K J Somaiya Institute of Management Studies & Research

Vidyanagar, Vidyavihar (E)

Mumbai - 400077
AOL SESSION PLAN

PGDM / MMS -
Program
Elective Academic 2018-19
Year
Batch

Dr. Shrabani B
VI Faculty
Trimester/Semester Bhattacharjee
Name
Course Details Faculty
shrabani@somaiya.ed Contact
Faculty Email ID 9167222378
u Number

Course
Course Title Negotiation Skills
Code

Max Marks 50 Credits Half

Learning Goals (LGs):

MK ____ TO ____

GOALS to be ADDRESSED CT ***_ GA ____

CS ____ ER ____

Indicate: Program Specific Goals

* - Addresses Goals Barely (PSGs):
AOL SUMMARY ** - Addresses Goals Moderately
*** - Addresses Goals Strongly PSG 1 _____________

PSG 2 _____________

GOAL to be ASSESSED*
CT ***
*Select only 1 Goal

INSTRUMENT In Class Case Analysis

Explanation of the
choice of methods
for assessment of
Learning Goals

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 K J Somaiya Institute of Management Studies & Research
Vidyanagar, Vidyavihar (E)
Mumbai - 400077
AOL SESSION PLAN
Student contact DAYS TIME
hours beyond
classroom: Monday- Friday 2-4pm

This course is designed to give students experience in negotiation as

well as grounding in negotiation theory. The emphasis of the course is
on experiential learning. Students will spend a good deal of their time
participating in negotiation simulations, as well as discussing
negotiation problems. Students will frequently be observed in their
Course Objectives
and Outcomes negotiations and will receive feedback. The negotiation simulations will
cover a wide range of situations.

Upon completion of the course the students will be able to master the
Course Coverage/
following:
Topics relevant to
the Learning Goals
(LG)
a. Understand the basic concepts and terminologies of negotiations.
b. Develop a strategic plan before negotiating.
Indicate extent to c. Differentiate situations requiring competitive and collaborative
which the same is approaches.
addressed for each d. Analyze, understand and predict behaviors of individuals, groups
LG
and organizations in competitive situations.
* - Addresses the
Learning Goal
e. Develop a toolkit for useful negotiations skills, strategies and
Barely approaches that will be useful in professional and personal
** - Addresses the situations.
Learning Goal
Moderately
*** - Addresses the
Learning Goal
Strongly
Pedagogy/Learning
Methodology The pedagogy will be a mix of presentations, articles, cases, videos and
Indicative of group discussions. Participation and interaction between students and
student-student faculty is actively encouraged for better learning.
interaction/
Student Activity/

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 K J Somaiya Institute of Management Studies & Research
Vidyanagar, Vidyavihar (E)
Mumbai - 400077
AOL SESSION PLAN
Interaction/ Peer
Learning in form
of
(Assignments, Quiz,
Group Project,
Group
Presentations, etc., )
Session Session Topics to be Covered Pre-Readings/ Suggested Remarks
Plan No. Readings / Cases

1 Introduction to Negotiation Reading – Negotiation is not a

competitive Sport

Case: The Double Career A and B

2 Preparation for Negotiation Reading:
-The other party (Pre Reading)
-15 Rules for negotiating a job
offer (pre reading)

Case/ Role Play: HBA job offer

3 Strategies for Negotiation
And
Special Context for
Negotiation
negotiation
Reading: Culture and Negotiation
Strategy
Reading: Read my lips

Case/ Role Play: Starlite

4 Performing the Negotiation Reading: The new age of
negotiation (Pre Reading)

Case/ Role Play: Indian Steel Tri

Party Negotiation
5 Evaluation and Ethical Case: Google and the Government
issues in Negotiation of China
Required Text and Books/Journals/Magazine Author Publisher/Y
Course Material s/ ear/
Readings Edition/
Other
Details

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 K J Somaiya Institute of Management Studies & Research
Vidyanagar, Vidyavihar (E)
Mumbai - 400077
AOL SESSION PLAN
1. Negotiation 1. Lewicki, Saunders and 1. McGraw
2. Negotiation : Closing Barry Hills, 2016
Deals, Settling 2. David S. Hames 2. Sage,
Disputes and Making 2012
Team Decisions
3. Negotiation Genius 3. Deepak Malhotra and Max 3.Harvard
H. Bazerman Business
School,
2008
4. Getting to Yes 4.
https://www.fd.unl.pt/docentes_doc
s/ma/AGON_MA_25849.pdf

ASSESSMENT CRITERIA

End-Term Exam Date: 8 April 2019 onwards

Component Weightage Description

Continuous Assessment 50%
Class Participation 10% Active participation in Role plays and case
discussion is encouraged
Attendance 10% -
In class Presentation 30% Case Analysis – Group presentation
End-Term Exam 50%

Note
 10 marks for attendance for Full credit & 5 marks for attendance for half credit
 Students with attendance below 75% will not be allowed to write the end-term examination

LEARNING GOALS (LGs)

1. LG 1(MK) = Management Knowledge

2. LG 2(CT) = Critical Thinking
3. LG 3(CS) = Communication Skills
4. LG 4(TO) = Team Orientation
5. LG 5(GA) = Global Awareness
6. LG 6(ER) = Ethical Responsibility

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 K J Somaiya Institute of Management Studies & Research
Vidyanagar, Vidyavihar (E)
Mumbai - 400077
AOL SESSION PLAN
PROGRAM SPECIFIC GOALS (PSGs)

PGDM PSG1(IT) = Integrative Thinking

PSG2(L) = Leadership
PGDM- International PSG1(EIB) = Expertise in International Business
Business PSG2(SCGE) =Strategies in Changing Global Environment
PGDM- Financial PSG1(IFS)=Understanding Indian Financial System
Services
PGDM- Retail PSG1(ITR) =Integrative Thinking in Retail
Management PSG2(CS)=Understanding Customer Service
PGDM- Executive PSG1(L) =Leadership
PGDM- PSG1(MIC) =Managing Integrated Internal and External Communication
Communications PSG2(IMCP)=Designing Integrated Marketing Communication Plan

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