UNIQUE SERIES AKTU Syllabus
BBAHR04

Negotiation Skills

L-T-P3-0-0 Session2026-27 (W.E.F 2024-25) TypeTheory
Appears in 1 semester

BBA · Sem 6 (Specialisation: Human Resource Management)

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Syllabus

5 units · 40 lecture hours
Unit1

Unit 1: Foundations of Negotiation

7 hrs

Meaning, nature, and importance of negotiation; negotiation process and stages; distributive and integrative negotiations; BATNA (Best Alternative to a Negotiated Agreement); ZOPA (Zone of Possible Agreement); negotiation planning and preparation; setting objectives and priorities; anchoring effect in negotiations; perception management; impression management.

Unit2

Unit 2: Communication, Behaviour, and Relationship Building

9 hrs

Negotiation strategies and styles; listening skills and questioning techniques; persuasion and influence; attribution errors and perception traps; building trust and rapport; emotional intelligence in negotiations; cross-cultural negotiations; managing stakeholder relationships through effective communication; case studies.

Unit3

Unit 3: Psychology and Neuroscience of Negotiation

8 hrs

Behavioural foundations of negotiation; cognitive biases and decision-making errors; psychological barriers to successful negotiation; rationality and bounded rationality; biases of the mind and emotions; negotiation under uncertainty; neuroscience of negotiation; emotional regulation and brain-based decision processes; behavioural economics perspectives on negotiation outcomes.

Unit4

Unit 4: Conflict Resolution and Ethical Negotiations

8 hrs

Sources of conflict in organisations; managing power imbalances; negotiating from positions of strength and weakness; handling deception, manipulation, and misinformation; ethical issues in negotiation; recognising and resolving ethical dilemmas; crisis negotiations; case studies.

Unit5

Unit 5: Applied Negotiation and Real-World Cases

8 hrs

Team negotiations and multiparty negotiations; negotiation in business, HR, labour-management relations, sales, and procurement; collaborative problem-solving; value creation and value claiming; negotiation simulations; case studies on successful and failed negotiations; contemporary negotiation challenges. Practical Exercises Role-play exercises on salary, vendor, and customer negotiations. BATNA and ZOPA identification workshops. Negotiation simulation games involving conflict resolution. Case analysis of successful business negotiations. Cross-cultural negotiation exercises. Group negotiation and team bargaining simulations. Ethical dilemma analysis in negotiation scenarios. Reflection journal on personal negotiation strengths and weaknesses

Course Objectives5 points
  • To understand the principles, processes, and strategies of effective negotiation.
  • To analyse the psychological, behavioural, and cultural factors influencing negotiation outcomes.
  • To apply negotiation frameworks and communication techniques in professional and organisational contexts.
  • To evaluate ethical dilemmas, conflicts, and challenges encountered during negotiations.
  • To develop collaborative and win-win negotiation strategies for achieving sustainable agreements.
Course Outcomes (COs)5 outcomes

After completion of the course student will be able to:

  1. CO1Explain the concepts, principles, and stages of the negotiation process. (Understand)K2
  2. CO2Apply negotiation frameworks, communication techniques, and relationship-building strategies in different negotiation situations. (Apply)K3
  3. CO3Explain the psychological, behavioural, cultural, and neuroscience-based factors influencing negotiation outcomes. (Understand)K2
  4. CO4Discuss conflict situations, ethical dilemmas, and alternative negotiation strategies for determining appropriate courses of action. (Understand)K2
  5. CO5Demonstrate win-win negotiation strategies for organisational and business challenges. (Apply)K3

Suggested Readings (Latest Editions)

  1. Jagodzinski, K. Negotiation Booster: The Ultimate Self-Empowerment Guide to High-Impact Negotiations. Business Expert Press.
  2. Malhotra, D., & Bazerman, M. H. Negotiation Genius. Bantam Dell.
  3. Lewicki, R. J., Barry, B., & Saunders, D. M. Essentials of Negotiation. McGraw Hill Education.
  4. Fisher, R., Ury, W., & Patton, B. Getting to Yes: Negotiating Agreement Without Giving In . Penguin Books.
  5. Schatzki, M. Negotiating with Winning Words: Dialogue and Skills to Help You Come Out Ahead in Any Business Negotiation. Business Expert Press.
  6. Kahneman, D. Thinking, Fast and Slow. Penguin Books.
  7. Ariely, D. Predictably Irrational. HarperCollins.
  8. Johnson, E. The Elements of Choice. Riverhead Books.

Official AKTU syllabus

This subject is on page 52, 53, 54 of the original AKTU PDF.

Official AKTU syllabus PDF ↗