Programme PGP Term V Academic Year 2021-22

Course title Strategic Negotiation Skills Area Communication Credits 0.75

Prof. Satish Duryodhan (VF)

Course Description & Objectives
Negotiation is an important business function which involves negotiation with clients, suppliers, shareholders, potential partners, employees and others. Effective negotiation skills are increasingly important for leaders in the business world as they contribute significantly to business success. Managerial, executive and entrepreneurial success requires negotiation and conflict resolution capabilities to achieve superior results in an array of competitive environments that entail complex issues involving high stakes with uncertainty and often involving multi-party environments.

  • Understand strategies and frameworks for effective strategic negotiations and conflict resolution
  • Integrate and apply cross discipline, cross roles approach for wise and not merely successful outcome of strategic negotiations
  • Ability to design agreements that create maximum value on a sustainable basis
  • Develop effective communication capabilities and ability to avoid biases in negotiation situations
  • Apply the program elements to real-time strategic Negotiation situations through simulations.
  • Develop effective planning and negotiation capabilities for the corporate world

Component Approach
Concepts, frameworks PPTs
Case studies, in class negotiations and group assignments Real life industry case studies and simulations drawn from faculty personal experience and Harvard Publishing and case studies
Video Video case-based discussions, negotiation video experience reflection
Simulation Board room Simulation