COURSE TITLE CODE COURSE PLAECMENT

UNIT

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NEGOTIATION & COUNSELING MBA-HR 04 MBA IV SEMESTER COURSE DESCRIPTION

LECTURES

LECTURE CONTENTS The Nature of Negotiation Definition of Negotiation Characteristics of Negotiation Contents of negotiation Types of Negotiations Strategy and Tactics of Distributive Bargaining Strategy and Tactics of Integrative negotiation

BOOKS & PAGE NO. Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 1- 17 Negotiation - Spangle, Isenhart Page 7 - 12 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 32 70 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 71 -75 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 75 92 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 93 96 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 98 - 101 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 102 130

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I Process of Integrative Negotiation Factors that facilitate successful integrative negotiation Why integrative Negotiation is difficult to achieve Strategy and Planning of Negotiation Negotiation Sub process : Perception, Cognition, and Emotions in Negotiation Meaning of perception Perceptual distortion Framing and types of frame Cognitive Biases in Negotiation II Managing Misperceptions and Negotiation 1 1 1

Mood, Emotion and Negotiation Communication Meaning of Communication Distortion in Communication

Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 132 - 143 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 144 152 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 153 154 Negotiation - Roy Lewicki, Saunders, Bruce BattyPage 155 160 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 162 - 165

What is communicated during Negotiation

How people communicate in Negotiation

How to improve communication Special Considerations at the close of Negotiations Best Practices in Negotiation Creativity & Negotiation Structure of the Negotiation BATNA Willing to walk away Paradoxes of Negotiation Remember the Intangible Activity Coalitions Protect your reputation, rationality learn from experience

Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 165 168 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 169 174 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 175 180 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 180 181

Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 517 - 521 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 522 526 Udai pareek ,Page 410 415 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 405 412 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 413 419 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 419 430 Negotiation - Roy Lewicki, Saunders, Bruce Batty Page 430 - 435

Case I: Role Negotiation at Bokaro Steel Plant

International and Cross Cultural Negotiation

Influence of Culture on Negotiation:

Conceptualizing culture and negotiation Culture as learned behavior Culture as shared values Culture as Dialectic Culture in Context Influence of Culture on Negotiation (Managerial, Research perspective) Culturally Responsive Negotiation Strategies Case 2 The Dabhol Debacle Emergence and growth of counseling Meaning and Definition of counseling Need of counseling Objectives and functions of counseling Types of counseling (Directive, Non Directive, Participative) Factors contributing to the Emergence of

III

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Udai Pareek, Page 3035

OB - John W. Newstorm, Keith Davis Page 468 478 Counseling and

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counseling Approaches to Counseling Humanistic Approach 1

Guidance- S.N. Rao Page 2 -10 Counseling and Guidance- S.N. Rao Page 75 77 Counseling and Guidance- S.N. Rao Page 77 80 Counseling and Guidance- S.N. Rao Page 87 89 Counseling and Guidance- S.N. Rao Page 91 92 Counseling and Guidance- S.N. Rao Page 96 97 Counseling and Guidance- S.N. Rao Page 101 105 Counseling and Guidance- S.N. Rao Page 107 121 Counseling and Guidance- S.N. Rao Page 121 -124 Counseling and Guidance- S.N. Rao Page 127 130 Counseling and Guidance- S.N. Rao Page 250 259 Counseling and Guidance- S.N. Rao Page 272 283

Rogers Self theory

Behaviouristic Approach

Behavioral Modification 1 Assumptions of existential counseling

Electic approach Counseling Process Preparation of counseling

Steps in Process of counseling

Variable affecting counseling process 1 Evaluation of counseling Modern trends in counseling Counseling and psychotherapy Trends in counseling Role of Counselor, models of counseling, values of counseling Text Books

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Negotiation - Roy Lewicki, Saunders, Bruce Batty Negotiation - Spangle, Isenhart OB - John W. Newstorm, Keith Davis Counseling and Guidance- S.N. Rao Understanding Organisational Behaviour Udai pareek , Oxford (2nd Edition) Negotiation Made Simple S.L. Rao (Excel Books)

QUESTIONS UNIT I

1. Define Negotiation 2. Differentiate between Negotiation and Bargaining. 3. Discuss the contents of Negotiation 4. Explain Distributive Bargaining 5. Define Collaborative/ Integrative Negotiation. 6. Explain Resistant Point 7. What do you understand by dead lock in a negotiation? 8. Define Bargaining Arena/ Settle Point. 9. Define Bargaining Mix 10. Explain value claiming & value creation. 11. Discuss in detail the situations where you should avoid negotiation 12. Define conflict. Discuss the levels of conflict. State the functions and dysfunctions of conflict. 13. Explain in detail the different styles of conflict management. State the situations where they are appropriate or inappropriate. 14. What do you understand by Push and Rull strategy during negotiation. How would you discover the other party's resistance point & influence the other party's resistance point? 15. Negotiation and Bargaining can be used interchangeably. Critically examine the statement. State the characteristics of a bargaining situation. 16. "Negotiation is an universal human activity." Discuss citing examples of simple to complex negotiation. 17. Discuss the characteristics and strategy of distributive an integrative bargaining. How will you change a win lose situation to a win-win situation. 18. Discuss the rare and pattern of making concessions. Explain the 12 guidelines for making concessions. 19. Explain the key steps in the Integrative Negotiation Process. 20. Explain the alternative solutions/ techniques for achieving integrative agreements. UNIT II 1. "Negotiation is a form of interpersonal communication" comment. 2. Define creativity. State the role of creatively in Negotiation. 3. Define BATNA. 4. Explain the importance of Non-verbal communication in negotiation. 5. Define perception. Explain perceptual distortions & its effect on negotiation. 6. How do structural components affect- Negotiation? 7. Explain in brief the distortions in communication process. 8. State the role of interdependence in the process of Negotiation. 9. Discuss the impact of moods & emotions on negotiation. 10. In order to understand negotiation, one needs to take into account the impact of socialite and organizational environments with which negotiation is inevitably embedded. Explain the important factors in negotiation. 11. "BATNA establishes the threshold for the settlement". State why BATNA is important. Discuss the elements of BATNA and state how would you determine your BATNA?

12. "Negotiation has been defined a "the commerce of information for cultivate gain". Under the light of this statement explain the role of communication in negotiation. 13. What are Cognitive Biases in negotiation? How do good negotiators manage misperceptions & cognitive biases? 14. Saying "don't get emotional during an agreement may soon be obsolete". Discuss how would you manage emotions in negotiation? 15. Creativity can emerge from "Thinking outside the box" or "off the wall idea". Explain why it is necessary to foster creativity in negotiation". 16. Explain in detail what is communicated during Negotiation and how do communicate in negotiation? 17. Discuss in detail the techniques available for improving communication in negotiation. 18. "People can encounter the same dispute & perceive it in very different ways as a result of their backgrounds, professional training or past experiences. Under the light of this statement, discuss how frame is a way of labeling different individual interpretation of the situation & how frames work in Negotiation? UNIT III 1. Enlist the different phases of Negotiation. 2. Prenegotiation can serve as a phase of transition from adversarial relationships to partnerships. Comment. 3. Explain in brief the requirement of opening phase in the negotiation process. 4. Define the three classes of stock holders in the negotiation process. 5. Explain the importance of interest map study in negotiation. 6. Emphasize the role of planning in the process of negotiation. 7. "Preparation is the foundation of a good negotiation process" explain in detail the negotiation process. 8. Explain Blair Sheppard's checklist of a 'good' Agreement in a negotiation process. 9. Explain in detail the phases of problem solving. Discuss the integrative techniques of problem solving in the negotiation process. 10. Explain how Agents, Constituents and Audiences change negotiations. 11. Discuss the conditions under which a negotiator wishes to employ an agent & when to negotiate alone. 12. Discuss the best practices in Negotiations. 13. Discuss the key elements in Managing Negotiation within Relationships 14. Discuss in detail the Qualities of a good negotiator.
UNIT IV Define counselling. Discuss the need of counselling in a professional organization. Enlist the objectives of counselling. Explain in brief the forms of counselling. Discuss participative counselling. Discuss any two approaches to counselling. "Counselling seeks to improve employee mental health". Discuss the characteristics of people with good mental health. State how counselling helps in achieving good mental health. 8. Explain the factors contributing to the emergence & growth and counselling. 9. Explain the different approaches to caunselling. 1. 2. 3. 4. 5. 6. 7.

10. Discuss in detail the various factor affecting counselling. 11. Explain and distinguish between directive and Non-directive counselling Illustrate using the classical example.. 12. "Counselling integrates people with their organization & develops a sense of involvement & satisfaction". Explain why counselling is an important managerial task? 13. What are the conditions necessary for counselling to be effective. 14. "Good Counselling sessions fail to produce effective results due to lack of follow ups & evaluation. Comment the importance of evaluation ok counselling. 15. Explain the problems of evaluation of counselling. 16. Discuss in detail the different approaches to evaluation. 17. Explain the crite4ria for evaluation. 18. The counselling process has three phases- Rapport building, exploration & action planning. Explain each phase its importance, Rs. role in the counselling process.