SBM-NMIMS: COURSE TEACHING PLAN

Assurance of Learning AOL Specific

Course
Code
Course Advanced Negotiation Skills
Title
Course Dr Madhavi Gokhale
Instruc
tor/s
Credit Full credit course (2.7 credits)
Value
Progra FTMBA Trimester IV
mme
&
Trimes
ter
Should have successfully completed the course titled “Negotiations: Skills and Processes in
Trimester III
(CLOs of the course:
Pre- CLO 1) To introduce students to the basic concepts of Negotiations (PLO 4C)
requisi CLO 2) To familiarize students with processes and skills needed for different types of negotiations
te (PLO 4A)
CLO 3) To help students to appreciate the nuances of the negotiation process when dealing with
different stakeholders (PLO 4C)

CLOs – (in bracket state the PLOs to map)

CLO 1) To familiarize students further with the importance of context and styles of negotiations
based on basic theoretical frameworks and concepts introduced in the course “Negotiations: Skills
Learni and Processes” taught in Trimester III (PLO 4a)
ng
Object CLO 2) To help students acquire verbal and non-verbal skills necessary to negotiate with different
ives personalities and cultures (PLO 4c)

CLO 3) To enable students to understand the relevance and impact of pre-negotiation processes
and sub-processes on the outcome of negotiations (PLO 4a)

Learni 1) Students will be able to identify and use appropriate conflict-management and negotiation
ng strategies in a variety of situations
Outco
mes 2) Students will learn to utilize communication and interpersonal skills when confronted with
(Must various personalities and scenarios
be
connec 3) Students will arrive at a better understanding of the cognitive and perceptual skills required to
ted to cope with complex negotiations
Learni
ng
Objecti
ves)
Course People negotiate all the time. Negotiation is not a process reserved for corporate czars or
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Descri international diplomats. Nor does it always degenerate into a haggling process where buyers and
ption sellers play out a game of power dynamics to see who tires first. However, the structure and
processes of negotiation are fundamentally the same at the personal level as they are at the
diplomatic and corporate levels.

In trimester III students were exposed to two basic types of negotiations: Distributive Bargaining
and Integrative Negotiations in the course “Negotiations: Skills and Processes”. The course gave
inputs on basic terms such as “Best Alternative to a Negotiated Agreement” (BATNA) and “Zone
of Potential Agreement (ZOPA) and also highlighted the importance of negotiations strategies
before the final event through role-play and group activities.

This course will further expose students to a variety of situations, contexts and scenarios that
require simple conflict-management strategies on the one hand and more complex negotiation
skills in deals and disputes on the other. It will also offer guidance on how to use communication
and interpersonal skills to their advantage in difficult negotiations and use collaborative strategies
instead of adversarial tactics to build relationships. Lastly it will also encourage them to use
different styles of negotiations depending on the outcomes to be achieved while adhering to
ethical means and standards of behavior.

Specific 3 1.5 Credit AOL CLO CLO CLO CLO

assessment Credit Instruments 1 2 3 4
methods (*)
Class 20% -- -- --- --
participation
Group 30% Embedded √(15) -- √(15)
Assignment questions
Group 20% Rubric -- √(20)
Presentations
Evalua Individual 30% Embedded √(10) √(20) ---
tion assignment question
Patter Final Exam
n Total 100 50

*AOL Assessment Instruments:

• Embedded Questions: Quiz, Class Test, Midterm Examination, Final Examination

• Rubrics: Case & Article Discussion, Individual Assignment

Group Projects & Viva’s, Case Problem analysis, Oral and written
communication presentations, Role Play,
Group Presentation, Group Project etc.

Se Topics / Sub -topics

ssi Learning Outcome Chapter detail
Details of pedagogy adopted for class
on / Article Reference / Case Studies
if provided session engagement - Class Exercises etc.
s wise

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 Dilemma of trust None as it is an introductory lecture Activities:
and honesty
• The red-blue game
The students will • Refresher quiz based on
understand the role the module on
played by Negotiations conducted
in Trimester I
perception and the
asymmetry of
1 information that
leads to the
questions: “Can I
trust the other
party? Will the
other party
reciprocate with
honesty?”

Conflict The Surprising Benefits of Conflict in • Feedback on the results

management in Negotiating Teams from the Program on of the red-blue game
Negotiations Negotiation newsletter at the Harvard
Law School (www.pon.harvard.edu), • Quiz based on the pre-
• Appropriate February 2000, pp.5-7, sourced from Roy reads
styles of J. Lewicki, R. J. Saunders D., Minton, J.
conflict Evaluative component for class
(2000) Negotiation: Readings, Exercises participation
resolution and Cases, 3rd edition, New York,
• Dual Concern McGraw-Hill International Editions, pp. • Breakout activity based
model 298-300. on “What to do with
Shankar?”
Students will be New Conflict Management (Program on
2 able to identify Negotiation Newsletter at the Harvard (Evaluative component for class
appropriate Law School) participation marks)
strategies to Caselet: What to do with Shankar?
resolve
interpersonal
conflict and
understand the
tension between
assertiveness and
cooperation
through the role-
play and the pre-
reads.

Personality and Knowing personality types aids Class discussion based on the
abilities in negotiations by Alan Buhler, Austin reading
3
Negotiations Business Journal, available at
http://www.bizjournals.com Group activity based on the
Students will transcripts (evaluative
3|Page
 distinguish Transcripts: Ted and Sandy component for class
between different participation)
personality types
and understand
how to negotiate
with each

Communication, Negotiating Rationally: The Power and Class discussion based on the
Persuasion and Impact of the Negotiator’s Frame by pre-read and videos sent
framing in Margaret Neale and Max H. Bazerman asynchronously
Roy J. Lewicki, R. J. Saunders D.,
Negotiations I
Minton, J. (2000) Negotiation: Readings,
Students will Exercises and Cases, 3rd edition, New
understand the York, McGraw-Hill International
importance of Editions, pp.115-124
effective strategies
used to create Scene from Pirates of the Caribbean
convincing https://www.youtube.com/watch?v=xjQ5
narratives while OomkVpg
4
negotiating
Scene from Jerry Maguire
https://www.youtube.com/watch?v=ECX
hNbK4rJ4

Video on presenting an argument for

flexi-time
https://www.youtube.com/watch?v=BA0
DParCiww

Communication, Harnessing the Science of Persuasion by Breakout room activity:

Persuasion and Robert Cialdini sourced from Roy J. Students will be given scenario
Framing in Lewicki, R. J. Saunders D., Minton, J. and will be allotted time to
Negotiations II (2000) Negotiation: Readings, Exercises
create a compelling and
and Cases, 3rd edition, New York,
5 McGraw-Hill International Editions, convincing argument designed
pp.168-176. for a favorable outcome in a
negotiation situation

(Evaluative component for class

participation)

Power and Power in Negotiations sourced from You Class discussion based on pre-
Influence in Can Negotiate Anything by Herb Cohen read and videos
Negotiations
Video on Power in Negotiations
6 Students will learn
to appreciate the https://www.youtube.com/watch?v=I078
importance of P-
power, 5e11g&list=PL0tX_faQRF2vPTaqRjDxQ
information and
4|Page
 time as well as mwIvZ18pqCV1&index=2
factors related to
influence in
negotiations
Emotions in Untapped Power: Emotions in Class discussion based on pre-
Negotiations Negotiation by Daniel L. Shapiro sourced read and video
from Roy J. Lewicki, R. J. Saunders D., Quiz on Sessions 1 to 6
(Evaluative component for class
Minton, J. (2000) Negotiation: Readings,
participation)
Exercises and Cases, 3rd edition, New
7 York, McGraw-Hill International
Editions, pp.139-144

Video: Scene from Erin Brockowich

https://www.youtube.com/watch?v=5Jdk
3riKKwo

Cognitive Biases Communication, Perception and Class Discussion based on the

and Negotiations: I Cognitive Biases sourced from pre-reads
Lewicki, R. J., Saunders, D., Barry, B.
• Perceptual (2015) Negotiation, 5th edition, New
Errors
8 York: McGraw-Hill Education
• Stereotyping
• Halo Effect
• Selective
Perception

Cognitive Biases Deals without Delusions by Lovallo, Class Discussion based on the
and Negotiations: Dan; Viguerie, Patrick; Uhlaner, Robert; pre-reads and video
II Horn, John. Harvard Business
Review. Dec2007, Vol. 85 Issue 12, p92-
Anchoring 99. 8p. 2 Color Photographs, 2
Illustrations, 1 Chart. , Database: Short scenario based quiz to test
Fixed-Pie Myth
Business Source Premier understanding of cognitive
Overconfidence biases
Video: Tom
9 Escalation of Sawyerhttps://www.youtube.com/watch? Assigning of topics for end-term
Commitment v=pAHXwLRI88Q&t=87s reports + presentations and
In both the 8th and declaring of submission date for
the 9th session, reports
students will
discuss the effect
of cognitive
biases and
solutions to
overcome these.
Context and Bargaining in the Shadow of the Tribe by Class presentations based on
10 Environment in John H. Wade sourced from Roy J. the pre-read and the case
Negotiations Lewicki, R. J. Saunders D., Minton, J.
(2000) Negotiation: Readings, Exercises

5|Page
 Students will seek and Cases, 3rd edition, New York,
to identify the McGraw-Hill International Editions,
various pp.228-238.
constituencies and
stakeholders who Case: The Humane Society and Seaworld:
would influence Orca Obstacle
and be in turn
influenced by
negotiations
between two
parties

Multi-issue Staying in Simulation synchronous activity

Distributive the Game or Changing it: in pairs (Evaluative component
Bargaining in An Analysis of Moves and for Class Participation)
Turns in Negotiation by
action
Deborah Kolb sourced
Students will from Roy J. Lewicki,
R. J. Saunders D., Minton, J. (2000)
understand the
Negotiation: Readings, Exercises
various stages of and Cases, 3rd edition, New York,
negotiating and McGraw-Hill
negotiation International Editions, pp.
behavior while 211-222.
making
concessions and The Fine
Art of Making Concessions by
claiming value.
Deepak Malhotra sourced from
11 Roy J. Lewicki, R. J. Saunders D.,
Minton, J. (2000) Negotiation:
Readings, Exercises and Cases, 3rd
edition, New York,
McGraw-Hill International Editions,
pp. 240-243

Video from the Serial “Cooking for

two”

https://www.youtube.com/watch?v=
GOfql6Uj7C8

Case: Multi-mode
Simulations with pairs

Integrative Integrative Bargaining Chapter 3 from Activity

Negotiation in Negotiating Essentials: Theory, Skills and
12
action Practices by Michael R.Carrell and • Group activity: Transaction
Christina Heavrin, pp.93-106 using Integrative
• The Integrative Negotiation Strategies (will

6|Page
 Negotiation be divulged in class)
Process

• Thompson’s
Pyramid
Model

• The
Categorization
Method

Students will be
encouraged to
understand the
tension between
claiming value and
creating value.

Interest-Based Interest-Based Bargaining Chapter 4 • Role-play in pairs:

Bargaining I from Negotiating Essentials: Theory, Negotiations for a new job
Skills and Practices by Michael R.Carrell
Students will learn and Christina Heavrin, pp.108-110 Evaluation component for class
13 how to prioritize participation
issues and interests
in a multi-issue
bargaining
scenario

Interest-Based Case: Pacific Sentinel Group Activity based on the

Bargaining II case. (Evaluative component
for class participation)
The groups will
engage in a two- Submission of reports by groups
14 party negotiation.
The resultant
findings will be
translated into a
classroom poll.

Individual Case will be divulged in class Feedback will be sent

15 asynchronously in writing
assignment

Ethics in Sharks, Saints and Samurai: Power of Class discussion with the guest
Negotiations Ethics in Negotiations by Mark Young lecturer
16 Young, Mark. Negotiation
Guest lecture (to Journal. Apr2008, Vol. 24 Issue 2, p145-
be decided) 155. 11p. DOI: 10.1111/j.1571-
9979.2008.00174.x. , Database: Business
7|Page
 Source Premier

Ethics in Negotiations: Oil and Water or

Good Lubrication? By: Reitz, H. Joseph;
Wall Jr., James A.; Love, Mary
Sue. Business Horizons. May/Jun98, Vol.
41 Issue 3, p5. 10p. 2 Charts. DOI:
10.1016/S0007-6813(98)90003-9. ,
Database: Business Source Premier

Group Assignment Case will be divulged in class Direct evaluation component

Marks: 30
17
Feedback will be sent
asynchronously or in an online
discussion session
18 Group None Group presentations based on
Presentations reports submitted earlier on
assigned topics

19 Direct evaluative component:

Report: 10 marks

Presentation: 10 marks

Culture and Binder Module 12: Culture and

Negotiations Negotiation by Jeanne M. Brett sourced
from Roy J. Lewicki, R. J. Saunders D.,
Wrapping up the Minton, J. (2000) Negotiation: Readings,
course Exercises and Cases, 3rd edition, New
Students will York, McGraw-Hill International
20
understand the role Editions, pp.321-328.
played by culture Video from “The Office”
in international https://www.youtube.com/watch?v=6kfg
and multi-party Xoclrjk
negotiations

Reading
List and Text book : None as soft copies/scanned copies of readings will be sent to students
References

(along with References

details of 1. Lewicki, R. J., Saunders, D., Barry, B. (2015) Negotiation, 5th edition, New
year of York: McGraw-Hill Education
Publication) 2. Roy J. Lewicki, R. J. Saunders D., Minton, J. (2000) Negotiation: Readings,
Exercises and Cases, 3rd edition, New York, McGraw-Hill International
Editions.
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 3. Harvard Business Review on Negotiation and Conflict Resolution, Harvard
Business School Press, 2000.
4. Fisher, R. Ury, W. (2012) Getting to Yes: Negotiating an Agreement without
giving in. Penguin Books.
5. Cohen, H. (1982) You Can Negotiate Anything: How To Get What You Want,
Mumbai, Jaico Publishing House.
6. Carrell, M. R., Heavrin C. (2008) Negotiating Essentials: Theory, Skills, and
Practices, Noida, Pearson Education, Inc.

Prepared by Faculty Team Area & Program chairpersons

Faculty Chair AOL Approved by Dean SBM

Approved by Associate Deans

Instruction for Use of Intellectual Property of NMIMS SBM (By Order, NMIMS SBM)

Course Outlines are strictly for private and restricted circulation among the concerned Faculty
Members and the Students of this Programme. They are permitted to use the contents for study
and research purpose only. No part of this Course outline can be copied, reproduced, shared
and/or circulated in any manner, through any mode, for any purpose and under any
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person responsible for violating this Instruction shall be liable for appropriate disciplinary action
initiated by SBM.

Disclaimer

While care has been taken in compiling this Course outline, The School of Business Management
of SVKM’s NMIMS University shall not be held liable in any manner to any person for any mistake
and / or omission in the contents of the Course outline.

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