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Annexure I
PROGRAM : MMS
Semester : I Elective
Title of the Subject /
course : Negotiation & Selling Skills
Course Code : For Office use
Credits : 4 Duration in
Hrs : 40
Learning Objectives
1 The module will sensitize the students to the concepts and importance of
Negotiations & Selling for all functions of Management.
2 The module is designed to introduce the student s to the basic elements of the
selling.
3 The module will give the students a broad understanding regarding different
models used for effective selling and negotiations.
4 It also creates awareness among the students about the basic qualities, traits and
skills that they need to imbibe to be an effective management professional.
Prerequisites if any
Connections with
Subjects in the current
or Future courses
Module
Sr.
No. Content Activity Learning
outcomes
1 Meaning, D efinition & Importance of
Negotiation in Management , Types of
Negotiation
2 Understanding Negotiation Framework
including Legal Aspects , Negotiation P rocess ,
Skills of a Negotiator
3 Negotiation Models (B ATNA , Dyad, Z OPA , 9
Grid) & Strategies , Understanding Barriers to
Agreement
4 Introduction to Marketing & Selling Concepts
& Traits of a Successful Salesperson Role Play
on
Negotiation
5 Understanding Successful Selling Process &
Models (7 Steps Model )
6 Customer Focus sed Selling, Art of Persuasion