Jindal Global Business School

Course Outline

Course Title Organizational Behaviour

Core or Elective Core

Program and Batch BBA 2021
Semester & Academic Year Fourth Semester 2022
Credits 3
Discipline/Area Negotiations
Provide details, if this course is a Prerequisite
for any course/specialization
Name of the Faculty Member/Course Instructor Prof. Pavitra Mishra and Prof Arjun
Chakravorty
Contact Details of the Faculty Member pmishra@jgu.edu.in |;
Achakravorty@jgu.edu.in
Contact Details of Support Staff -
Faculty Member’s Open Office Day/s & Time Pavitra Mishra: Tuesdays, 2:45 PM to 3:45
PM; Arjun Chakravorty- Monday 5-6 PM

Introduction to the Course

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 boss, co-
workers, customers, investors, strategic alliance partners) and personal settings (such as house-
hunting, interactions with friends and family).

In this course participants will explore how current approaches to negotiation strategy and tactics
are used, what negotiation entails, creating and claiming value in negotiations, types of
negotiation relationships that exist from hard bargain to win-win, to fully partnered relationships
and personal ones. The course shall introduce students to negotiate with variety of players such
as employers and employees, customers and suppliers, and in variety of situations such as
negotiations for commercial deals, dispute resolution, salary negotiations, negotiations for
raising finance, multiparty negotiations and coalitions, negotiating from the position of
weakness, handling
difficult negotiations, negotiations for acquisition, cross-cultural negotiations, ethical
negotiations. Other important topics are setting Best Alternatives to Negotiation Agreements
(BATNA), communication and persuasion in negotiations, bias of mind and heart in negotiation,
handling blind spots and deception.

Negotiation and conflict go hand-in-hand therefore this course also covers various aspects of
conflict, such as types of conflict, what causes it, ways to dealt with it, steps of mediation, role of
a mediator etc. Though this course focuses on workplace conflict and skills to overcome the
same, students will also be able to use the insights from the course to deal with conflicts in
personal life.

Course Learning Objectives

On successful completion of the course, students should be able to achieve the following:

- CLO1. Ability to negotiate and resolve conflicts both as a principal party (one who is
personally involved in a dispute) and as a third party (one who mediates conflict
between others)
- CLO2. To present idea with clarity, ability to work in teams, and ability to create
value to balance requirements of other party
- CLO3. Appreciating the importance and develop the skill of communication for
effective negotiations
- CLO4. Learn how to resolve disputes and achieve desired outcomes when others are
becoming emotional or appear irrational
- CLO5. Appreciation of the cross-cultural factors and power dynamics in Cross
Cultural Negotiation

Course Learning Program Learning Program Competency Course

Objectives (CLOs) Objectives (PLOs) Goals (PCGs) Assessment Item
On successful This course helps This course helps This learning
completion of you to develop the you to develop the outcome will be
the course, following Program following Program assessed in the
students Learning Outcomes: Competency Goals: following items
should be able to:
CLO1 PLO12, PLO13, PCG4 A1, A2, A3, A4
PLO14
CLO 2 PLO8 PCG3 A3, A4
CLO3 PLO16, PLO17 PCG5 A1, A2, A4
CLO4 PLO16, PLO17 PCG5 A1, A2, A4
CLO5 PLO5, PLO6, PLO 7 PCG2 A1, A2, A4
**Will be shared with students in a different document
Teaching Method
The course will have a judicious mix of lectures, in class exercises and discussions. The onus of
learning will lie with the students, with in-class participation, discussions, and project-work.

Evaluation Schema*
The course grade will be determined on the basis of

S.No. Assessment Weightage Nature Week of PLOs to be Assessed

Task Assessment
A1 Mid term 20 Individual Week 11 5,6,7,8,12,13,14,16,17
A2 Class 10+5 Individual Ongoing 5, 6, 7, 8, 16
Participation
+ Reflective
note
A3 Assignment 15 Individual Week 15 12, 13, 14, 16, 17,
A4 End-Term 50 Individual After Week 5,6,7,8,12,13,14,16,17
Exam 15

Description of Assessments:

Mid term
Midterms will be pen & paper-based sit-down examinations for 90 mins. Questions will be
analytical, and application based.

CLASS PARTICIPATION

Because we will be discussing and debating various concepts and cases throughout the semester,
attendance and participation in class discussion is requested. Our evaluation of your class
participation will be based on the quality of your comments and contribution to class discussions
throughout the semester.

7-10 points 5-7 points 3-5 points Below 3

Frequency Always contributes to sometimes rarely never contributes

the discussion by contributes to contributes to to the discussion
and raising thoughtful the discussion the discussion in the
questions, analyzing in the in the aforementioned
Quality of relevant issues, aforementioned aforementioned ways.
contribution/participatio building on others’ ways. ways.
n ideas, synthesizing
across readings and
discussions, expanding
the class’ perspective,
and appropriately
challenging
 assumptions and
perspectives

Reflective Note (450 words) - Every student is required to submit a reflective note based on the guest lectures.
The written assignment must be clear and well-organized and well-formatted. The following rubric will be used
for the evaluation of this component:

Exceeding (5) Meeting (3-4) Insufficient (1-2)

Depth of Demonstrates a conscious Demonstrates a basic Demonstrates little or no
reflection and thorough understanding of the understanding of the
understanding of the subject matter subject matter
subject matter
Use of Use specific and Use examples from the No examples from the
evidence from convincing examples from lecture/case to support lecture/case to support the
the the lecture/case to support most claims claims
lecture/case your claims
Language Use language that is Use basic but Use language that is
skills precise and engaging with appropriate language unsuitable for the audience
awareness of audience and with attempts to use and purpose and with no
varied sentence structure varied sentence structure awareness of sentence
structure

INDIVIDUAL ASSIGNMENT

As part of this assessment, students are required to identify one topic/phenomenon of their
interest out of various concepts discussed in class and make a presentation on the same (using
PowerPoint slides) reflecting upon its key concept, learnings from the course and implications
citing relevant
 evidence and examples from practice. Amalgamation of theory with practice will be an
important criterion of evaluation, hence, students are advised to use insights from cases,
organizational practices, or real-life situations. In addition to ppt, the one may also use whatever
multimedia aids as they find useful. Each person will get 20 minutes of total time wherein
approx. 15 minutes will be allowed for the presentation followed by a Q&A in the remaining
time.

Facilitator/instructor Exceeding Meeting Insufficient

(50%) 
Content  25%  Extremely relevant Content in line with what Content less than
content and beyond is taught is class sufficient
what is taught is class
Evidence for 25%  Different aspects Different aspects Arguments not well
arguments  connected to make connected to make good made
very convincing arguments
arguments
Q&A 25% Excellent handling of Handled the questions Unsatisfactory
questions using logic well but not entirely handling of questions.
and poise convincing either due to
lack of rationality or
inability to maintain
grace under pressure
Presentation 25%  Excellent storytelling Good storytelling and Unsatisfactory
and presentation presentation storytelling and
presentation

END-TERM EXAM

End-Term Exam will be conducted as per the date and time finalized by the examination office.

*The evaluation schema remains same for online or offline mode of teaching

Text Book / Course Package / Other Readings

The required textbook for the course is Roy J. Lewicki, Negotiation: Eight Edition. Chapters
from this book are assigned as required readings in the class schedule below- I will assume that
you have done those readings when you come to the class. Additional readings may be shared
during the course.

Cases: Please note every chapter provides associated caselets. Please ensure you read them well
as they will be discussed in class. Apart from that instructor will also be using key negotion
cases and exercises that has taken place in the field of business.

Program Competency Goals

BBA Programme Competency Goals (PCGs) BBA Progroamme Learning Objectives

(PLOs)
 Students will be able to

1 Domain and Technological Knowledge: Ability to 1. Understand relevant concepts of business

understand and apply relevant business and technological
knowledge
2 Responsible Global Citizenship: Ability to understand the
interplay between local and global issues and to act with
sensitivity towards ethical and social issues
3 Effective communication: Ability to effectively exchange
ideas and information
4 Critical Thinking: Ability to identify, analyze business
problems and propose effective solutions
5 Teamwork: Ability to work and contribute effectively in
group -settings
practices
2. Understand relevant technologies of
business practices
3. Understand local business issues
4. Understand global business issues
5. Demonstrate sensitivity towards ethical
issues
6 Demonstrate sensitivity towards social
issues
7. Present their ideas with clarity
8. Write in a coherent manner
9. Use technology for communication
10. Identify main issues of business problems
11. Examine information from different
sources
12. Draw inferences from analysis
13. Understand the factors to work effectively
in groups
14. Contribute effectively in groups

Session Plan

Session Details PLOs Covered

Week 1
Session 1 and
2
Objective of To understand the characteristics of a Negotiation PLO1, PLO2
the session Situation, To familiarize with the concepts of
Interdependence, Mutual Adjustment, Perceptions and
Conflict
Subtopics Definitions of Negotiations
Key elements of Negotiations
Types
Interdependence
Mutual Adjustment
Readings Chapter 1
Case Title and
Number
Pedagogy Lecture/ class discussion
Week 2
Session 3 and
4
Objective of To understand the distributive bargaining situation. To PLO1, PLO3,
PLO4, PLO5,
the session learn about various positions taken during negotiation, To
PLO8
know about Hardball tactics
Subtopics Role of alternatives
Settlement point
Bargaining mix
Fundamental strategies
Readings Chapter 2
Case Title and
Number
Pedagogy Lecture/ class discussion
Week 3
Session 5 and
6
Objective of To know about Integrative negotiation process, To learn PLO1, PLO3,
PLO6, PLO7
the session the key steps involved to practice it
Subtopics Overview of Integrative negotiation process
Key steps of Integrative negotiation process
Factors that facilitate Integrative negotiation process
Difficulties
Readings Chapter 3
Case Title and
Number
Pedagogy Lecture/ class discussion/ELS 1(Role play)
Week 4
Session 7 and
8
Objective of To know about the objectives that drive a negotiation PLO1, PLO3,
PLO8, PLO9,
the session strategy. To understand the stages and phases of
PLO10
negotiation, To learn the implementation part of the
negotiation strategy
Subtopics Goals of negotiation
Flow of negotiations
The planning process
Readings -Chapter 4
Case Title and
Number
Pedagogy Lecture/ class discussion
Week 5
Session 9 and
10
Objective of To understand the nexus between perception and PLO1, PLO3, PLO7,
PLO8, PLO9
the session cognition, To learn about cognitive and emotional biases
in negotiation
Subtopics Perception
Framing
Cognitive biases

Readings Chapter 6
Case Title and
Number
Pedagogy Lecture/ class discussion/ELS 2(Games)
Week 6
Session 11 and
12
Objective of To understand role of ethics, To understand ethical PLO1, PLO8, PLO9,
PLO12,
the session parameters in negotiations
Guest Lecture 1

Subtopics Ethics and its importance in negotiations

Readings Chapter 9
Case Title and
Number
Pedagogy Lecture/ class discussion
Week 7
Session 13 and
14
Objective of To learn how negotiators, leverage power as advantage, PLO1, PLO3,
PLO12, PLO13,
the session The role of influence and persuasion in managing power,
PLO14
To appreciate the central and peripheral routes to influence
Subtopics Power
Influence

Readings Chapter 7 & 8

Case Title and
Number
Pedagogy Lecture/ class discussion
Week 8
Session 15 and
16
Objective of To learn about what is communicated in negotiation PLO1, PLO2, PLO5,
PLO6, PLo7, PLO8
the session
Subtopics Basic models of communication
What and how of communication during negotiation
Techniques to improve communication during negotiation
Readings Chapter 6
Case Title and
Number
Pedagogy Lecture/ class discussion/ELS 3(Negotiation Exercise)
Week 9
Session 17 and
18 PLO1, PLO2, PLO4,
PLO5, PLO6
Objective of -Dealing with issues of reputation, trust, and justice
the session How to manage broken relationships
-The number of parties in negotiations, how agents,
constituencies and audiences may influence negotiations
Subtopics Forms of relationships
Key elements
Parties in a negotiation
Managing agents

Readings Chapter 10 and 11

Case Title and
PLO1, PLO3, PLO4,
Number PLO5
Pedagogy Lecture/ class discussion
Week 10
Session 19 and
20
Objective of -To know about coalitions and its types in negotiations
the session -To understand the nature and managing multi-party
negotiations
Subtopics Coalitions
Multiparty negotiations
Inter team negotiations

Readings Chapter 12 and 13

Case Title and

Number
Pedagogy Lecture/ class discussion
Week 11
Session 21 and
22
Objective of -QUIZ PLO1, PLO4, PLO5,
PLO11, PLo12,
the session -Guest Lecture 2

Subtopics

Readings
Case Title and
Number
Pedagogy Lecture/ class discussion
Week 12
Session 23 and
24 PLO3, PLO5, PLO7,
PLO8, PLO13,
PLO14

Objective of - To learn about the nexus between personality types and

the session negotiation, To appreciate the differences among
negotiators with respect to the behavioral approach
- To compare and contrast the American negotiation style
with Indian, To understand the essence of cross border
negotiations, To explore culturally responsive negotiation
strategies
Subtopics Personality and negotiations
Abilities
International negotiations
 Culture

Readings Chapter 15 and 16

Case Title and
Number
Pedagogy Lecture/Case Discussion/ ELS 4(Case study)
Week 13
Session 25 and
26
Objective of - To understand the nature of difficult to resolve PLO4, PLO5
the session negotiations: Impasse, responding to irrationality, To
learn about the strategies for resolving impasse
- Managing the shadow negotiation and social contract
Subtopics Difficult negotiations
Mistakes
Resolution of impasse
Third-Party Negotiations
Readings Chapter 17, 18, and 19
Case Title and
Number
Pedagogy Lecture/ Case Discussion PLO3, PLO4, PLO5,
Week 14 & 15 PLO12, PLO14

Session 27,
28, 29 and 30
Objective of - Individual Presentations
the session -Recapitulation and Review of the course

Subtopics

Readings PLO1, PLO2, PLO3,

Case Title and PLO4, PLO5,

Number PLO11, PLO12,

Pedagogy Student-led presentations PLO13

Guest Lectures

Guest Speakers
S. Week #
Faculty member(s) [Name, designation, and
No. (Tentative)
company]

1. Mr Nishant Saxena
Senior Director,
Programs,
Piramal
1.
Prof. A. Chakravorty foundation.
2. Ms. Mildred Zimunya
Head of Week 7
operations, and Week
CBM ,UK 14

1. Satyam. S.
Sundaram
Partner, EY
2.
Prof. Pavitra Mishra
2. Shivani Shukla
Director, Novus
Insighta

Disability Support

JGU endeavours to make all its courses accessible to students.  The Disability Support Committee (DSC) has
identified conditions that could hinder a student's overall wellbeing. These include physical and mobility-related
difficulties, visual impairment, hearing impairment, mental health conditions, and intellectual/learning
difficulties, e.g., dyslexia and dyscalculia. Students with any known disability needing academic and other
support are required to register with the Disability Support Committee (DSC) by following the procedure
specified at https://jgu.edu.in/disability-support-committee/
 
Students who need support may register any time during the semester up until a month before the end semester
exam begins. Those students who wish to continue receiving support from the previous semester, must re-register
within the first month of a semester. Last-minute registrations and support might not be possible as sufficient
time is required to make the arrangements for support.