Leadership

Customized Programs

In the area of Leadership, we offer various corporate training programs. Please find a selection of training programs here:

Target Group: 

  • Department heads
  • Divisional heads

Program Duration: 1 day

Method: Presentations, interactive lectures

Academic Directors: Prof. Dr. Rod Franklin, Prof. Dr. Christian Tröster. Prof. Dr. Björn Michaelis

Certificate: KLU Executive Education Program Certificate

Contents:

  • Partnerships and Corporate Success
  • Identifying Potential Partners
  • Using the Partnership Model
  • Sustaining the Relationship and Measuring Performance
  • The Collaboration Framework

Program

In an environment characterized by scarce resources, increased competition, higher customer expectations, and faster rates of change, executives are beginning to realize that a key to achieving a sustainable competitive advantage is the development of collaborative relationships with key customers and suppliers. These relationships, which are often referred to as “Partnerships“, provide a way to leverage the unique skills and expertise of each firm and may also “lock out” competitors.

The Partnership Model provides a structured and repeatable process to effectively and efficiently build and maintain tailored business relationships that may become an asset for executives looking for competitive advantage. In addition, attendees will be shown how to use The Collaborative Framework, a tool that can be used by customer and supplier teams to determine priorities for each relationship and develop an action plan for achieving the goals jointly established for the relationship.

Learning Outcomes and Benefits for your Company

The program enables participants to develope collaborative relationships with customers and suppliers. They will be able to determine and enhance the competitive advantage for their company by building extensive collaborative business relationships.

Target Group: 

  • Group/Team leaders
  • Department heads
  • Divisional heads
  • Sales and Planning executives

Program Duration: 3 days

Method: Interactive workshops, group work, role plays

Academic Directors: Prof. Dr. Rod Franklin and Prof. Dr. Niels van Quaquebeke

Certificate: KLU Executive Education Program Certificate

Contents:

  • Concept and significance of negotiations in interpersonal and intercultural communication 
  • Quality criteria for negotiations: what is a „good“ outcome?
  • Conflict strategies and advantages of clear win/win strategies
  • The principle of open negotiations, its psychologogical basis and practical applicability
  • Building relationships of trust
  • Dealing with difficult negotiating partners
  • Using Communication skills in negotitions
  • Optimal preparation of negotiations
  • Negotiating as a team

Program

Participants will be introduced to the wider domain of negotiations. Topics range from distributive (win/lose) to integrative negotiations (win/win), and include issues such as employing psychological tactics and counter-tactics, carving one's communication more deliberately, and awareness of body language. The sections will entail respective theoretical input but also a plethora of practical exercises to illustrate the dynamics at play. Additional work will include the discussion of the practical cases that participants have when negotiating in business.

Learning Outcomes and Benefits for your Company

Within this interactive workshop, participants will develop their managerial skills in the context of leading successful negotiations. The objective of the workshop in negotiation skills is to enable participants to achieve win-win outcomes in negotiations in order to get the best result for themselves and their companies while maintaining good relationships with their negotiating partners. By means of role play exercises, advanced concepts of successful negotiations will be trained.

Thus, at the end of the workshop participants will be able to analyze negotiation settings in terms of structure, involved interests, opportunities and barriers, and a range of tactics and counter-tactics. They will further be able to build trust, persuade, and build bargaining relationships and to apply negotiation tactics and counter-tactics.

 

Target Group: 

  • Group/Team leaders
  • Department heads
  • Divisional heads
  • Sales Personnel

Program Duration: 2 days

Method: Interactive workshops, group work, practical exercises

Academic Directors: Prof. Dr. Rod Franklin and Prof. Dr. Christian Tröster

Certificate: KLU Executive Education Program Certificate

Contents:

  • Awareness of the significance of being authentic in sales.
  • Self-awareness: Gain insight in what makes you a good sales person and what sets you apart from others.
  • Building a personal brand by articulating your unique value proposition.
  • Enacting your personal brand during a sales situation and assess the self-other perception gap.

Program

Participants will learn how to be more effective and more comfortable in their sales role through building a personal brand. In particular, participants will learn how to differentiate themselves and stand out from other sales persons by identifying and articulating their unique value proposition and leveraging it with a consistent message and image. Rather than changing who you are in order to fit customers’ expectations you will identify and enhance traits that you already bring with you. 

Further, being able to present oneself, one’s company, and one’s solution in an effective and convincing manner is critical to developing solid relationships with a customer. The workshop will focus on how to effectively convey complex solution information in a simple, yet effective manner, so that individuals feel comfortable with what is being discussed as well as with the individual who is driving the discussion.

Learning Outcomes and Benefits for your Company

The seminar will be taught as a two-day long workshop. It uses a variety of methods to ensure effective learning in a practical context. Occasionally there will be short lectures given by the professor. For another valuable part of the program, however, participants will discuss relevant topics and interact during exercises. Exercises will be completed individually and/or in a group. This set-up should encourage participants to think independently and critically to develop ideas how to improve their sales practice and how their personal branding can benefit their company.

Target Group: 

  • Group/Team leaders
  • Department heads
  • Divisional heads

Program Duration: 2 days

Method: Interactive workshops, group work, role plays, case study work

Academic Directors: Prof. Dr. Rod Franklin and Prof. Dr. Christian Tröster

Certificate: KLU Executive Education Program Certificate

Contents:

  • Comparing Cultures
  • Ethnocentrism
  • Social Cognition
  • Cross-Cultural Communication
  • Global Management Challenges

Program

During the seminar, participants will learn to compare and assess a target culture in relation to one’s own culture of origin and to show self-awareness. They will gain greater insight into their own culture, as well as into their own cultural limitations due to ‘filters’ interfering with objectivity. The seminar will help them recognize the significance of cultural differences in everyday work life, expressed through different behaviors and practices and thus enable them to communicate successfully with people of other cultures.

Learning Outcomes and Benefits for your Company

Participants will learn how to be effective in their management roles when dealing with people from a variety of cultural backgrounds, how to deal with global management challenges. They will enhance their intercultural skills and learn to apply these to the workplace.

Target Group: 

  • Group/Team leaders
  • Department heads
  • Divisional heads

Program Duration: 2 days

Method: Interactive workshops, group work, role plays

Academic Directors: Prof. Dr. Niels van Quaquebeke

Certificate: KLU Executive Education Program Certificate

Contents:

  • Learning to deal with communicative and conflict management aspects of difficult conversations
  • identifying key leadership challenges 
  • Finding creative ways to approach difficult human relations issues 
  • Learning how to facilitate peer supervision meetings

Program

Decisions related to personnel, organization divestitures, mergers, acquisitions, new markets, etc. may entail difficult human relations issues on various levels and for various reasons. In this course, participants learn how to deal with communicative and conflict management aspects of such difficult conversations. Furthermore this course will provide participants with an intervision tool that can be effectively used in daily business. Through it, participants will learn to analyze and understand some issues they and their peers are regularly confronted with as well as how to take appropriate action.

Learning Outcomes and Benefits for your Company

Participants will learn how to be effective in their communication and how to deal with difficult situations. They will be enabled to apply new tools and skills to the workplace.

Target Group: 

  • Group/Team leaders
  • Department heads
  • Divisional heads

Program Duration: 2 days

Method: Interactive workshops, group work, role plays, case study work

Academic Directors: Prof. Dr. Niels van Quaquebeke

Certificate: KLU Executive Education Program Certificate

Contents:

  • Understanding the fundamentals of human motivation 
  • Understanding what motivates oneself 
  • Understanding and training different ways to motivate talents 
  • Learning how to put motivation into words

Program

To lead others, people should know an answer to the question why anyone should follow them. These insights can then be used in strong motivational messages tailored to respective audiences. This class will teach participants the basics of human motivation, how they as leaders can authentically reach out to that motivation in themselves and others, and how to put it in actual words.

Learning Outcomes and Benefits for your Company

Participants will learn about the basics of human motivation and find out what essentially motivates themselves. On the basis of this, they will train different ways to effectively motivate themselves and others at their workplace during the workshop.

All our corporate training programs are designed to meet the specific needs and requirements of the company and its employees. We will gladly discuss opportunities for training programs and benefits for your company personally.

KLU Academic Team

Prof. Rod Franklin, PhD

Adjunct Professor of Logistics & Academic Director of Executive Education

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Prof. Dr. Björn Michaelis

Adjunct Professor of Management and Organisation

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Prof. Christian Tröster, PhD

Associate Professor of Leadership and Organizational Behavior

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Prof. Dr. Niels Van Quaquebeke

Professor of Leadership and Organizational Behavior & Head of Management Department

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Contact

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Holly Hillen

Program Coordinator

Tel: +49 40 328707-181
Fax: +49 40 328707-109
professional@the-klu.org