Bachelor of Commerce (B.Com.) Negotiation Skills Syllabus - Mumbai University
This is the FY BCOM syllabus under NEP 2020, in force from the academic year 2024-25. The University still sets the earlier Choice Based syllabus below alongside it for ATKT candidates, so check which scheme your exam form names before you revise.
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Syllabus for Negotiation Skills
Module I: Negotiation and Types of Negotiations
- 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.
Module II: Negotiation Skills
- 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
REFERENCES
- 1 Michael A. Wheeler. (2003). Negotiation. Harvard Business Essential Series
- 2 David S. Hames. (2012). Negotiation: Closing Deals, Settling Disputes and Making Team Decisions. Sage Publications
- 3 C.S Rayudu, “Communication” Himalaya Publishing House, 2012
- 4 Myer & Myer, Communication Mcgraw Hill, 2007
- 5 Rai & Rai, Business Communication – Himalaya Publishing House , 2011
- 6 Harvard Business Essentials Guide to Negotiation2 Michael Wheeler. Harvard Business School Press Paperback: 208 pages, Harvard Business Press (July 1, 2003). ISBN-10: 1591391113 ISBN-13: 978- 1591391111
- 7 Lewicki, R., Barry, B., Saunders, D.M. (2024). Negotiation (9th Ed.). McGraw Hill Education
- 8 Carrell, M. R., Heavrin, C. (2008). Negotiating Essentials: Theory, Skills and Practices(1st ed.). Pearson
- 1 David Campbell. (2015). Guerrilla Business Negotiation Techniques
- 2 Jack Welch and Suzy Welch. (2009). Winning: The Ultimate Business How-to-Book.Harper Collins
- 3 P. D. Chaturvedi, Mukesh Chaturvedi , Business Communication- Skills, Concepts and Appplications, Pears on Publications, 2013. Page 20 of 36 30 Marks External DURATION: 1 Hour MARKS: 30 Any 2 out of 3 Q. 1 Answer the following (15 Marks) a. b. Q. 2 Answer the following (15 Marks) a. b. Q. 3 Answer the following (15 Marks) a. b. 20 Marks Internal
- 1 Class Test (05 Marks)
- 2 Assignment (05 Marks)
- 3 Presentation (05 Marks)
- 4 Group Discussion (05 Marks)
- 5 Quiz (05 Marks)
- 6 Case Study (05 Marks) Note: 1) Any Four out of the above can be taken for the internal Assessment.
- 2 The internal Assessment shall be conducted throughout the Semester. Page 21 of 36
Reproduced from the University of Mumbai syllabus for Bachelor of Commerce (B.Com.) under NEP 2020, in force from the academic year 2024-25. Wording is as printed in that syllabus. Module numbering is as printed there too.
The complete syllabus
This subject is cut from the University circular for its year. Open a document here if you want the whole thing rather than a single subject.