Grade "A+" Accredited by NAAC with a CGPA of 3.46
The objective of this course is to provide insights into handling behavioural issues at work place by developing counselling skills. It is also intended to facilitate an understanding of the structure and dynamics of negotiation.
At the end of the course, students should be able to:
Unit I (3 Weeks)
Counselling: Introduction, Approaches to Counselling, Goals and Process of Counselling; Counselling Procedures and Skills, Organizational Application of Counselling Skills.
References:
Singh Kavita – Counselling Skills for Managers (PHI), Chapter 1, 2, 3, 4, 5, 6
Kotler, J. A., & Shepard, D. S.: Introduction to counselling: voices from the field, USA: Cengage Learning, Chapter 1, 5
Carroll, M.: Workplace counselling, Sage Publication, Chapter 1, 2, 3
Unit II (3 Weeks)
Changing Behaviours through Counselling; Specific Techniques of Counselling; Role conflicts of Managers and Counselling. Application of Counselling in Specific Organizational Situations: Dealing with problem Subordinates; Performance Management; Alcoholism and Other Substance Abuse. Ethics in Counselling.
References:
Singh Kavita – Counselling Skills for Managers (PHI), Chapter, 7, 8, 9, 10, 11, 12, 13
Kotler, J. A., & Shepard, D. S.: Introduction to counselling: voices from the field, USA: Cengage Learning, Chapter 9, 11, 12, 14
Carroll, M.: Workplace counselling, Sage Publication, Chapter 3, 4, 8
Unit III (3 Weeks)
Negotiation: Introduction, Nature and need for negotiation, negotiation process, Types and styles of negotiation; strategies and tactics; barriers in effective negotiation, Communication Style, Breaking Deadlocks
References:
Lewicki, R.: Essentials of negotiation, Chapter 1, 2, 3, 4, 6, 7
Korobkin, R.: Negotiation theory and strategy, Chapter 1, 2, 3, 8
Unit IV (3 Weeks)
Role of trust in negotiations; negotiation and IT; ethics in negotiation; cultural differences in negotiation styles; gender in negotiations; context of mediation; negotiation as persuasion.
References:
Lewicki, R.: Essentials of negotiation, Chapter 9, 10, 11
Korobkin, R.: Negotiation theory and strategy, Chapter 12, 13
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