MBA Syllabus III & IV Semester 2013-14

MB HR 04: NEGOTIATION AND COUNSELLING
Unit - I ( 8 sessions )
Nature of International Business Negotiations : Framework for international business negotiations -
Background factors - Impact of national culture, organizational culture and personality on buyer-seller
interaction – a model of the negotiation process with different strategies and planning – Distributive
bargain and integrative negotiations.
Unit - II ( 8 sessions )
Cultural aspects of International Business negotiation- Hofstede’s dimension of culture and their
influence on International Business negotiation - cross culture communication : Issues and Implications
– The role of time in Business negotiation – The role of atmosphere in negotiations.
Unit - III ( 8 sessions )
Negotiating sales, export transaction and agency agreements – negotiating licensing agreements –
Negotiating international joint venture – project negotiations – Cooperative negotiation for mergers and
acquisitions. Investment negotiations – Negotiating with Europe, China and other East Asian countries
- Business Negotiations between Japanese and Americans – General Guidelines for negotiating
international business.
Unit - IV ( 6 sessions )
Ethics in negotiations – Communication in negotiations – Negotiation power and relationships in
negotiations – Best practices in negotiations – Business Etiquette – Assertive skills – Personality and
negotiation skills.
Unit - V ( 10 sessions )
Emergence & Growth of Counselling: Factors contributing to the emergence, Approaches to
Counselling: Behaviouristic, Humanistic Approaches and Rogers Self Theory , Counselling Process :
Steps in Counselling Process. Changing Behaviour through Counselling, Role of a Counsellor
Organizational Application of Counselling, Dealing with Problem Employees, Ethics in Counselling.
Modern Trends in Counselling Goals, Process, Procedures, Counselling Skills.
SUGGESTED READINGS (In Alphabetical order )
1. Carell – Negotiating Essentials – Theory , Skills and Practices, Pearson
2. Cleary - The Negotiation Handbook - PHI India
3. Lewicki – Negotiation, McGrawhill
4. Rao - Counselling and Guidance, McGrawhill