Business Negotiations

By Dr Ginni Chawla   |   Indian Institute of Foreign Trade (IIFT), New Delhi
Learners enrolled: 3324
Negotiation skills are required to nurture business relationships, solve problems, ensure profitable deals and manage teams. Negotiations in a global era involve adapting strategy and tactics with an appreciation for cross-cultural differences. This course provides participants with frameworks to understand negotiation structure and strategy, and practical skills to plan for negotiations, deliver negotiation strategy, persuade and influence in a variety of situations and within a variety of cultures. The acquired knowledge of the principles, strategies and tactics in the field of business negotiations would contribute to the successful conduct of negotiations and securing a better position in relation to the other party, since negotiations are inevitable in business relations.
Course Status : Completed
Course Type : Core
Duration : 12 weeks
Category :
  • Management Studies
Credit Points : 3
Level : Postgraduate
Start Date : 29 Jan 2024
End Date : 30 Apr 2024
Enrollment Ends : 29 Feb 2024
Exam Date : 19 May 2024 IST
Shift :

Shift 2

Note: This exam date is subjected to change based on seat availability. You can check final exam date on your hall ticket.

Page Visits

Course layout

Week 1: Negotiation Fundamentals
Week 2: Perception and Cognition in Negotiation
Week 3: The Negotiation Process: Four Stages
Week 4: Strategy and Tactics of Distributive Bargaining
Week 5: Strategy and Tactics of Integrative Bargaining
Week 6: Conflict and Negotiation Strategy
Week 7: Power and Influence in Negotiation
Week 8: Communication in Negotiations
Week 9: The Influence of Culture on Negotiations
Week 10: Intercultural Communication and the Negotiation Process
Week 11: Managing Negotiation Impasses
Week 12: Best Practices in Negotiation

Click here for Syllabus

Exam Schedule

Books and references

"Lewicki, R., Barry, B., Saunders, D.M. (2024). Negotiation (9th Ed.). McGraw Hill Education
Carrell, M. R., Heavrin, C. (2008). Negotiating Essentials: Theory, Skills and Practices(1st ed.). Pearson "

Instructor bio

Dr Ginni Chawla

Indian Institute of Foreign Trade (IIFT), New Delhi
"Dr Chawla is currently working as Assistant Professor in the Department of General Management & Strategy at Indian Institute of Foreign Trade (IIFT), New Delhi. She completed her B.Com. (2008), MBA (2010) and PhD (2016) in the field of HRM from Motilal Nehru National Institute of Technology (MNNIT), Prayagraj (formerly Allahabad). She received National Scholarship (JRF) in the domain of Labour Welfare/Personnel Management/Industrial Relations/Labour and Social Welfare/Human Resource Management from University Grants Commission (UGC), New Delhi, in the year 2010.
Her teaching interests lie in the domain of HRM, OB, and Negotiations. Her research interests include working on Design Thinking, Employee Experience, Employability, Employee Engagement and Trade Unions. She has published research papers in a number of leading national and international journals, and has also received several awards and accolades for paper presentations made at National and International Conferences.
Prior to joining academics, she worked for a short stint with Yes Bank Ltd., Mumbai. Dr Chawla has been the elected National Representative - India  for the European Academy of Management (EURAM) for the session 2020-23."

Course certificate

Enrolling and learning from the course is free. However, if you wish to obtain a certificate, you must register and take the proctored exam in person at one of the designated exam centre’s. The registration URL will be announced when the registration form is open. To obtain the certification, you need to fill out the online registration form and pay the exam fee. More details will be provided when the exam registration form is published, including any potential changes. For further information on the exam locations and the conditions associated with filling out the form, please refer to the form.

Grading Policy: 

Assessment Type


Weekend Assessment


Final Exam


Certificate Eligibility:
  • 40% marks and above in weekend assessment
  • 40% marks and above in the final proctored exam


Type of Certificate



75 - 89


70 - 74


40 - 70

Successfully Completed


No Certificate

Sample Certificate:

Disclaimer: In order to be eligible for the certificate, you must register for enrolment and exams using the same email ID. If different email IDs are used, you will not be considered eligible for the certificate.

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