Counselling and Negotiation Skills for Management

Course ID
MDH 506
Level
Undergraduate
Program
BMS
Semester
Fifth
Credits
6.0
Paper Type
DSE – Human Resource Management
Method
Lecture & Tutorial

Unique Paper Code: 61017911

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.

Learning Outcomes:

At the end of the course, students should be able to:

  • Understand complex theory and practice of negotiation in particular and conflict resolution in general.
  • Identify the challenges we all have in dealing with negotiation and conflict resolution.
  • Apply negotiation as a system and the important role of subsidiary factors.

Course Contents

Unit I
Unit II
Unit III
Unit IV

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

Additional Information

Text Books


Singh Kavita – Counselling Skills for Managers (PHI)
Carroll, M.: Workplace counselling, Sage Publication.
Kotler, J. A., & Shepard, D. S.: Introduction to counselling: voices from the field, USA: Cengage Learning.

Additional Readings


Kolb, D., & Williams, J.: The Shadow Negotiation. UK: Simon & Schuster.
Korobkin, R.: Negotiation theory and strategy, Aspen Publisher.
Lewicki, R.: Essentials of negotiation. Alexandria V. A.: Society of HRM.

Teaching Learning Process

Lecture, discussion, PowerPoint presentations.

Assessment Methods

Internal Assessment: 25 marks
Written Theory Exam: 75 marks

Keywords

Counselling Procedures and skills, Specific techniques of counselling, Performance management, Negotiation, Communication style, breaking deadlocks, mediation

Disclaimer: Details on this page are subject to change as per University of Delhi guidelines. For latest update in this regard please refer to the University of Delhi website here.

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