production. Know the fundamentals of fabric sourcing, suppliers sourcing, manufacturing environment and techniques, supply chain and information systems. Semiology and Sociology of Fashion The course aims to illustrate to the students the signal and perceptual values (marketing oriented) of communication and its visual representation, to help them to choose the best solution in the creation and representation of the products and services and improve the critical approach and design. The course combines theoretical and empirical study of the media together with the study of developments in information and communication technologies. At the end of the course, the student should be able to decide which signs, codes and communication strategies are most suitable for designing and communicating in relation to the perceptual results to be achieved in order to characterize the its communication with those iconic or symbolic values best suited to bring out in the end user's desire to purchase. Learners will be able, therefore, to understand that Semiomarketing is the fast track for optimizing the targetclient conversion rate and customer loyalty. The course will meet the needs of students with backgrounds in media, sociology and other relevant disciplines, as well as professionals in the communications industry seeking to gain a more sociologically informed understanding of those industries. Design Research and Creativity Direction Students will learn the basic processes and linked timings of the fashion system. They will get to know different key player roles that make this system work and turn around. In a further step, students will start to research past, future and contemporary fashion trends. They will learn the basics of trends, their creation and

5 its effects on the final product offer. Students will have to find and understand the multiple links existing between fashion, its trends and global or national, social, political and economic backgrounds. Based on their knowledge and findings they will develop a design identity for a precise fashion brand, its target and market. They will than research and reflect on contemporary or classic signature design codes and link them to their findings. At the end of the course the students will translate their global findings on trends and creative direction into a professional range plan and a visually supported project for a selected target, market and brand. The course is creative and based on discussions, brainstorming and small group project works. Students are put into a professional atmosphere. Understand the different jobs in the fashion system and describe their processes and linked time planning. Research and professionally present past, contemporary and future trends in fashion and reflectively link them to social, political and economic backgrounds. Research and elaborate a design identity for a precise fashion target and market. Understand, recognise and present different aspects and strategies of contemporary creative direction in the fashion system. Translate the creative and visual findings into a professional range plan for a precise target and market. Fashion Design: Pattern Making and Cutting course 1/ the skirt -the trouser (bermuda, short) course 2/ the shirt, sweater & top course 3/ the dress course 4/ the jacket/ tailored jack course 5/ the coat, the trench coat Know the elements of a today wardrobe Origin - brief history and "highlights" in their evolution Shape and volumes adapted to the morphology, activity and "fashion" Materials and colours related to the collections / seasons Manufacturing constraints: ready to wear / luxury Browse the trajectory from Prototype to the shop article Price The Global Fashion Industry: changes, challenges, & trend forecasting Course contents include: the different options in the distribution (mono-brand stores, multi-brand stores, department stores, duty free) Segmentation of the fashion business International retail expansion (how to expand a brand at the international scale and the most appropriated ways according to the brand identity and its standards: direct investment, jointventure, franchises, master franchises) Brand extension : licences, co-branding - advantages and risks linked to the related distribution

6 At the end of the course, the student should be able to have a clear understanding of the different distribution formulas in the worldwide fashion industry Quantitative Methods and Data Analysis Course contents include: Regression Analysis using Ordinary Least Squares Using Software to Estimate Regressions Assessing the Quality of Estimation Results Making Predictions about Future Outcomes Modelling using Alternative Functional Forms Interpretation of Estimation Results Hypothesis Testing Quantify relationships among various variables Interpret estimation results and make predictions Test the reliability of results Mitigate problems that arise during econometric estimation Introduction to Business Administration Session 1a: Understanding The Contemporary Business Environment Business Environment Business Ethics and Responsibility Entrepreneurship Global Context of Business Session 1b: Understanding the Business of Managing Managing Business Organizing Business Managing Operations and Improved Quality Session 2a: Understanding People in Organizations HR and Labour Motivating, Satisfying and Leading Employees Session 2b: Understanding Principles of Marketing Marketing Process and Consumer Behaviour Pricing, Promoting and Pricing Behaviour Session 3a: Managing Information Managing Information Systems and Managing Commerce Understanding Principles of Accounting Session 3b: Understanding Financial Issues Money and Banking Security and Investments Session 4: Business Game

7 Session 5: EXAM At the end of the course, the student should: Understand benefits and drawbacks of two supply chain structures that create mass production and facilitate just in time. Understand the importance of quality, productivity, minimising indirect and support costs, optimising end to end flow. Understand the importance of B2B relationships, coordination and focus on value adding activities are essential to business competitive advantage. Understand the concept of 'input - transformation - output'. Understand the importance of strategy. Strategy in the Fashion of Luxury Business Understand and determine various aspects of business strategy in the fashion and luxury industry. They should be able to explore the various competitive forces in the market environment and examine various corporate issues inside the organisation that determine the upcoming trends in this particular industry. This should allow the student to think and evaluate analytically, without missing on details, on the long-term business strategy formulation of the firm. Organizational design: Structural choices for organizational effectiveness This course is dedicated to making better organizational choices, with a special focus on fashion, experience and design companies. The course is divided into two macro-sections: organization design and organizational creativity. The first part examines the structures in which people work and their relationship with the competitive environment and company strategy. The most common structures and main critical elements related will be analysed. In the second part students will explore how to design organizations that continuously support creativity and to organize creativity for achieving better organizational results. Clarify the links among company strategy, competitive advantage and organization design. Examine in a systemic way features and critical issues of the organization choices at different levels: vertical and horizontal differentiation, degree of formalization and centralization, degree of job specialization. Highlight the contingency factors that affect organizational choices: environment, company activities and size, company strategy. Present some standard organizational design models: the situational model and the comparative design model. Understand how to build an organization which continuously supports creativity and examine different creativity models. Marketing in Fashion Companies Session 1: Market Opportunity Analysis & Marketing research Session 2: Segmentation, Targeting and Positioning Session 3: Product & Price Session 4: Promotion & Place Session 5: students' presentations At the end of the course, the student should: Understand the core theoretical concepts in marketing and their application in fashion management Understand the foundations of a marketing plan

8 Understand core strategic marketing concepts and their role, and perform basic analyses on the strategic level Understand and perform the basics of operational marketing Corporate Finance in the Luxury and Fashion Industry This course introduces the budgeting, financing and investment decision tools available to a manager at a corporation in the luxury and fashion industry. The main topics covered are: 1: Introduction: Types of Firms in the Fashion Industry 2: Capital Budgeting 3: Investment Decision Rules (NPV) 4: Financing Decision Rules (Debt vs. Equity) and Corporate Taxes 5: Initial Public Offerings (IPOs), Mergers and Acquisitions (M&A) 6: Case Study Differentiate between the types of firms in the luxury and fashion industry. Understand the significance of budgeting, financing and investment decisions and how these decisions affect the value of the firm. Effectively apply the corporate financial decision making tools available to the manager at a corporation. Operations and Supply Chain Management in Fashion Companies During the 15-houred learning (including a 2-houred exam), the students will study and analyse three real world cases in fashion industry worldwide. These cases present the difficulties that the three fashion companies face in smoothly running their operations and supply chain activities. These difficulties and challenges relate to the implementation (or application) of logistics, inventory control, information technology, vertical integration, outsourcing, and so on, in fashion industry. The students (in small groups) will understand these campanies' unique situations and analyse these difficulties. Based on the analysis, the students need to come up with solutions to improve the case companies operations and supply chain management. Understand the characteristics of fashion industry; Recognize the implications of competition in fashion industry; Evaluate operations and supply chain in fashion industry; Evaluate the use of, e.g., IT, in managing operations and supply chain in fashion industry; and Develop solutions to improve operations and supply chain management in fashion industry. Sales and Retail Management I Introduction to Retailing Historical Overview Distribution Models Multi-channel Retailing II. The Fashion Store (fashion store location, fashion store design, product assortment, pricing, finance and operations management, merchandising) III. The Fashion Customer

9 (Customer in-store behaviour, communicating with customer and building long term relationship via retail experience) IV. Sales and Sales Force Management V. Conclusion Future Perspectives of Retailing Careers in Retail Understand retail dynamics in fashion industry and easily manipulate retail concepts Develop a comprehensive retail strategy for a fashion store : - define the best adapted distribution model - set long term and short term objectives for profit, sales, image.. - devise and implement a consistent strategy combining store location and design, product assortment, merchandising, pricing...) - build store organisation and efficiently manage the teams (sales and back office teams) - follow and evaluate performance on regular basis / take correctives measures if needed Be aware of career opportunities in retail and be able to seize them Entrepreneurship and the Fashion Industry This course is an introduction to the issues associated with setting up your own business in the fashion industry. We look at opportunities and ideas as well as specific personal and industry challenges which entrepreneurs may face. We then investigated the idea of a business model and look at what a business plan constitutes. We also address resource acquisition and investigate how entrepreneurs acquire the financial and human resources necessary to exploit entrepreneurial opportunities in the fashion industry. This course will combine case studies and in-class discussion as the primary mode of teaching and learning. Active student participation and engagement is a must for students participating in this course. At the end of this course, the student should be able to: Define a business opportunity Identify the personal and industry related challenges of starting a business in the fashion industry Conceptualise a business model Draft a business plan Identify resource acquisition strategies for a new business start-up in the fashion industry Managing and Governing Creative Organizations Fashion Industry Law: IP/Trademark issues, Copying and Counterfeiting Use of Fabrics and Materials in Garment-Making, Fabrics Knowledge This course will explain you how to understand the different kind of fabrics, how they are made, dyed, printed and from which origin they are. So, you must be organised and could make a clean work because you will have to do your fabric file, to make atmosphere s mood boards. A fashion and textile sensibility his necessary. We will experimented on doing some textile experimentations like weaving, dying or printing as a craft process to understand well how it s work, so patience is essential. We will step by step, with ppt and samples to touch or to research, understand: Each main fibers used to make textiles. I will explain each family of textiles (from the gathering to the thread).

10 You will understand the difference between woven fabrics and knitted fabrics. You will see the main techniques used to make the fabric, and you will do some samples yourself of weaving, dying and printing or added hand embroideries on fabrics do to swatches. 1. Natural fibers (wool, cotton, linen, silk..) 2. Artificial and synthetic fibers 3. Special textures: laces, velvet, leather. 4. Prints, dying, printing process embroideries 5. Embroideries, quilting, pleats 6. Yarns and weaving 7. Knitting 8. Work on a specific brand and season and how to make a choice of textiles At the end of this course, the student should be able to: Start to recognize a family of textile Get the main vocabulary of textile and use it fluently to explain an atmosphere board Must know how to organized textiles as an atmosphere according a brand Create a story with textiles Understand the manufacturing chain of different textiles techniques Create his own textile reference book Quality Issues in Fashion and Luxury Course contents: quality in production quality sourcing - outsourcing - fabrics quality in retail (customer experience): shops and online experience At the end of this course, the student should be able to spot the difference between different levels of production quality. He/she should be able to define the many steps in the creation of luxury fashion. He/she should also be able to make the appropriate choices in terms of quality (sourcing, finishing, client experience ). Competencies Skills and Techniques for Fashion Professional Profiles Course contents: - Fashion industry overview : segment level and retail mapping - What is a buyer? Role : Analysis - Range planning- Product development- Sourcing- trading - What is a merchandise planer? Main metrics to know- Building a merchandise sales plan- Open to Buy basis - What is a visual merchandiser? Strategy and store application. Links with buyers Demonstrate an advanced knowledge and understanding of the roles of Fashion Buyer, Merchandise planner and Visual Merchandiser in different fashion retail organisations. Analyse product pricing in relation to profit margins, selling prices and retail environment Build a strategy of range plan. Demonstrate basic knowledge about sourcing and product development. Fashion Communications: Media Analysis, Evaluation and Writing; Fashion Campaigns, Illustrations and Advertising; Event Planning & Communication All fashion brands clearly identify the importance of active marketing communications in the development of

11 an image and lifestyle that is capable to generate interest among retail customers, wholesale buyers and the media. The course will expose students to socio-culturally-inspired analyses of Fashion communications, addressing this deeply image oriented industry from multiple perspectives advertising (primarily), public and Press relations, event management, multichannel forms of communication. The course will engage in a critical analysis of Fashion brands communication strategy based on readings from industry and selected case studies: industry case histories are used to identify and suggest solutions to Fashion communications problems. One goal of the course is to determine how Fashion consumers, communication professionals and the media navigate and negotiate their interests within a framework of a powerful, dynamic, and omnipresent Fashion-brand culture. Structure: I. Basics of communication. Communication theories and models (3 hours) - Theories of message production and processing - Three classic models of persuasion - Theories of media and society (agenda setting theory, spiral of science theory) II. Introduction to Fashion Communication (3 hours) - History of fashion communication - Mass communications - Strategic planning for Integrated Marketing Communications *****Case study : Burberry s communications model (advertising, fashions shows, editorial placement) III. Media Analyses and Planning (3 hours) - Fashion, media and culture - Decoding fashion magazines - Audiences and media - Media alternatives and media-buying approaches *****Case study : Vogue: more than just a fashion magazine IV. Fashion Advertising and Promotion (3 hours) - Categories of advertising objectives - Creative strategy development (connotation/ denotation; signs/ myth) - Visually driven advertising; Print ads vs. Commercials - Provocative advertising *****Case study : Benetton, Diesel and Sisley V. Event Planning and Management (3 hours) - The fashion show as a communication strategy - Fashion and the entertainment industry - Sponsorships *****Case study : to be confirmed VI. Public and Press Relations (3 hours) - Tools for effective written and spoken Fashion communications - Public opinion and opinion leaders - Practices of newsgathering, newswriting and developing news judgment - Lobbying *****Case study : to be confirmed

12 VII. Fashion and the Arts (3 hours) - Fashion and contemporary art - Fashion and Cinema - Fashion and Architecture *****Case study : to be confirmed VIII. 2.0 Fashion Communications (3 hours) - Traditional vs New channels of communications - Fashion weblogs - Fashion and online social networks *****Case study : to be confirmed IX. The last class is dedicated to the group presentations Teaching method: Classes will be conducted in a lecture and discussion format requiring extensive student participation. Throughout the course students will be exposed to different teaching styles; class discussions and business examples will be alternated throughout the course. The primary objectives of the course are to: - Identify the basic elements of Fashion Communication - Develop a working knowledge of Fashion Communication as they relates to the modern fashion landscape - Develop an understanding of key concepts such as aesthetic and editorial decision making - Link communication theory with fashion advertising practice in the process of developing communication strategies for fashion brands and disseminating fashion ideas. In-store Communication and Etiquette The store as a communication tool for the fashion and luxury brand Have a clear understanding of the evolution of the fashion and luxury retail To define clearly the in-store customer experience in store Be able to evaluate the needed skills of a performant sales staff An Analysis of the Fashion-Related Industries: Fragrance, Cosmetics, Accessories An overview of global cosmetics and fragrance industry; - The different categories of cosmetic products: Skin care, Hair care, Make-up, Toiletries, Fragrance, Spa products: composition and body physiology; - The legal framework; - The legendary brands and legendary products correlated; - Innovations: the main trends. Accounting and Managing Control Systems The course provides you with a foundation of basic knowledge about many important subjects in accounting and management control. Our focus will be on the measurement and evaluation of the performances of organizational entities and their managers. We will start with each of the elements of financial control systems, which provide the dominant form of control in the vast majority of decentralized organizations such as fashion companies. These elements include financial target setting (as part of organizations planning

13 and budgeting processes), performance measurement and evaluation, incentive compensation. Finally, we will study the transfer pricing methods used in decentralized organizations, specifically in multinational companies, in managing different business units. The specific topics which will be introduced in the course are: Planning and budgeting Financial performance measures and incentive compensation Combination of measures and other remedies to the myopia problem Designing and evaluating accounting and management control systems Transfer pricing -design performance evaluation and rewarding systems in line with organizational characteristics and strategies -evaluate whether or not a particular accounting and management control system installed in an organization is appropriate for the needs of the organization -understand and evaluate the transfer pricing methods used in decentralized organizations and multinational companies. Information Systems for the Fashion Industry 1. Trends in information systems: * Changing the what, how, where, who and when in your business model by using information systems. 2. Deciding upon a new Information System investment: * Case study: Will people actually use the new system? * Case study: Can the new system give the company a competitive advantage? * Zara case study: Is a new system really needed? 3. Working efficiently with Microsoft Excel: * Tutorial 1: Towards the efficient creation and appropriate use of Pivot Tables * Tutorial 2: Creating a management dashboard in Excel - assess a company's information systems in the light of the latest information systems trends - understand when investing in an information system is a good/bad idea - work efficiently with Microsoft Excel People Management: Talent Attraction, Management and Retention Organizational environment and people management Strategy and its relationship to human resources Key decisions in people management and inputs for decision making Planning for optimal utilization of people Recruitment and selection Managing and enhancing performance Compensation models and approaches Employee wellbeing and motivation Emerging issues in people management Consumer Psychology and Consumer Behavior Part 1: The decision-making process

14 - attitude and behaviour - search and evaluation of alternatives Part 2: Perception, learning, and memory - Attention & context effects - memory cues Part 3: Consumer identities, personality, lifestyle and values - constructing, maintaining and protecting one's self-view Part 4: The social self, status and social influence - reference groups, signalling, contagion effects Explain and apply key concepts and essential tools to the study of consumer behaviour in a fashion management context, which means: - Understanding the complexity of consumer behaviour - Integrating the various factors likely to influence consumer behaviours in marketing decisions - Evaluate marketing programs in terms of their adequacy in considering the specificities of consumer behaviour - Propose strategies adapted to the targeted public(s) in order to influence particular behaviours. Leadership and Negotiation 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 exercises, including group activities, role play, real life scenario and individual contributions. 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 individuals When and how to coach Control behaviours in negotiations and conflict situation Identify influencing style to maximize results