All Outlines
All Outlines
Course Outline
Unit 1: Introduction to MIS and Various Approaches
– Organizational Foundations of Information Systems
– Review of Enterprise Concepts
Functional areas and business functions
Business processes and procedures
Impact of information technology on business processes
Integration of business processes and information systems
What is IS? Information systems versus information
technology
Why Information System (IS)?
Approaches of information systems
Role of information systems
Challenges of information systems
The new economy
The Internet economy
E-business
E-business impact
– Strategic applications of IS and E-business
Unit 2: Strategic Information Systems and Enterprise Systems(Sep,15, 2018)
– Introduction to Strategic Information Systems
Background to planning theory
How IS planning has evolved
Characteristics of information process systems
Strategic planning for emerging business models
A strategic planning for emerging business models
Management of decision making
Data-Gathering systems
Expert systems
Unit 3: Strategic Role of Information Systems (Sep 29, 2018)
– Information systems and business strategies
Strategic planning for e-markets
E-business strategy
Dot-com strategies
Competitive or cooperative strategies
– Developing sector strategies
Market strategies
Using systems for competitive advantages
– Organizational impacts
Value chain integration
– Applying the supply chain management approach
The logistics paths
Driving supply chain management
Knowledge exchange and enabling technology
Some examples of change
– E-business and chain effects
Supply chain management (SCM)
Demand chains
Virtual value chains
–The e-business planning process
Strategic options
Unit 4: Information Management in Organizations
– Models of industry transformations
– A staged transformation model – leveraging
– Effects of transformation and convergence on organizations
Transformation changes
Effects on people
Effects on processes and ICT
Drivers and capabilities for convergence
Convergence strategies
Unit 5: Outsourcing for Virtual Organization
– Outsourcing and partnering for the virtual organization
Outsourcing and external sourcing
Strategic, transformational and tactical outsourcing
Strategic outsourcing and core competences
Linking outsourcing to strategy
Leadership issues
– formulating e-business roll-out strategies
Development options
Stages of implementation
Management structures
A framework for e-business change management
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Analyzing the change environment
Successful management of change
Unit 6: E-Commerce Applications
– Evaluating Strategies for Information system and E-Commerce
Applications
– Strategic frameworks
Strategy as simple rules
– Identify key processes where your organization can win
Portfolio management
Co-evolutionary strategies
– Assessing organizational readiness for change
Unit 7: Action Plans and Implementation
– Demonstrating the need for an Action Plan
– The economics of e-business
Transaction cost theory
Return on investment and risk analysis
E-business: opportunities and threats
– The balanced scorecard (BSC) approach
Background – business systems planning
Principles of the balanced scorecard (BSC)
Preparing the balanced scorecard
Implementing the BSC
Measures of success
– Internet strategy effectiveness
Determine internal and external forces
Create a metrics programme
Applying value criteria
Activity-based approaches
Unit 8: E-Business Culture and Virtual Market-space
– Contemporary Information System and E-Business Culture
– The marketplace and the virtual market-space
Global and local markets
Virtual markets ecosystems
Models of virtual markets
Strategies for e-markets
– The value chain for e-business
The basic concept
What is a value chain?
– Strategic analysis for e-business solutions
Technology leadership
The Seven “S” Framework
Unit 9: Globalization and CRM
– Globalisation and the culture of distance
Introduction
Global organisations and global markets
Strategies for global change
– E-business cultures
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Organisational cultures
Culture and IT
Virtual cultural alliances
Impact of culture on e-business
Culture and change
– Global community-building
Development stages
Shifting locus of core competencies
The customer as king
The increasing power of the connected consumer
Community-building through ICT
– Global branding and customer relationship management
E-branding creation and positioning
Customer relationship
Customer relationship management
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OPERATIONS MANAGEMENT (5568)
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2. QUALITATIVE METHODS (Oct 14, 2018)
2.1 Introduction
2.2 Judgmental Forecasting
2.3 Opinion-Capture Techniques
2.4 Forecasting Based on Cross-Impact Analysis
4. CAPACITY PLANNING
4.1 Introduction
4.2 Aspects of Capacity Planning
4.3 Determination of Capacity Requirements
4.4 Evaluation of Alternative Plant Sizes
4.5 Determination of Equipment Requirements
5. FACILITIES PLANNING
5.1 What is Facility Planning
5.2 Need for Facility Planning
5.3 Facility Planning-Objectives
5.4 Types of Layouts
5.5 Product Versus Process Layout
5.6 Developing the Process Layout
5.7 Conventional Approach for Developing Process Layout
5.8 Conventional Approach for Developing Product Layout
6. WORK SYSTEMS DESIGN
6.1 Introduction
6.2 Job Design
6.3 Work measurement
6.4 Compensation
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7. MANAGING INFORMATION FOR PRODUCTION SYSTEM
7.1 Introduction
7.2 The Information-Oriented Society and Corporate Activities
7.3 Need of the Systems
7.4 Cross Functional systems and Operational Planning
7.5 Needs of production management and Work Organizations
7.6 Information Needs-The Business Appraisal
7.7 Potential Benefits in Improving Management Information System
7.8 Information
7.9 Common Information System/Data Base
7.10 Quality
7.11 Development of Production-Material Information System
9. JUST-IN-TIME (JIT)
9.1 Introduction
9.2 Stock Points in a Production-Distribution
9.3 Just-In-time
9.4 Characteristics of Just-In-Time System
9.5 The Just-In-Time Manufacturing Philosophy
9.6 Elements of Manufacturing
9.7 JIT Purchasing
9.8 The Kanban System
9.9 JIT Implementation in Industries
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11.3 Importance of Materials
11.4 Need for materials Management
11.5 Issues in materials Management
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15.15 Optimized Production Technology (OPT)
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MANAGING HUMAN RESOURCES (5563)
Unit–2 A Brief History of HRM and Its Origins (Sep 29, 2018)
1. Origins of HRM
2. Historical Developments of HRM (An Overview)
3. Antecedents of the HR Function
4. Evolution of the Roles of HRM
5. Changing Perspectives on HRM Jobs
6. The Intellectual Antecedents of HRM
7. HRM: Past, Present and Future
7.1 A Historical Perspective on HRM
7.1.1 Recent Trends
7.2 An Environmental Perspective on HRM
7.2.1 Organizations as Open Systems
7.2.2 Buffering Strategies as an Organizational Response
7.3 A Strategic Perspective on HRM
7.4 A Political Perspective on HRM
7.5 An International Perspective on HRM
7.6 An Evaluation Perspective on HRM
7.6.1 Personal Audits and Utility Analysis
8. Role of Personnel Specialists in the Management of HR
9. Contemporary Significance of HRM
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4. Strategy, Human Resources Management, and Organizational
Outcomes
4.1 SHRM Links
4.1.1 Strategy-HRM Links
4.1.2 HRM-Outcomes Links
4.1.3 Strategy-HRM-Outcomes
4.2 Implementation of SHRM
4.2.1 Required Knowledge, skills, Abilities, and Orientation
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9. Succession Planning
9.1 Assessment Centres
9.2 Employee Replacement Chart
10. Career Management
10.1 Career Planning
10.1.1 Organisational component
10.1.2 Individual component
10.2 Career Development
10.2.1 Concept of Career
10.2.2 The Theories of Career Development
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3.2 An Evaluation of the Recruitment Process Itself
3.3 Recruitment in Fluctuating Labor Markets
3.4 International Recruitment in Europe, Japan & USA
3.5 Recruitment in Multinational Organizations
4. Defining Selection
4.1 Definition of Selection
4.2 Environmental Circumstances Influencing Selection
4.2.1 The Environment of the Organization
4.2.2 Nature of the Labor Market
4.2.3 Union Requirements
4.2.4 Government Regulations
4.3 Selection Methods
4.3.1 Interviews and Interview Skills
4.3.2 Biodata
4.3.3 Group Methods
4.3.4 In-trays
4.3.5 Presentation
4.3.6 Work Simulation Exercise
4.3.7 Repertory Grid Technique
4.3.8 Personality Assessment
4.3.9 Assessment Centres
4.4 Barriers to Effective Selection
4.4.1 Evaluative Standards
4.4.2 Perception
4.4.3 Perceptual Selectivity
4.4.4 Stereotyping
4.4.5 Gender Issues
4.4.6 The Older Employees
4.4.7 Halo Effect
4.4.8 Projection
4.4.9 Fairness
4.4.10 Validity
4.4.11 Reliability
4.5 Popularity of Selection Methods
4.6 Selection Decision
5. Orientation
5.1 Definition
5.2 Purposes of Orientation
5.3 Who Orients Employees?
5.4 How Orientation Programmes Work
5.5 Assignment, Placement, and Orientation Follow-up
5.6 Cost/Benefit Analysis of Orientation Programmes
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3.5 The Outcomes and Process of Learning
3.5.1 The Outcomes of Learning
3.5.2 The Process of Learning
3.6 Development
3.6.1 Concept of Development
3.6.2 Lifespan Development
3.6.3 Career Development
3.6.4 Continuing Professional Development
3.6.5 Other Forms of Development within Organisations
3.7 The Organisation as a Context for Learning
3.7.1 Unrestricted Learning and Development
3.7.2 Influences upon learning and Development in the
Organisation
3.7.3 Facilitation of Learning and Development in Organisations
4. Training
4.1 Nature and distinction in Training and Development?
4.2 Training and HRM
4.3 Training and Individual Needs
4.4 The Creation of a HRD Plan
4.5 Analysing Training Needs
4.5.1 Methods of Training Needs Analysis
4.6 Training Methods
4.6.1 Types of Training
4.7 Responsibility for and Delivery of Training
4.7.1 Training Departments
4.7.2 Training Consultancies
4.7.3 Training and the Line Manger
4.8 Evaluation and Monitoring of Training
4.8.1 Methods of Evaluation
4.9 International Training Trends
4.10 Adaptability and Change in the 21st Century
5. Management Development
5.1 Definition
5.1.1 Management Education and Training are not
Development
5.2 HRM and Management Development
5.2.1 HRM and the Role of Management
5.2.2 Some Implications for management Development
5.3 Organising and Implementing Management Development
Programmes
5.3.1 Organising Management Development Programmes
5.3.2 Implementing management Development Programmes
5.4 Issues and Controversies in Management Development
5.4.1 Organisational Power and Politics
5.4.2 The Ethics of Management Development
5.4.3 Managerial Competences
5.4.4 The Future of Management
5.4.5 Evaluating Management Development
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3.2 The Process and the Components of Performance Appraisal
3.2.1 Appraiser
3.2.2 The Appraise
3.2.3 Trait Approach
3.2.4 Behavioural Approach
3.2.5 Results Approach
3.2.6 Formal Evaluation
3.3 Methods of Performance Appraisal
3.3.1 Written Essays
3.3.2 Critical Incidents
3.3.3 Graphic Rating Scale (GRS)
3.3.4 Behaviourally Anchored Rating Scale (BARS)
3.3.5 Individual Ranking, Paired Comparison and Group Order
Ranking
4. Feedback on Performance
4.1 Feedback Model
4.2 Cognitive Evaluation of Feedback
5. Reasons for Malfunction or Failure
5.1 System Design and Operating Problems
5.2 Problems with the Appraiser
5.2.1 The Halo Effect
5.2.2 Standards of Appraisal
5.2.3 Central Tendency
5.2.4 Recent-behaviour Bias
5.2.5 Personal Biases
5.3 Employee Problems with Performance Appraisal
6. Job Evaluation
6.1 Definition
6.2 Job Evaluation Methods
6.2.1 Job Ranking
6.2.2 Factor Comparison
6.2.3 Classification or Grading System
6.2.4 The Point System
7. Compensation
7.1 Definition
7.2 Objectives of Compensation
7.3 Compensation Decision Makers
8. Methods of Payment
8.1 Payment for Time Worked
8.2 Incentive Plans
8.3 Individual Incentives
8.4 Group Incentives
8.5 Enterprise Incentive Schemes
8.5.1 Suggestion Systems
8.5.2 Company Group Incentive Plans
8.5.3 Profit Sharing Plans
8.5.4 Stock Ownership Plans
8.6 Executive Compensation
8.6.1 Executive Pay
8.6.2 Executive Perks
8.6.3 Bonuses
9. Employee Benefits
9.1 Definition
9.2 Reasons for using Fringe Benefits
9.3 Cafeteria Benefits
9.4 Basic Types of Benefit
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Unit–9 Grievance Handling
1. Introduction to Grievance Handling
2. Grievance Handling
2.1 Causes of Grievances
2.2 Forms of Dissatisfaction
2.3 Dissatisfaction, Complaint and Grievance
2.4 Effect of Complaints and Grievances on Organisational
Effectiveness
3. Types and Causes of Grievances
3.1 Types of Grievances
3.1.1 Customs and Practice
3.1.2 Rule Violations
3.1.3 Insubordination
3.1.4 Absenteeism
3.1.5 Dishonesty
3.1.6 Substance Abuse
3.2 Causes of Grievances
4. Handling Grievances Formally
4.1 Need for a Formal Grievance Handling Procedure
4.2 The Benefits of a Grievance Handling Procedure
4.3 The Grievance Handling Procedure
4.3.1 Objectives of a Grievance Handling Procedure
4.3.2 Key Features of a Good Grievance Handling Procedure
4.3.3 The Steps in the Grievance Handling Procedure
4.4 Redressing of Grievances (ROG)
4.5 Grievance in the Public Sector
4.6 Grievance in the Non-unionised Enterprise
4.7 Reducing Grievances and Improving the Process
Unit–10 Discipline
1. Introduction to Discipline
2. The Concept and Meaning of Discipline
2.1 Introduction
2.2 Definition
2.3 Purpose and Objectives of Disciplinary Action
2.4 Grievance versus Discipline
3. A Diagnostic Approach to Discipline
3.1 Categories of Difficult Employees
3.1.1 Category 1: The Ineffective Employee
3.1.2 Category 2: Alcoholic and Addicted Employee
3.1.3 Category 3: Participants in Theft, Crime and Illegal Acts
3.1.4 Category 4: The Rule Violators
3.2 Possible Causes of Difficult Job Behaviour
4. Disciplinary Process
4.1 Elements in a Disciplinary System
4.2 Philosophies of or Approaches to Discipline
4.2.1 Positive vs Negative Approach
4.2.2 The Preventive Approach
4.2.3 The Therapeutic Technique
4.2.4 The Self Improvement Programme
4.2.5 The Punitive Approach
4.3 Disciplinary Methods
4.3.1 Guidelines in Administering Discipline
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4.3.2 Techniques
4.3.3 Disciplinary Layoff
4.3.4 Desiring
4.3.5 Discharge
4.4 Administration of Discipline
4.4.1 Formalised Disciplinary Procedures
4.4.2 Informal Disciplinary Procedures other Disciplinary
Systems
5. Recommendations for Model Organisations on Difficult Employees
and Discipline
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Unit–12 Industrial and Labour Relations
1. Introduction to Industrial & Labour Relations
2. Historical Background of Labor Relations
2.1 Development of Industrial Relations
2.2 Objectives of Industrial Relations (IR)
2.2.1 Employer to Individual Employee Relationships
2.2.2 Labour Management Relations
2.2.3 Industrial Peace & Productivity
2.2.4 Industrial Democracy
2.2.5 Liasion Functions
3. The International Labour Organisation (ILO)
3.1 Scope
3.2 Objective
3.3 Principles
4. Labour Legislation
4.1 Types of Legislation
4.1.1 Working Conditions
4.1.2 Wages
4.1.3 Industrial Relations
5. Industrial Disputes/Conflicts
5.1 Nature of Conflicts
5.1.1 Conflict Caused by Unions
5.1.2 Conflict Caused by Management
5.2 Types of Disputes
5.3 Causes of Disputes
5.4 Resolution of Conflict and Settlement of Disputes
5.4.1 Labour Administration
5.4.2 Statutory Measures
5.4.3 Non-statutory Measures
6. Trade Unionism
6.1 Principles of Trade Unions
6.2 Classification of Trade Unions
6.2.1 Classification Based on Trade
6.2.2 Classification Based on Agreement
6.2.3 Classification Based on Membership
6.3 Evolution of Trade Unions
6.4 The Trade Union as an Organisation
6.4.1 Why Employees Join Unions
6.4.2 Organisation Structure
6.5 Problems of Trade Unions
7. Collective Bargaining
7.1 The Concept in;
7.1.1 USA
7.1.2 United Kingdom
7.1.3 Sri Lanka
7.1.4 West Germany & Other European Nations
7.2 The Nature and Scope of Collective Agreements
7.2.1 Plant Level
7.2.2 Industry Level
7.2.3 National level
7.3 The Process of Collective Bargaining
7.4 Collective Bargaining and the Right to Strike
7.5 Policies for Collective Bargaining and Union Management
Relations
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7.6 Laws of Collective Bargaining in;
7.6.1 The USA
7.6.2 Canada
7.6.3 Sri Lanka
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6.3.6 Hiring Freezes
6.3.7 Outplacement Services
6.3.8 Employment Contracts
6.3.9 Leaves of Absence
6.3.10 Transfers
6.3.11 Unpaid Time Off
7. Toward an HR Philosophy
7.1 The Need for a Philosophy
7.2 Auditing the HR Function
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MANAGEMENT AND ORGANIZATION
Outlines of Course (5569)
Block-1 Introduction to Management and Organizational Behavior
1 Defining Management and Organizational Behavior
2 People versus Profits
3 A Changing Workplace
3.1 Globalization
3.2 Technology
3.3 Mergers and acquisitions
3.4 Workplace diversity
3.5 Organizational structure
3.6 Work-life balance
3.7 The rate of change
3.8 Increased competition
3.9 Increased ethical and social responsibility
4 Evolution in the Role of the Workforce
Block-2 Individual Behaviour
1 Defining Behavior
2 Perception
2.1 Perceptual Distortion
2.2 Attribution
2.3 Why should we understand perception and attribution
3 Personality
3.1 Type A and Type B Personalities
3.2 Personal Conceptions
4 Motivation
4.1 Maslow's Hierarchy of Needs Theory
4.2 Alderfer's ERG Theory
4.3 McClelland's Trichotomy of Needs or Acquired Needs Theory
4.4 Herzberg's Two-Factor Theory
4.5 Equity Theory
4.6 Expectancy Theory
5 Diversity
5.1 What Is Diversity and Why is it Important?
Block-3 Groups in Organizations
1 Introduction to Organization
2 Introduction to Organizational Groups
3 Groups Defined and Group Benefits
4 Types of Groups
4.1 Formal versus Informal Groups
5 Stages of Group Development
5.1 Forming
5.2 Storming
5.3 Norming
5.4 Performing
5.5 Adjourning
6 The Punctuated Equilibrium Model
7 Group Roles
7.1 Task Roles
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7.2 Maintenance Roles
7.3 Individual Roles
8 Effective Group Meetings
9 Difference between Teams versus Groups?
9.1 Commitment from management
9.2 Mutual trust between employees and managers
9.3 Training
9.4 Realistic objectives
9.5 Strong links between strategy and implementation
10 Group Composition
11 Groupthink
Block-4 Decision-making in Organizations
1 Overview of Decision-making in Organizations
2 Decision-making Defined
3 Decision-making Environments
3.1 Certainty
3.2 Risk
3.3 Uncertain Environments
4 Types of Decisions
5 Decision-making Models
5.1 Rational Decision-making
5.2 Bounded Rationality
5.2.1 Judgmental Heuristics
5.3 Garbage Can Model of Decision-making
6 How Does Decision-Making Differ Between Individuals and Groups?
6.1 Strengths of Group Decision-Making
6.2 Weaknesses of Group Decision-Making
6.3 Group Decision-making Techniques
7 How Can We Improve Decision-making and which Problems Should be
Addressed?
Block-5 Communications
1 Introduction to Communication
2 Commitment to Communication
3 Value of Communication
3.1 Communication Defined
3.2 Why is Communication Important?
4 Types of Communication
5 Communication Flows in Organizations
6 Barriers to Communication
6.1 Physical Distraction
6.2 Gender Distinction Barriers
6.3 Cross-Cultural Distinctions
7 How Can We Improve Communication?
7.1 Take Time
7.2 Be Accepting of Others
7.3 Try to Separate the People from the Problems
7.4 Communicate Your Feelings
7.5 Listen Actively
7.6 Be Timely and Specific with Your Feedback
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Block-6 Organizational Structure
1 Introduction to Organizational Structure
2 What is Organizational Structure?
3 Division and Coordination of Labour
3.1 Work Specialization
3.2 Centralization and Decentralization
3.3 Departmentation
3.4 Chain of Command
3.5 Span of Control
3.6 Formalization and Standardization
3.7 Cross-functional Liaison
3.7.1 Liaison Roles
3.7.2 Task forces
3.7.3 Integrators
4 Models of Organizational Structure
4.1 Mechanistic Structure
4.1.1 Bureaucracy
4.1.2 Classical Management Theory
4.1.3 Scientific Management
4.2 Organic Organizational Structures
4.2.1 Matrix Organisations
4.2.2 Network Organisations
4.2.3 Boundary-less Organizations
5 What Determines Organizational Structure?
5.1 Strategy
5.2 Size
5.3 Technology
5.4 Environment
Block-7 Leadership
1 Introduction to Leadership
2 Defining Leadership
3 Theories of Leadership
3.1 Trait Theory of Leadership
3.2 Behavioural Theories of Leadership
3.3 Situational or Contingency Theories of Leadership
3.3.1 Fiedler’s Leadership Contingency Theory
3.3.2 Hersey and Blanchard’s Situational Theory
4 Transactional versus Transformational Leadership
5 Leadership and Culture
6 Current Leadership Issues
6.1 Emotional Intelligence and Leadership
6.2 Leading from a Distance
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4.2.1 Intensive Technology
4.2.2 Mediating Technology
4.2.2 Long-linked Technology
4.3 Joan Woodward – Batch Technology
4.4 Advanced Information Technology in Organizations Today
5 Ethical Behaviour in Organizations
5.1 Utilitarian model
5.2 Moral rights model
5.3 Justice model
5.4 Ethics in Practice
Block-9 Power and Politics
1 Introduction to Power
2 Defining Power
3 Sources of Power
3.1 Reward
3.2 Coercive
3.3 Legitimate
3.4 Expert
3.5 Referent
4 Managing Power
5 Empowerment
6 Organizational Politics
6.1 Machiavellianism
7 Effective Management in a Political Environment
Block-10 Organizational Culture
1 Introduction to Organizational Structure
2 Defining Organizational Culture
2.2 Visible Level of Culture
2.2.1 Heroes and Heroines
2.2.2 Myths and Stories
2.2.3 Rituals and Ceremonies
2.2.4 Physical Arrangements
2.2.4 Physical Arrangements
2.3 Espoused Values and Basic Assumptions
2.4 Subcultures
3 Developing a Strong Organizational Culture
3.1 Pros and Cons of Strong Organizational Cultures
3.1.1 What Are the Disadvantages of a Strong Culture?
4 Organizational Culture versus National Culture
5 Is It Possible to Change Organizational Culture?
Block-11 Organizational Change
1 Introduction to Organizational Change
2 Theories of Organizational Change
2.1 Scope of Change
2.2 Radical change
2.2.1 Restated Mission and Values
2.2.2 Power redistribution
2.2.3 New Structure, Systems and Procedures
2.2.4 New Interaction Patterns
2.2.5 New Senior Management
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2.3 Models of Punctuated Equilibrium and Kurt Lewin’s Model of
Change
2.3.1 Convergence, Reorientation, and Executive Leadership
2.3.2 Periods of Deep Structure, Equilibrium and Revolution
3 Why the Resistance to Change?
3.1 Distorted Perception
3.2 Dulled Motivation
3.3 Failed Creative Response
3.4 Political Deadlocks
3.5 Action Disconnects
4 Strategies for Effecting Successful Change
4.1 Construction of Crises
4.2 Leadership
4.4 Team Dynamics
4.5 Benchmarking
4.6 Culture
4.7 Goal Congruence
5 Role in Change
Block-12 Conflict and Negotiations
1 Introduction to Conflict
2 Sources of Conflict
2.2 Power and Status
2.3 Culture
2.4 Task Interdependencies
2.5 Ambiguity
2.6 Scarce Resources
3 Types of Conflict
3.1 Interpersonal
3.2 Intergroup
3.3 Intra-group
3.4 Inter-organizational
3.5 Functional vs. Dysfunctional Conflict
4 Management of Conflict
4.1 Conflict Antecedents
4.1 Indirect Approaches to Conflict Management
4.1.1 Reduced Interdependencies
4.1.2 Appeals to Common Goals
4.1.3 Hierarchical Referral
4.1.4 Altering Scripts and Myths
4.2 Direct Conflict Management
4.2.1 Avoiding
4.2.2 Accommodating
4.2.3 Competing
4.2.4 Compromise
4.2.5 Collaborating
5 Negotiation
5.1 Distributive Negotiation
5.2 Integrative Negotiation
5.2.1 Separate the People from the Problem
5.2.2 Focus on Interests, not Positions
5.2.3 Invent Options for Mutual Gain
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5.2.4 Insist on Using Objective Criteria
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