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Effective Negotiations (1.5 credit)
PGDM

Prof M. N. Tripathi
Room No. 222, Telephone 3983822 Fax: 0674-2300995
E-mail : mnt@ximb.ac.in

Course Outline

OBJECTIVES

This is basically a skill building course to help managers achieve their objectives without compulsion or coercion. Being able to negotiation effectively is a life skill without which, many may not be able to leverage on opportunities or make the best out of a disadvantageous situation. Participants would be expected to read up on the texts recommended, as also to internalise and introspect as to what is likely to make them good negotiators. Much of negotiations and their outcomes would depend on the kind of persons that we are and being able to be aware and conscious of that.

COURSE CONTENT

Negotiation

What is negotiation?
Characteristics of a good negotiator
The process of negotiation
Conflict resolution
Negotiating Strategies and tactics
Negotiation with individuals
Negotiation with Groups
Negotiation styles
Roles played by negotiating teams

METHODOLOGY

The pedagogy to be used would be a mix of roleplays, presentations, case-studies, exercises and lecture sessions

SESSION PLAN

Session	Topic	Resource
1	What is Negotiation?	Video, Self Inventory
2	What makes a good negotiator	Exercise
3	The Social Context of Negotiation
4	Conflict Resolution & Management	X and Y Game
5	Negotiation Strategies	The 'Blind Partnership' game
6& 7	The Process of Negotiation, Negotiating Phrases, Focus of Negotiators	The Prisoner's Dilemma
8	Negotiating with Individuals	'Redecorating the Office' 'Driving a bargain	Role Plays
9	Negotiating with Groups	'The Report' 'The Office Move'	Role Plays
10	Negotiating Styles	Negotiation Style Inventory

Evaluation

Class Participation - 15%
Assignment - 15%
Quizzes - 1 (15%)
End term - 55 %

List of Readings
Books

1) Negotiation - Lewicki, Saunders, Minton, 3rd edition
2) Everyday Negotiation - Kolb and Williams
3)Negotiating Skills for Managers - Steven Cohen
4)Win-Win Negotiating - Turning Conflict into Agreement - Fred E Jandt
5) Bargaining Games - A New Approach to Strategic Thinking in Negotiating - J K Murnighan

Readings

1) The Only Four Page Guide to Negotiating You'll Ever Need - HBR article
2) Six Habits of Merely Effective Negotiators - James K Sebenius, HBR article
3) Negotiating with a customer you can't afford to lose - Thomas C Keiser
4) Step into my parlor: A survey of strategies and techniques for effective negotiation - Terry Anderson
5) Negotiation games - Negotiating Techniques - Tom Nelson