BBA

NEGOTIATIONS AND BARGAINING SKILLS

Spring Semester 2020

Dr. Neha Garg

INTRODUCTION TO THE COURSE

This course aims to make the students familiar with the concept of negotiations and bargaining
skills. Negotiation is the art and science of securing agreements between two or more
interdependent parties with different interests who interact to reach an agreement that meets their
joint interests. Negotiations are necessary in any interpersonal setting where one party needs to
persuade the other party. This includes both managerial situations (for example interactions with
supervisors, co-workers, customers, investors, strategic alliance partners) and personal settings
(such as house-hunting, interactions with friends and family). Managers spend a significant
amount of their time in resolving the differences between the parties. Therefore, the concept of
conflict and negotiation has become very popular among researchers and practitioners. On
successful completion of this unit, students will be able to identify and explain the theory,
processes, and practices of negotiation, conflict resolution, and relationship building.

COURSE OBJECTIVES

What should be your learning at the end of this course? You should be able to achieve the
following:

 Understand the basic concepts of conflict management and negotiation

 Learn how to capture an appropriate share of the value that is created
 Learn how to achieve superior results in an array of competitive environments
 Build negotiating power by developing alternatives
 Understand the ways of persuading others
 Understand the importance of powers, tactics, individual differences and culture in
negotiations
 Resolve disagreements at their workplace with the best possible course of action

LEARNING GOALS

1
In addition to the specific course-related objectives, this course is designed to achieve the
following learning goals

1. Critical and Integrative thinking: Each student will be able to identify key issues in
negotiation in management settings, develop a perspective that is supported with relevant
information and integrative thinking, to draw and assess conclusions. This learning goal
will be measured through class assignments and submissions.
2. Awareness of Global Issues affecting negotiation Decisions: Each student will be able to
identify key relevant global issues and be able to analyze the impact of the global
environment on management, as compared with domestic market related management
issues. This learning goal will be assessed through class discussion on recent
developments in negotiation dynamics.
3. Interpersonal Awareness and Working in Teams: Each student shall demonstrate an
ability to work effectively in a team, exhibiting behavior that reflects an understanding of
the importance of individual roles and tasks and the ability to manage conflict and
compromise so that team goals are achieved. (E.g. The team-based case presentations in
the class and project work will be a major component for measurement of this learning
goal).
4. Effective Presentation Skill: Each student shall be able to communicate verbally in an
organized, clear, persuasive manner and be a responsive listener.

TEACHING METHOD

The course will have a judicious mix of lectures and cases. Here the onus of learning will be
with the student and the instructor will be a facilitator. Instead of learning ‘what to do’, the cases
will also be used as examples of real-world phenomenon where a particular issue or set of issues
arises and good and bad practices are seen. The key to learning this way is to see many examples
and many situations and learning inductively from the different experiences of student managers.

ATTENDANCE POLICY
As per JGU attendance policy.

GRADING

The course grade will be determined on the basis of following individual asessments:

Evaluation Weightage Release Due Date Exhalation

Date

Continuous assessment 1 25% 15th May 15th May Written asignment

(1:00 PM) (EOD)

Continuous assessment 2 35% 23rd May 29th May Written assignment

2
 Continuous assessment 3 40% 7th June 12th June Written assignment

Negative marking on inappropriate class behavior (Maximum deduction upto 10 marks).

All three assessments will consist of scenario-based questions that will require application of
negotiation and bargaining concepts examined throughout the course and will be administered
through the UMS portal. You will be assessed on the basis of three parameters – a)
Comprehension (Knowledge of concepts discussed throughout the course and their
interpretation); b) Synthesis (ability to look at the issue from different dimensions and generate
innovative ideas/solutions); and c) Application (ability to elaborate and reflect on what you have
learned as well as apply it in the context of the questions).

No extensions will be granted for the submissions. Please adhere to the timelines. A late
submission would directly fetch you a score of zero for that particular assessment. So, work
accordingly (keeping in view some buffer time for internet connectivity issues).

You are not permitted to copy from websites or other sources and would be penalized if found
copying/lifting from the website or batchmates. However, in case you are required to provide
some facts and figures, you can quote the source and accession at the end of the text by using
APA-formatted citations. For all other cases, there will be a deduction of 50% of the total
available marks made from the total awarded mark (for example, if the assessment is of 30 marks
you will be scored only out of 15 marks). In case you have copied from any of your batchmates,
then this penalty shall be applicable to both the students (the one who copied and the one from
whom it was copied).

TEXT BOOK, COURSE PACKAGE AND OTHER READINGS

We would be broadly covering different topics through readings and cases. However, we would
also refer to the book Negotiation Genius by Deepak Malhotra and Max H. Bazerman for
certain topics. Chapters from this book would be assigned as required readings in the class
schedule below. I will assume that you have read those when you come to the class. The lectures
will take the book material as a starting point and probe deeper into the issues- it will not
regurgitate the book material. If something in the book is not clear to you, please don’t hesitate
to ask.

CLASS SCHEDULE (Each session is of 90 minutes’ duration)

Session 1 Fundamentals of Negotiation

 To understand the fundamentals of conflict and negotiation,

Session Objective the key elements of a negotiation process
 Gain an overview of the course

3
Readings  Article: Wheeler (2014). Negotiation Analysis: An
Introduction, HBR

Pedagogy Lecture and participative discussion

Session 2 Value Claiming

Session Objective  To understand the strategies and tactics of distributive

bargaining

Readings  Chapter 1of the textbook

Pedagogy Lecture and discussion

Session 3 Value Creation – Integrative Bargaining

Session Objective  To understand the strategies and tactics of integrative

bargaining
 Enlarging the pie

Readings  Chapter 2 of the textbook

Internal Assessment Group Presentation # 1 and # 2 (Role Play)

Pedagogy Experiential learning and class discussion

Session 4 Investigative Negotiation

Session Objective  Steps and preparation for negotiations, negotiations strategy,

planning guide and checklist

Readings  Chapter 3 of the textbook

 Article: Slavik (2008). Seven Elements of Effective
Negotiations

Internal Assessment Group Presentation # 3

4
Pedagogy Group presentation and class discussion

Session 5 Biases in Negotiation

Session Objective  Understanding and management of bias of mind and heart,

framing of negotiating propositions

Readings  Chapter 4, 5 of the text book

Pedagogy Debate and discussion

Session 6 & 7 Individual Differences in Negotiation

Session Objective  Understanding the role of Personality factors, emotion,

cognition, gender differences in negotiation

Readings  In class-exercise
 Case: Falcão et al., (2014). The Mike & Vicky Case, INSEAD

Internal Assessment Group Presentation # 4 & # 5

Pedagogy Experiential learning based on “Negotiation style self-assessment”

and Group Presentation

Completed till here before summer break (For Section A – session 7 will be merged with
forthcoming sessions)

Post Summer Break Schedule

Session 8 Blind Spots, Lies, and Deception in Negotiation

Session Objective  To actively discover ignored areas of negotiating parties

 How to deal with lies and deception

Readings  Chapter 8 and 9 of textbook

5
Pedagogy Discussion; In-class exercise

Session 9 Role of Influence and Power in Negotiation

Session Objective  Understanding different influence strategies.

 Why power and influence tactics are critical to negotiation

Readings  Chapter 7 of textbook

 Article: Cialdini (2001). Harnessing the Science of Persuasion,
HBR

Pedagogy Lecture and experiential learning

Session 10 Team-Based Negotiations

Session Objective  How to make team negotiations work

 The power and complexities of team negotiations

Readings Article: Mannix (2005). Strength in Numbers: Negotiating as a Team,

HBR

Pedagogy Class participation and discussion

Session 11&12 Cross-cultural Negotiation

Session Objective Understanding how cross-cultural issues and non-verbal

communication may affect negotiations

Readings  Article: Sebenius (2002). The Hidden Challenges of Cross-

Border Negotiations, HBR
 Case Study: Grogan and Brett (2017). Google and the
Government of China, Emerald

Pedagogy Lecture and case discussion

Session 13&14 Basic Rules-the Do’s and Do Not’s of Negotiation

6
Session Objective  Understanding how to separate people from the problem;
invent options for mutual gain; focus on interest and not
positions

Readings  Article: Malhotra (2015). Control the negotiation before it

begins, HBR
 Case: Falcão et al., (2016). Double Career Negotiation,
INSEAD

Pedagogy Lecture, experiential learning and case discussion

Session 15 Recapitulation of the course