Jahangirabad Institute of Technology

Dr. Tufail Ahmad

Associate Professor
Semester II, 2016
MASTER SCHEDULE: NMBA HR 03: NEGOTIATION & CCOUNSELLING
Max. Hours: 40
Objectives: The objective of this course is to provide knowledge of concepts and issues of negotiation and
Counseling such that to equip the students with valuable skills, techniques and strategies in counseling.

Week 1 Class 1 Wednesday, 27 January,2016 Class 2 Thursday, 28 January,2016

Negotiation: Nature, Characteristics, Strategy and Negotiation: Nature, Characteristics, Strategy and Tactics of
Tactics of Distributive Bargaining, Distributive Bargaining,

Week 1 Class 3 Friday, 29 January,2016 Class 4 Saturday, 30 January,2016

Negotiation: Nature, Characteristics, Strategy and Strategy and Tactics of Integrative Negotiation
Tactics of Distributive Bargaining,
Week 2 Class 5 Monday, February 01,2016 Class 6 Tuesday, February 02,2016
Strategy and Tactics of Integrative Negotiation Strategy and Tactics of Integrative Negotiation Strategy .
Strategy.
Week 2 Class 7 Wednesday, February 03,2016 Class 8 Thursday, February 04,2016
Planning for Negotiation Planning for Negotiation
Week 3 Class 9 Friday, February 05,2016 Class 10 Saturday, February 06,2016
Negotiation Sub processes: Negotiation Sub processes:

Week 4 Class 11 Monday, February 08,2016 Class 12 Tuesday, February 09,2016

Best Practices in Negotiation Best Practices in Negotiation

Week 4 Class 13 Wednesday, February 10,2016 Class 14 Thursday , February 11,2016

Fundamental Structure of negotiation and BATNA Fundamental Structure of negotiation and BATNA
Week 4 Class 15 Friday, February 12,2016 Class 16 Saturday, February 13,2016
What is communicated during negotiation and how What is communicated during negotiation and how people
people communicate in Negotiation. communicate in Negotiation.
.
Week 5 Class 17 Monday, February 15,2016 Class 18 Tuesday, February 16,2016
What is communicated during negotiation and how Negotiation
people communicate in Negotiation. at Bokaro Steel Plant (Understanding Organizational
Behaviour. By Udai Pareek, Oxford, Second Edition
Week 5 Class 19 Wednesday , February 1,2016 Class 20 Thursday, February 18,2016. Case I - Role
Negotiation Negotiation
at Bokaro Steel Plant (Understanding Organizational at Bokaro Steel Plant (Understanding Organizational
Behaviour. By Udai Pareek, Oxford, Second Edition Behaviour. By Udai Pareek, Oxford, Second Edition

Week 5 Class 21 Friday, February 19,2016 20 February to 22 February 2016

International and Cross Cultural Negotiation: Sports Events
Context and Concept, Influence of Culture on
Negotiation:

Week 6 22 February to 25 February 2016

Medical Camp

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Week 6 Class 22 Friday, February 26,2016 Class 23 Saturday, February 27,2016
International and Cross Cultural Negotiation: International and Cross Cultural Negotiation: Context and
Context and Concept, Influence of Culture on Concept, Influence of Culture on Negotiation:
Negotiation:
Week 7 Class 24 Monday, February 29,2016 01 March to 03 March,2016
Case Mid Semester Exam
II - The Dabhol Debacle ( Negotiation Made Simple,
SL Rao, Excel Books pp.30-35 and pp. 196-197).
Machinery under the Act,
Week 7 Class 25 Friday, March 04,2016 Class 26 Saturday, March 05,2016
Case Case
II - The Dabhol Debacle ( Negotiation Made Simple, II - The Dabhol Debacle ( Negotiation Made Simple, SL Rao,
SL Rao, Excel Books pp.30-35 and pp. 196-197). Excel Books pp.30-35 and pp. 196-197).
Machinery under the Act, Machinery under the Act,
Week 8 Class 27 Tuesday, March 08,2016
Case
07 March Monday, 2016 II - The Dabhol Debacle (Negotiation Made Simple, SL Rao,
Mahashivratri Holiday Excel Books pp.30-35 and pp. 196-197).
Machinery under the Act,

Week 8 Class 28 Wednesday, March 09,2016 Class 29 Thursday, March 10,2016

Emergence & Growth of Counseling: Quiz Test
Week 8 Class 30 Friday, March 11,2016
Class 31 Saturday, March 12,2016
Behaviouristic, Humanistic Approaches Steps in
Emergence & Growth of Counseling:
Counselling.

Week 9 Class 32 Monday, March 14,2016 15 March, 2016

Factors contributing to the emergence, Approaches Kashiram Jayanti Holiday
to Counseling:
Week 9 Class 33 Wednesday, March 16,2016 Class 34 Thursday, March 17,2016
Factors contributing to the emergence, Approaches Factors contributing to the emergence, Approaches to
to Counselling: Counselling:
Week 9 Class 35 Friday, March 18,2016 Class 36 Saturday, March 19,2016
Factors contributing to the emergence, Approaches Process. Modern Trends in Counselling – Trends, Role of a
to Counselling: Counsellor and Model of Conselling.
Week 10 Class 37 Monday, March 21,2016 Class 38 Tuesday, March 22,2016
Process. Modern Trends in Counselling – Trends, Process. Modern Trends in Counselling – Trends, Role of a
Role of a Counsellor and Model of Conselling. Counsellor and Model of Conselling.

Week 10 23 to 24 March 25 to 26 March

Holi Festival Holiday On Leave due to Holi festival

Week 11 Class 39 Monday, March 28,2016

Rogers Self Theory Counselling Process : Class 40 Tuesday, March 29,2016
Rogers Self Theory Counselling Process :

Week 11 Class 42 Thursday, March 31,2016

Class 41 Wednesday, March 30,2016 Revisions
Revisions

The above schedule is tentative and subject to change depending upon the actual strength of class.
GENERAL INFORMATION
Teaching Staff:
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Dr.Tufail Ahmad
JITM, NMBA-022
Course Web Site: http://www.jit.edu.in

Class Meetings: JIT HOD Room MBA

Goals:

The main course of goal is to provide students with a complete concept of each and every chapter methods. At the
completion of the course students should be able to understand the relevance of Business law and statutory provisions of
corporate laws.

Course Objectives:
Course Outcome:

Grading:
Based On Four Points:
1. Sessional Marks (2 hours paper/ 30 Marks)
2. Attendance (10 Marks)
3. Assignments (Total 5/5 Marks)
4. Class Test (Total 5 / Marks)

Class Preparation and Participation:

Reading assignments are given in the Class Schedule for each class session. You are expected to come to class prepared
to discuss the readings and the suggested questions. Your individual class participation grade will be based upon your
in-class remarks during discussions.

Classes and Topics

1Class Negotiation is defined by the Macquarie Dictionary (1998) as ‘to confer (with another) with a view to
agreement’. There are no formal rules governing how these negotiations are to be conducted, although there are
culturally accepted styles or approaches for doing so.
2Class What negotiation and conflict have in common?
3Class The obvious common denominator in negotiation and conflict is they both involve a relationship with at
least one other person.
4Class Some of the things a counsellor should be aware of when teaching a client negotiation skills as part of the
conflict resolution process is that when a person enters into a negotiation or they find themselves in conflict with
another person, the outcomes they and the other person desire appear to be diametrically opposed.
5Class Otherwise there would not be a conflict or need for serious negotiation (Mindtools, 2005). A counsellor
should consider the following about negotiation skills training:
6Class Determine how much the parties invested (i.e. time, money, emotion, energy). This will help establish
whether the outcome is achievable and whether a negotiation will be successful.
7Class The difference between a conflict situation and entering a negotiation is that the tension levels are
already high when in conflict and relationships may have already been damaged.
8Class It is common that both parties see themselves as ‘right’, and want to prove their ‘rightness’ to each
other. In this sense every negotiation has potential for conflict.
9Class If both parties maintain their position of ‘rightness’, there is little opportunity for resolution or for either
party to achieve their desired outcomes. Relationships may be irretrievably damaged and neither party wins.
10Class The common ways individuals seek to resolve conflict:
11Class Competing is a style in which one’s own needs are advocated over the needs of others. It relies on an
aggressive style of communication, low regard for future relationships, and the exercise of coercive power. Those

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 using a competitive style tend to seek control over a discussion, in both substance and ground rules. Competing
results in responses that increase the level of threat.
12Class Accommodating, also known as smoothing, is the opposite of competing. Persons using this style yield
their needs to those of others, trying to be diplomatic. They tend to allow the needs of the group to overwhelm their
own, which may not ever be stated, as preserving the relationship is seen as most important.
13Class Avoiding is a common response to the negative perception of conflict. “Perhaps if we don’t bring it up, it
will blow over,” we say to ourselves. But, generally, all that happens is that feelings get pent up, views go
unexpressed, and the conflict festers until it becomes too big to ignore.
14Class Needs and concerns go unexpressed, people are often confused, wondering what went wrong in a
relationship.
15Class Compromising is an approach to conflict in which people gain and give in a series of tradeoffs. While
satisfactory, compromise is generally not satisfying. We each remain shaped by our individual perceptions of our
needs and don’t necessarily understand the other side very well. We often retain a lack of trust and avoid risk-taking
involved in more collaborative behaviours.
16Class Collaborating is the pooling of individual needs and goals toward a common goal. Often called “win-
win problem-solving,” collaboration requires assertive communication and cooperation in order to achieve a better
solution than either individual could have achieved alone.
17Class Offers the chance for consensus, the integration of needs, and the potential to exceed the “budget of
possibilities” that previously limited our views of the conflict. It brings new time, energy, and ideas to resolve the
dispute meaningfully.

18Class Prepared Understand and articulate your goals and interests Set high but achievable aspirations for
negotiation Diagnose the fundamental structure of the negotiation.

19Class Make conscious decisions about the nature of the negotiation: is it a distributive or integrative
negotiation or blend of the two. Choose strategies and tactics accordingly
20Class Negotiation at Bokaro Steel Plant (Understanding Organizational Behaviour. By Udai Pareek, Oxford,
Second Edition.
21Class Machinery under the Act, II - The Dabhol Debacle (Negotiation Made Simple, SL Rao, Excel Books
pp.30-35 and pp. 196-197).
22Class What Makes International Negotiation Different?
23Class Two overall contexts have an influence on international negotiations: the environmental context and
the immediate context.
24Class Environmental Context: Includes environmental factors that neither negotiator controls that influence the
negotiation. Seven factors: 1. Political and Legal Pluralism. Firms conducting business in different countries are
working with different legal and political systems. Political considerations may enhance or detract from business
negotiations in various countries at different times. International Economics.
5. Ideology

6. Culture

7. External Stakeholders
25Class Behaviouristic, Humanistic Approaches Steps in Counseling.
26Class Counseling psychology is a psychological specialty that encompasses research and applied work in
several broad domains: counseling process and outcome; supervision and training; career development and
counseling; and prevention and health.
27Class Some unifying themes among counseling psychologists include a focus on assets and strengths, person–
environment interactions, educational and career development, brief interactions, and a focus on intact
personalities. Rogers (1957; 1959) stated[9] that there are six necessary and sufficient conditions required for
therapeutic change:
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28Class Therapist–client psychological contact: a relationship between client and therapist must exist, and it
must be a relationship in which each person's perception of the other is important.
29Class Client incongruence: that incongruence exists between the client's experience and awareness.
30Class Therapist congruence or genuineness: the therapist is congruent within the therapeutic relationship.
The therapist is deeply involved him or herself — they are not "acting" — and they can draw on their own
experiences (self-disclosure) to facilitate the relationship.
31Class Therapist unconditional positive regard (UPR): the therapist accepts the client unconditionally,
without judgment, disapproval or approval. This facilitates increased self-regard in the client, as they can begin to
become aware of experiences in which their view of self-worth was distorted by others.
32Class Therapist empathic understanding: the therapist experiences an empathic understanding of the client's
internal frame of reference. Accurate empathy on the part of the therapist helps the client believe the therapist's
unconditional love for them.
33Class Client perception: that the client perceives, to at least a minimal degree, the therapist's UPR and
empathic understanding.
34Class Revisions and Test practices

READING PACKET TABLE OF CONTENTS

Reading Title
Suggested Readings :
1. Lewicki, Saunders & Barry - Negotiation (Tata Mc Graw Hill, 5th Ed.)
2. B.D.Singh - Negotiation Made Simple (Excel Books, 1st Ed.)
3. Rao S N - Counseling and Guidance (Tata Mc Graw Hill, 2nd Ed.)
4. Singh Kavita - Counselling Skills for Managers (PHI, 1st Ed.)
5. Welfel, Patternson - The Counselling Process, A Multi theoretical Integrative Approach.
(Thomson India, 6th Ed.)
6. Pareek Udai - Understanding Organisational Behaviour (Oxford)