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SM & Ns (Mba) - Course Plan
SM & Ns (Mba) - Course Plan
Objectives:
Managerial success requires agreement and collaboration with other people. This is certainly true for transactions between
organizations and customers, and between investors and start-up companies.
This course is aimed at enabling students to become more effective sales professional and a negotiator. Effectiveness requires many
aspects, including:
The ability to create value and execute deals that others might overlook;
The strategic skill and competencies needed for success.
The ability to avoid common mistakes made by sales professionals and negotiators;
The ability to work with people whose backgrounds, expectations, and values differ from your own; and
The capacity to reflect and learn from your experience.
Unit
Unit I
Topic
Hrs/wee
k
Teaching Method
Reading Assignment
2/one
Lecture/Discussio
n
Lecture/Discussio
n
1/one
Unit II
Unit
III
2/two
Lecture/Discussio
n
1/two
Lecture/Discussio
n
2/three
Lecture/Discussio
n
1/three
Lecture/Discussio
n
2/four
Lecture/Discussio
n
1/four
Lecture/Discussio
n
Lecture/Discussio
n
Lecture/Discussio
n
2/five
1/five
Unit
IV
2/six
Lecture/Discussio
n
1/six
Lecture/Discussio
n
1/seven
Lecture/Discussio
n
2/seven
Lecture/Discussio
n
2/eight
Lecture/Discussio
n
1/eight
Lecture/Discussio
n
Lecture/Discussio
n
Lecture/Discussio
n
Lecture/Discussio
n
Lecture/Discussio
n
Lecture/Discussio
2/nine
1/nine
Negotiation styles
1/ten
Common
2/ten
2/ten
n
Kit by Roger J. Volkema
Midterm exams: Unit I,II & III (upto week five & topic Sales Approach, Diagnosis and Solution generation)
Reference Books:
1) Cundiff & Still., Sales Management Decision, Strategy & Cases. 5thEdition, PHI .
2) Charles M. Futrell., Sales Management Teamwork, Leadership and Technology. Thomson.
3) William J. Stanton and Rosann Spiro.,( 1999). Management of a Sales Force. 10th Edition, Irwin- McGraw Hill.
4) Roger J.Volkema., (2008). Negotiation tool kit. PHI.
5) Mnookin., Peppet, and Tulumello,(2000). Beyond Winning: Negotiating to Create Value in Deals and Disputes.Harvard
University Press.
6) Raiffa., (1982). The Art and Science of Negotiation. Harvard University Press.
7) Thompson.,(2001). The Mind and Heart of the Negotiator. Prentice-Hall.
8) Ury.,(1993). Getting Past No. Bantam.
EVALUATION CRITERIA
1. CIA I Quiz/ Writing assignment/ Participation in the discussions/Field Work (20 marks)
2. CIA III- Research based assignment Article review/ Participation in the discussions/ Field Work (20 marks)
3. Learning Methodology:
a) Interactive sessions on the concepts
b) Case analysis and discussions
d) Role Plays
Marks
break up
CIA-I
Mid term
CIA-III
End term
ou
t
of
20
50
20
10
0
Wei
ght
10
25
10
Attend
ance
0
0
0
Tot
al
10
25
10
50
55
4
Total
19
0
95
10
0