Negotiation and Leadership — DU Skill Enhancement Courses Previous Year Question Papers

Negotiation and Leadership CREDIT DISTRIBUTION, ELIGIBILITY AND PRE-REQUISITES OF THE COURSE Course Credits Credit distribution of the course Eligibilit Pre-requisite title Lecture Tutorial Practical/ ycriteria of the course Practice (if any) Negotiation 2 0 0 2 12' Pass and NIL Learning Objectives The Learning Objectives of this course are as follows: To introduce the students to the importance of negotiation skills To expose the students to diverse contexts and situations that require negotiation skills To learn about the management of critical and crisis situations To evolve relationship building skills Learning outcomes The Learning Outcomes of this course are as follows: After studying this course, students will be able to apply negotiation skills to obtain desired results After studying this course, students will be able to understand the various aspects of a crisis situation for appropriate management. After studying this course, students will be able to learn how to manage complex negotiation situations. After studying this course, students will be able to understand the process of relationship building. After studying this course, students will be able to test and judge the legitimacy of the terms of negotiation Unit 1 (3 weeks) Negotiation Fundamentals Key concepts and core vocabulary of negotiation process, deal-making and dispute resolution, Assumptions and biases that are barriers to effective negotiation, Collaborative approaches, risk & opportunities to achieve win-win outcomes Negotiation Canvas Introduction of a framework for negotiation preparation and how to use it, Elements of negotiation canvas i.e. relationship, alternatives, legitimacy, options, interests among others, Difference between position and interests Unit 2 (4 weeks) Managing critical moments Types of negotiation approaches used by negotiators Critical moments that can make or breakthe deal How to identify these critical moments, Strategies to manage critical moments in the negotiation Effective Communication and Relationship Building Role of communication and relationship in negotiation, Understanding the other party's sychology to understand their interests, build trust and improve the scope of the negotiation Unconditionally constructive behaviours, Methods of building trust, and empathy, Overcomin communication barriers, difficult behaviours and information asymmetry Unit 3 (4 weeks) Discovering, creating and claiming value Complex Negotiations Strategies for negotiations are not straightforward, involve several issues, include multiple stakeholders, and /or involve powerful parties, Hofstede's Culture dimensions, Dealing with people with difficult behaviours Unit 4 (4weeks) Legitimacy and Building Commitment When to say yes to agreed terms, and when to walk away, Criteria for decision-making on negotiated terms, Assessment of the legitimacy of negotiated terms, Leading all parties to ommit to the negotiated agreement, Steps from plan to execution