♦ Negotiation – Concept, Key Negotiation Concepts, Perception and Cognition in Negotiation, Negotiation Process, Conflict and Negotiation Strategy

♦ Types – Distributive Negotiation; Integrative Negotiation; Multiple Phases and Multiple Parties, Preparation for a Deal; Table Tactics; Frequently asked Tactical Questions; Barriers to Agreement; Mental Errors in Reaching an agreement.

Pedagogical Approach : Lecture Method, Case Study and Assignments

♦ Negotiation Skills – Negotiating as an Organizational Capability; Skills of an Effective Negotiator, Negotiation and IT; Ethics in Negotiation; Cultural Differences in Negotiation Styles; Gender in Negotiations; Context of Mediation; Negotiation as Persuasion

♦ Developing Power, Decision Trees, Psychological Tools. Practical Practice of Negotiation

Pedagogical Approach : Lecture Method, Case Study and Role Play