Effective Communication Techniques and Emotional Intelligence Applied to Negotiation


This course focuses on two key competencies that any professional who occupy leadership positions in the company must have, that are the realization of effective communication and understand the complex nature of emotional intelligence and competences derived.

According to the results of a survey that the American Management Association periodically does to the managers of the world leading companies, one of the key skills of any professional is the ability to communicate, motivate and convince.

Sell a project to clients or to the board of directors committee itself; to report to superiors in an effective way, transfer clear information to the teams, motivate them to achieve results or introduce changes, making presentations at annual conventions;  participate as an “ambassador” of the company to different forums;  participate in conferences or television programs, convince investors or shareholders, or present the annual results are everyday tasks of any manager, regardless his / her sector

In addition, to manage is to achieve results through people, so we cannot ignore that the emotional component of everybody is a clear determinant of his / her values, attitudes and behaviours in the personal and professional aspects. In few words, in the form of managing and in the way they must be managed.


Goals and Student Profile

After completing the course the participant will be able to:

  • Apply formats needed to select, organize and move the key messages based on the goal to achieve and audience to which is directed.
  • Identify an incorporate all the factors listed in Body Language that influences the ultimate impact of a message.
  • Identify an incorporate all the elements related to the Sound Images an ally to move certain emotions.
  • Know your strengthens and weaknesses as well as their initiative, creativity and innovation. 
  • Be aware of the importance of their emotional state in their relations with others, in their decisions, their judgements and so on.
  • Distinguish the key components of intellectual capital in the company and the five keys to effective leadership.

Student Profile

ENAE Business School is very conscious of the fact that every teaching institution is built by all and must be very careful about participant selection right from the very start by analysing their CV, qualification certificates, admission exam and through a personal interview of the student by the program director. Depending on the program, ENAE Business School carries out tests to evaluate language competence.

Most of our students come from the business world about 80% of ENAE’s students are graduate professionals and executives who wish to update their knowledge and improve their skills. These students come from different academic backgrounds mostly engeneering, business, law, economics, communication and humanities.
We encourage young and talented graduates with entrepreneur spirit to be involved in our programs as a fast track to achieve their goals in the business World.



1. Impact factors in a message

1.1 Studies by Albert Mehrabian

1.2 Communication and emotion

2. How to build a message

2.1 The rule of 3

2.2 The Aristotelian Triangle: Facts, Opinions, Emotions.

2.3 The inverted Pyramid and 6W

3. Body Language

3.1 What to do, what to avoid. Body posture, gaze, gestures and movement.

3.2 The physical involvement.

4. Sound Image

4.1 The ingredients of the Voice

4.2 Changes of pace

4.3 Use of Pauses


1. Related concepts with Emotional Intelligence

1.1 Profile of an effective manger

1.2 Concept of emotional intelligence

1.3 Major Emotions

1.4 Development of the brain

1.5 Personal and Social emotional competences

2. Personal Emotional Skills

2.1 Self – awareness

2.2 Self – Valuation

2.3 Self – Confidence

2.4 Adaptability versus promoting changes

2.5 Integrity

2.6 Initiative

2.7 Applied creativity

2.8 Motivation

3. Social Emotional Competence

3.1 Empathy

3.2 Capacity of relationship

3.3 Communication

3.4 Service orientation

3.5 Organizational awareness

3.6 Conflict management

3.7 Teamwork

4. Emotional factors in the management

4.1 Keys to press for an effective management

4.2 Intellectual capital of the company and its key components

4.3 Internal and external communication in organizations and their influence on the overall quality.

4.4 The chain of cost versus the chain of value

4.5 The why and what for of change

4.6 New challenges of leadership in today’s enterprise


Master's Degree in Neurolinguistic Programming , Instituto Potencial Humano (Human Potential Institute), Madrid; Master?s Degree in Total Management Quality, Murcia Institute of Technology; Degree in Psychology, University of Murcia.
More details
María José López Meseguer has received training in coaching at Coach Ville Spain. She has worked as European Projects Consultant, responsible for national and translational European projects on Human Resources such as: three NOW Projects (Insertion of women in the labor market), one YOUTHSTART Project (Social and employment insertion of young people); one HORIZON Project (Social and employment insertion of emigrants) and one ADAPT Project (Business consulting). Freelance trainer in the field of socio cultural activities, she is currently a Consulting Partner, trainer and coach of Motiva C+I, where she has designed and provided training for public and private entities, both outdoor and on-site as well as coaching services for university graduates, professionals and executives.

Specified time period and Place

Specified time period: This course has and extension of 20 contact hours at ENAE premises.

Timetable: This course is delivered on Wednesday and Thursday from 16:30 h. to 21:30h.

Place and Address:
Edif. ENAE. Campus Universitario de Espinardo 30100 Espinardo Murcia- Spain

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  1. Theoretical presentations alternated with practical exposure so as to see their relationship with results in business. The interrelation between theory and practice is a methodology in which students must be involved. This methodological issue will be used for both business executives and professionals, and for recent graduates who want to join the same course.
  2. Several case studies are sent from those that companies have been facing in real life for students, with the relevant knowledge acquired, to do the analysis between the different lines of action that may arise and choose the one considered more realistic and adjusted to the case. The student should become accustomed to making decisions and understand the implications of them.
  3. Case studies and readings will be sent to participants through the virtual campus. At the same time chat forums or debate centres may be created on campus or virtual in which the views of the participants will be contrasted. . These tools will be used by the students to contrast their different points of view.
  4. Virtual Campus is a tool that allows a much more fluid relationship between students and teachers at personal and on line level.
  5. Teaching the course will take into account how the student intends to apply the knowledge acquired to the final project at the end of the Master.

Terms of Payment and Scholarships

Are you interested? Obtain the following benefits:

Price: 390 €

ENAE Business School offers the following discounts:

Partner companies of FUERM, their workers, and the members of Asociacion de Antiguos Alumnos of ENAE Business School will obtain a 10% of discount.

See if your company is a member of FUERM and ENAE


If the amount of the program is paid by your company through the credit offered by the Tripartite Foundation you may recover all or part of the amount of the program in ENAE Business School, discounting the amount to be credited for the payment of social insurance.

Part of the amount paid of our training programs, in-person and In Company, could be recovered through the Tripartite Foundation (only Spanish companies).

Ask us for more information. We make the process for obtaining the discounts to all those students who request it, at no additional cost to your training.

Admission Process

This program is part of a Master that has limited availability. Taking this course will provide you great oportunities for expanding your professional networks. Final admission decision is reserved to ENAE Business School on the basis of prerequisites established for the course, room availability and specific group profile required.


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