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MASTER OF BUSINESS ADMINISTRATION (MBA) Business Intelligence and Applications
Course Code: MS 204 L - 03 Credits – 03 Unit I Business Intelligence and Business Decisions: Decision Support Systems; Group Decision Support and Groupware Technologies, Expert Systems. (08 Hours) Unit II SQL Server and Data Warehousing: - Features, System Databases, Creating Databases and Tables, Constraints, Data Manipulation Language, OLTP & OLAP, Data Marts, Data Warehousing, Data Warehouse Architecture. (16 Hours) Unit III Data Mining and Knowledge Discovery: Data Mining Techniques; Applications of Data Mining. (10 Hours) Unit IV Knowledge Management: Knowledge Assets, Knowledge Generation, Knowledge Storage, Knowledge Utilization, Knowledge Management Technologies. (08 Hours)
GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY, DELHI
MASTER OF BUSINESS ADMINISTRATION (MBA) Strategic Management
Course Code : MS 206 L-3 Credit-03
Unit I Nature of Strategic Management: Concept of Strategy; Vision Mission, Goals and Objectives; External Environmental Analysis; Analyzing Companies Resource in Competitive Position; Mintzberg’s 5Ps of Strategy; Strategic Management Process, Corporate Governance . (10 Hours)
Values of Indian Managers. Overview of Corporate Social Responsibilities (CSR) and Sustainability. (12 Hours) Unit IV Strategy Implementation and Evaluation : Structural Considerations and Organizational Design. Spiritual Values. Business Ethics. Analyzing Companies Resource in Competitive Position. Modern Business Ethics and Dilemmas. Strategies for Competing in Global Markets. Concept of Value Chain. Grand Strategies. Managerial Excellence through Human Values. Strategic and Operational Control. Types and Formation of Values.Concept of Stretch. (10 Hours) Unit III Corporate-Level Strategies: Diversification Strategies: Creating Corporate Value and the Issue of Relatedness. and Strategic Alliances Restructuring Strategies: Reducing the Scope of the Firm. Ethics and Behaviour. Relevance of Ethics and Values in Business. Leadership and Corporate Culture.Unit II Strategy Formulation: External Environmental Analysis. The Growth of the Firm: Internal Development. (12 Hours) Unit II . Leverage and Fit.The Changing Environment and Stakeholder Management. Human Values and Ethics Unit I Moral Values and Ethics: Values – Concepts. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) Corporate Social Responsibility. Porter’s Five Forces Model. Need for Balanced Scorecard. Development of Ethics. Porter’s Generic Strategies. (10 Hours) GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. Strategy Evaluation: Importance and Nature of Strategic Evaluation. Ethical Decision Making. Mergers & Acquisitions. Vertical Integration: Coordinating the Value Chain. Strategic Analysis and Choice.
(10 Hours) GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. Intellectual Property Rights. Corporate Governance and Code of Corporate Governance. Corporate Responsibilities towards Consumer Stakeholders and the Environment. Values-Based Moral Leadership. Affirmative Action as a form of Social Justice. The Corporation and Internal Stakeholders. Culture. Consumerism. Development of Corporate Conscience as the Moral Principle of Corporate Social Responsibility.Managing Ethical Dilemmas at Work: The Corporation and External Stakeholders. Consumers and Community. Strategy and Self-Regulation. Challenges of Environment: Principles of Environmental Ethics. Current CSR Practices of the Firms in India and Abroad. (10 Hours) Unit IV Issues in Moral conduct of Business and CSR: Failure of Corporate Governance. Employees. (10 Hours) Unit III Corporate Social Responsibility: A Historical Perspective from Industrial Revolution to Social Activism. BS / ISO Guideline on CSR Management (ISO-26000). Environmental Challenges as Business Opportunity. Spiritual Leadership for Business Transformation. Corporate Governance: From the Boardroom to the Marketplace. Corruption in Business and Administration. Organizational Excellence and Employee Wellbeing through Human Values. Corporate Social Responsibility of Business. Social Audit. Marketing. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) Retail Management Course Code: MS 212 L-3 Credits: 3 . Moral Arguments for Corporate Social Responsibility. Advertising and Technology: Internet Crime and Punishment. Unethical Issues in Sales.
Inventory Shrinkage. Setting Advertising Objectives. Measuring Advertising Effectiveness. The Organization for Advertising. Atmospherics. . Retail Formats. (10 hours) GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. International Retailing. Advertising and Consumer Behavior. Inventory Management. (12 hours) Unit 4: Store Management & other issues: Store Layout. DAGMAR. Promotion Mix . Retail Communication-Objectives. Scope and Importance of Retailing. Sales forecasting. Franchising Decisions. Determining Advertising Budgets. Determination of Target Audience. Advertising Strategy and Planning. GAPs Model. .Customer Service. Legal & Ethical Issues in Retailing. Creative Strategy Development and Implementation. Responsibilities of a Store Manger. Definition and Scope of Advertising Management. Global and Indian Retail Scenario. (10 hours) Unit 3: Merchandise Management Process. Process of Marketing Communication. Social. Assortment Plan. Theories of Retail Development. (10 Hours) Unit II Media Planning: Setting Media Objectives. Design & Visual Merchandising. Retail Information system. Retail HRM Online Retailing.Unit 1: Introduction to Retailing: Definition. Merchandise Budget. Financial Strategy. Evaluation of Different Media and Media Selection. Media Buying. Retail Pricing. Retail Location. (10 Hours) . Developing Media Strategies. Information Gathering in Retail (10 hours) Unit 2: Retail Market Strategy. Ethical and Legal Aspect of Advertising. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) Advertising and Brand Management Course Code: MS 214 L-3 Credits: 3 Unit I Role of Integrated Marketing Communication. Customer Relationship Management. Merchandise Buying.
Designing marketing programs to build brand Equity. Promotion Strategies. Measures and. Brand identity prism. Brand Extension. Managing brands over time. Marketing of Rural and Cottage Industry Products.Unit III Brand-concept: Nature and Importance of Brand. Rural Markets in India: Characteristics of Rural Consumers. (10 Hours) Unit III .Branding in different sectors GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY.Aaker Model of Brand Equity. customer based brand equity . Distributor Strategies. Strategic Brand Management Process.symbolic and experiential brands. . Concepts and Measures of Brand Equity. Stages of Concept Management for functional . Brand Image dimensions. 3 Cs of positioning . Brand reinforcement .Brand positioning and differentiation strategies. Rural Market Environment and Infrastructure. Celebrity Endorsements. Measures of Loyalty. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) Rural and Social Marketing Course Code: MS 216 L-3 Credits: 3 Unit I Rural Marketing Introduction: Definition. Future of Rural Marketing in India. (10 Hours) Unit IV Brand Positioning: Concepts and Definitions. brand revitalization.Brand Loyalty.) with few case studies. Brand Identity perspectives . Rural Marketing Research. Brand Assets and liabilities. Formulation of Brand Personality. Brand Personality: Definition. Pricing Strategies.. managing global brands .line .Identity levels. Repositioning.Branding strategies – product . range and umbrella branding . Role of IT in Rural Marketing (e-Chaupals etc. Challenges of Rural Marketing (10 Hours) Unit II Rural Marketing Strategies: Rural Market Segmentation. Product Strategies. Types of brands .
Environmental Protection. Interactive Advertising. Service quality (12 hours ) Unit 3: Characteristics of interactive marketing communications. Offline Communications (10 hours) Unit 4: Relationship Marketing using the internet: e-CRM. Internet versus traditional marketing communication: the internet microenvironment. AIDS Prevention. Integrated Internet Marketing Communications (IIMC). Substance Abuse. Process and Physical Evidence. and NGO’s in Social Marketing. developing and testing content. Promotion Strategies. Managing the Online Customer Experience: Planning website design. EMarketing Research. Scope and Importance. Online PR. Literacy. scope and importance of internet marketing. (10 Hours) Unit IV Social Marketing Applications: Role of Govt. Opt-in-e-mail. Customer Life Cycle Management.AntiSmoking. (10 hours) Unit 2: Online buyer behavior and Models. Social Marketing Challenges. Healthcare. Conceptual Framework of Social Marketing. Business to Consumer and Business to Business Internet Marketing.3 . Social Marketing Applied in Family Planning. Approaches . Application of internet marketing. (12 Hours) GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. Unit 1: Introduction to Internet Marketing: Meaning. Small Savings. Distribution. Objectives and Measurement of Interactive marketing communication.Foundation of Social Marketing: Definition. Understanding site user requirement. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) Internet Marketing Course Code: MS 218 L-3 Credits. Online Partnerships. Marketing Mix: Product Strategies. Internet marketing strategy. People. Social Markets Segmentation. The Marketing Mix in an online context: Product. Online Promotion Techniques: Search Engine Marketing. Pricing Strategies. Price. Viral Marketing. Distribution. site design and structure. Promotion.
Break Even Analysis. Social Cost Benefit Analysis. Internal Rate of Return. Project Planning Formulation and Analysis. Performance Management for Internet Marketing. Investment Opportunities. Demand Forecasting. Role of Financial Institution in Project Finance. Materials and Inputs. . Socio-economic Consideration in Project Formulation.: Creating a performance system. Cost of production. Tax Aspects in Project Finance. Means of Financing Project. Accounting Rate of Return. Risk Analysis: Measures of Risk. Social Infrastructure Projects for Sustainable Development. Maintenance Process. Machinery and Equipment. (10 Hours) Unit III Project Appraisal: Time Value of Money. (10 hours) GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. Project Costing and Finance: Cost of project. (10 Hours) Unit II Market and Technical Analysis: Market and Demand Analysis – Market Survey. Benefit Cost Ratio. Project Identification. Uncertainties in Demand Forecasting. Technical AnalysisProduct Mix.to Implementing e-CRM. Plant Capacity. Stimulation Analysis. Net Present Value. Project Appraisal Techniques – Payback Period. defining the performance metrics framework. Tools and techniques for Measurement. Search for Business Idea. Sensitivity Analysis. Decision Tree Analysis. Project Screening and Presentation of Projects for Decision Making. Responsibilities in Website Maintenance. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) Project Planning and Analysis Course Code: MS 220 L-3 Credits: 3 Unit I Project Identification Analysis: Concept of Project. Effective Rate of Return.
(10 Hours) Unit III Methods of Valuation – Cashflow Basis. Tax Motives Financial Evaluation. Valuation of a Business. Financing of Merger. Financial Synergy. Mathematical Programming Approach. Provisions of Companies Act. Market Price etc. Computation of Impact on EPS and Market Price. Determination of Exchange Ratio. LBO. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) Mergers. GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. Hubris Hypothesis of Takeovers. (10 Hours) . Cost Analysis of Resources Allocation. Post Project Evaluation. Crashing of Activities. Other Motives. Multiple Projects: Project Dependence. Linear Programming Model. Diversification.(10 Hours) Unit IV Project Scheduling/Network Techniques in Project Management: CPM and PERT Analysis. Merger Strategy-Growth. Earning Potential Basis. Joint Venture and Strategic Alliances. Ranking Methods of Projects. Approval from Court. Types of Mergers. Contraction of Network for Cost Optimization. (12 Hours) Unit II Legal Aspects of Mergers/ Amalgamation and Acquisition / Labour. Float Times. Updating. MBO. Operating Synergy. Other Economic Motives. Growth Rate. Capital Rationing. Regulation by SEBI. Boot Strapping. Takeover Code: Scheme of Amalgamation. Impact of Variation in Growth of the Firms. Acquisitions & Corporate Restructuring Course Code: MS 222 L-3 Credits – 3 Unit I Introduction in Mergers. Synergy. Criteria for Negotiating Friendly Takeover.
R. Sources and Measurement of Risk. Poisson Pill. Control of Malpractices. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) Insurance and Risk Management Course Code: MS 224 L-3 Credits: 3 Course Contents Unit I Concept of Risk. Disaster Risk Management. Distinction between Life Insurance and Marine Insurance. Endowment. (10 Hours) GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. (10 Hours) Unit IV Nature of Insurance Contract. Actuaries. Legal Aspects of Insurance Contract. Role of IRDA. Pooling. Bear Hug. Types of Insurance. Application of Statistical Techniques in Risk Avoidance. Need for Insurance. Regulation of Risk Reduction by IRDA. Pacman. Assignment. Automobile Insurance. . Greenmail. Computation of Insurance Premium. Types of Risk. Risk Evaluation and Prediction. Globalization of Insurance Sector.Unit IV Defence Against Hostile Takeover. Insurance. Insurable Interest. Managing Risk. and Cultural Issues. Loss Exposure. Principle of Indemnity. Estoppels. Exclusion of Perils. Negligence. Co-insurance. Utmost Good Faith. Health Insurance. (10 Hours) Unit III Concept of Insurance. (10 Hours) Unit II Risk Retention and Transfer. Loss Assessment and Loss Control. Reinsurance. Post Merger H. Fire and Motor Insurance. Insurance Industry in India.
Stock Future. Concept Characteristics. Purpose and Types of Financial Derivative Instruments. Options.226 L-3.(12 Hours) GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. Forwards. and Type of Financial Future Contracts. Characteristics and Types of Financial Options. Credit 3 Unit I Financial Derivatives: An Introduction to Financial Derivative Markets. Financial Future Contracts: Concept. (10 Hours) Unit II Financial Forward and Futures Contracts: Financial Forward Contracts. Difference between Exchange Traded and OTC Derivatives. Concept. Valuation of Individual Contracts. Equity Forward. Forward Rate Agreements. Past and Present. and Type of Financial Forward Contracts. Bond and Interest Rate Forward. Cost of Carry Model. Currency Options. Weather Derivatives. Stock Options. Interest . and Other Derivatives. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) Financial Derivatives Course Code: MS . Commodity Options. Hedgers. Swaps. Futures. Concept. Future Pricing-Theories. Future Market-Trading and Mechanism. Currency Future. Index Options. Interest Rate Future and Commodity Future. Option on Futures. Arbitrageurs and Speculators. Currency Forward. (10 Hours) Unit III Financial Option and Swap Contracts: Financial Options. Index Future. Characteristics. Energy Derivatives and Insurance Derivatives.
Bermuda Option. Straddle. Delta. Goals. Basket Option. Trading with Option. The Intervention Process. Forward Start Option. Gamma. Diagnostic Methods. Types of Exotic Options. Values and Assumptions of OD. Designing Interventions. Asian Option. Data Collection Process. Securities and Contracts (Regulation) Act. Compound Option. Survey Feedback. Role and Competencies of the OD practitioner. Binomial Option Pricing Model. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) Organizational Development Course Code: MS 230 L-3 Credits-3 Unit I Introduction to Organizational Development: Definition. Option Greeks. Group and Individual Level. Exotic Option. Guidelines of SEBI and RBI. Strangle. Diagnostic Information Feedback: Characteristics of Effective Feedback. Vega. Swaps. Option Strategies. Theta. Look Back Option. Nature and Characteristics of Organization Development.Rate Options. (10 Hours) Unit II The Diagnostic Process and Introduction to OD Interventions: Diagnosis at the Organization. Option Pricing Models-the Black-Scholes Option Pricing Model. Spreads. (10 Hours) . Characteristics of Effective Interventions. Binary Option. Managing the Organization Development Process. Concept. Theories of Planned Change. Barrier Option. Chooser Option. (10 Hours) GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. (12 Hours) Unit IV Regulatory Framework for Derivatives: Regulation of Financial Derivatives in India. characteristics and Types of Swaps. Rho. Challenges in Diagnosis.
Employee Empowerment. Ethical Issues in Organizational Development (10 Hours) GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. MBO. Teams: Transforming Groups to Teams. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) Team Building in Organizations Course Code: MS 232 L-3 Credits-3 Unit I Workgroup Vs.Unit III Human Process and HRM Intervention: Sensitivity Training. Role of Interpersonal Competence in Team Building. Organization Confrontation Meeting. Goals. Measuring Interpersonal Competence FIRO-B. Team Member Roles and Diversity. (12 Hours) Unit IV Techno Structural and Strategic Interventions: Restructuring Organizations. System 4 Management. Performance Management Systems. Team Building. Measuring Team Effectiveness. Self – Designing Organizations. Learning Organizations. Culture Change. Goal Setting and Problem Solving. Role Playing. Team Role. TQM and Quality Circles. . Career Planning. Stages of Team Building and its Behavioural Dynamics. Team Size. Future trends in OD. Challenges and Future for the Organization. (10 Hours) Unit II Interpersonal Competence & Team Effectiveness: Team Effectiveness and Important Influences on Team Effectiveness. Job Enrichment. Goal Setting. Context. Norms. Large Group Interventions: Grid OD. Sociotechnical Systems. Employee Wellness Interventions. Intergroup Relations Interventions. Types of Teams. Third-Party Interventions. Interpersonal Processes. Process Consultation. Leadership. Cohesiveness.
. Self-Managed Teams. Cattell. Observation and Interviews. Checklists and Rating Scales.Test Design and Construction. Projective Tests. Interventions to Build Collaboration in Organizations. Attitude.Behavior Testing. Mentors. Adler. Traditional Brain Storming. Nominal Group Technique. Role Allocation. Credits -3 Unit I Introduction to Behavior Testing. Selection of Team Players. Developing Collaboration in Teams: Functional and Dysfunctional Cooperation and Competition. Personality. Achievement. Rewarding Team Players. Interest. (10 Hours) Unit IV Role of Leaders in Teams: Supporting Teams. Fostering Team Creativity. Introduction to the concepts of Freud.(10 Hours) Unit III Communication and Creativity: Communication Process. Item Analysis and Test Standardization. and Jung. Conflict Resolution Inventory. Leaders as Facilitators.3. Test Administration and Scoring. Resource Management for Teams. Social Loafing. Ethical Issues in Testing. Electronic Brain Storming. (12 Hours) GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. Reliability and Validity (10 Hours) Unit III Practical Exposure to Psychological Tests: 16 PF. Negative Brain Storming. Delphi Technique.234 L . Synergy in Teams. FIRO-B. MBTI. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) Behavior Testing and Counseling Course Code: MS . Types of Tests-Ability. (10 Hours) Unit II Methodology of Assessment. Intelligence. Communication Effectiveness & Feedback.
(06 Hours) Unit II Structure of VB program. Control Arrays. Arithmetic Operators. Databases. Recordsets. using Windows API Functions. Approaches. Ethics in Counseling (10 Hours) GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. Boolean Operators. Changing Behavior through Counseling. Classes. (06 Hours) Unit IV . Forms & built in controls. Workspaces. Pass through ODBC. DAO. Active X Controls. Procedures. ADO. Creating Active X Control with VB (10 Hours) Unit III Database Interface. Goals. Code Module. Loops. Process.Anxiety Test. Adding Help files to VB project. SDI. MS-Jet database Engine. Subroutine and Functions. Error Handling. Arrays. Properties and events.Introduction. If-then-else expression. RDO. Leadership Assessment Test. Thematic Apperception Test. Built-in & User Defined data types. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) Front End Design Tools Course Code: MS 236 L-2 P-0 Credits: 2 Unit I Variable Declaration. Common dialog Boxes. Review of ANSI SQL. Private and Public procedures. Dealing with Problem Employees. MDI. ODBC. Counseling Skills. Print Statement. Word Association Test (12 Hours) Unit IV Counseling. Data bound controls. Creating Help files. Motivation Analysis Test. Organizational Application of Counseling..
Software Project Estimation: Size Oriented. Risk Monitoring and Management. Software Development Process. (10 Hours) Unit II Software Project Planning and Scheduling: Software Requirement. Prototyping Model. Elements of Oracle Data Base. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) Software Project Management Course Code: MS 238 L-3 P-0 Credits-3 Unit I Software Product and Process: Software Characteristics & Applications. Software Cost Estimation. Layout Editor. RAD Model. Linear Sequential Model. Software Quality Assurances. ISO Software Quality Standards. Function Oriented. Risk Identification. (12 Hours) Unit III Software Quality Assurance & Configuration Management: Software Quality. Requirements Validation. Project Monitoring & Control Techniques. Software Process. Master-Details Forms. Rayleigh Curve. Project Scheduling. Formal Technical Reviews. Software Configuration Management. Software Process Models. Software Metrics. Software Team Organization & Control Structure. Software Testing. Software Staff & Personnel Planning. (08 Hours) GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. Configuration Audit. Risk Mitigation.Developer-2000: Connecting to Oracle Data Base. (06 Hours) GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. Software Requirements Specification. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) . COCOMO Model. Risk Projection. Evolutionary Software Process Models. (12 Hours) Unit IV Risk Management: Software Risks. Software Design Principles. SCM Process. Reactive and Pro-active Risk Strategies.
SDLC Vs KMSLC.Business Strategy on Knowledge Strategy. KM Certifications. IP Protection. International and National Competitiveness Studies. Drivers of Knowledge Management System (12 Hours) Unit IV Tools & Techniques in KM: Knowledge Management Mechanisms & Technologies. Intelligent Techniques in Building KMS. Knowledge Portals and Knowledge Management Tools. Balanced Scorecard and Knowledge Strategy (10 Hours) Unit III Knowledge Management System: Knowledge Management Processes. Role of IT in KM. Practices of Knowledge Management in Modern Global Organizations (10 Hours) GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. Strategic Advantage. Resource Strategy Model. Knowledge Discovery in Database. (10 Hours) Unit II . Porter’s Five forces Model. Knowledge Management Systems: Types of Knowledge Systems. Knowledge Maps. Measurement Systems for KM. Knowledge Management System Life Cycle (KMSLC). Knowledge Divestiture. Knowledge Management Architecture. Cost Efficiency and Reliability of Technologies to Support Knowledge work. Framework for Assessing Competitiveness – Various Approaches. Data Mining in KM. Knowledge Audit. Knowledge Management Infrastructure. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) Global Competitiveness and Strategic Alliances Course code: MS 244 L-3 Credits-3 Unit I Global Competitiveness: An Overview – Macroeconomic and Business Strategy Perspective. Strategic Knowledge Resources. Scope. Communities and Collaborations. Knowledge Management System Implementation. Challenges and Barriers to Knowledge Management Systems.
and Specifics of the International Environment. Industrial Clusters and Business Development. Strategic Management of Technology and Innovation. Preparation for and Planning of Business Negotiation. Technology and Innovation Policy. (07 Hours) GURU GOBIND SINGH INDRAPRASTHA UNIVERSITY. Culture's Consequences on Different Aspects of Business. DELHI MASTER OF BUSINESS ADMINISTRATION (MBA) International Business Negotiation Course Code: MS 250 L-3 Credits – 3 Unit-I Culture. (15 Hours) Unit III Global Competitiveness of Indian Industry – Status. Science. Strategic Alliances in Indian Context.Developing Competitiveness –Government Policy and Competitiveness. Internationalization of Indian Business: Selected Case Studies of Globally Competitive Indian Companies. Personality of a Successful Negotiator. Role of Quality and Productivity in Achieving World Class Competitiveness. Role of Information Systems in Building Competitiveness. Cause of Uncompetitiveness. Management of Strategic Alliances. (10 Hours) Unit IV Strategic Alliances – Value Creation in Alliances Strategy. Strategic Options for Building Competitiveness. Process of Negotiation: Main Attributes and Stages. its Definition and Characteristics. Problems of Concessions: Guidelines on Making Concessions. Human Capital and Competitiveness. and . Attaining Competitiveness through Integrative Process Management. (12 Hours) Unit II Rules of Effective Persuasion. The Organizational and Factual Side of the Negotiation Process.
(10 Hours) . Their Use and Fulfillment.. Position of Strength and its Main Factors. How to Negotiate by Telephone. Cross-Cultural Differences.Ways to Break Deadlocks. Time Aspects of Business Negotiation. (10 Hours) Unit-III Negotiating Strategies: Competitive and Cooperative Strategies. Analysis of Strong and Weak Spots and Commonly used Procedures and Tactics. Main Advice and Techniques. Negotiating in Asia and the Pacific Rim. The Problem of Terms and Dates. Negotiation Tactics. Negotiating in Africa. Negotiating in Latin America. Negotiating in the Near and Middle East. Negotiating in Europe. Comparison of Different Negotiation Styles. Unit-IV Negotiating in North America.
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