Introduction to Economics and Business
on Oct 23, 2009 in Sem1.Economics for Business and Management - Microeconomics STUDENT: Hello, Teacher. Yes, I know what's coming up now! For several coming Modules you are going to lecture me about "Microeconomics"!And I also know that "Macroeconomics is the study of how the economy functions in broad outline", because you lec...

Basic Accounting Concepts: The Balance Sheet
on Mar 11, 2009 in Sem6.Financial Management-Financial Accounting BASIC CONCEPTSTEACHER: Hello, Student. Here we are again, this time to discuss Financial Management. Eight Modules, eight homework assignments and a final exam are ahead of us!STUDENT: Hi, Teacher. Fine, we will cross each bridge as we get to it. Let...

The A – Z of Negotiations Part I
on Mar 5, 2009 in Sem1.Effective Business Negotiation TEACHER: Hi. Let’s begin this Module by observing my friend Jim in the process of negotiating the purchase of a car. This is a very different situation from the one described in Module VI, where the negotiation was about a limited production luxury...

Handling Difficult Negotiations... and Difficult Negotiators!
on Mar 5, 2009 in Sem1.Effective Business Negotiation TEACHER: Hello! In this Module we will witness a very difficult negotiation process. We will comment on the ploys being used, and the behavioral styles of the negotiators.STUDENT: Did you say a difficult negotiation? Why, are they any easy ones? My c...

Negotiation Practice: Different Approaches Part 3
on Mar 5, 2009 in Sem1.Effective Business Negotiation In Module III of this course we mentioned that the three basic competing approaches to good negotiation practice are * Streetwise Tactical Ploys (STP) * Principled Negotiation * Negotiation as a phased processIn Modules II and III we describ...

Negotiation Basics
on Mar 5, 2009 in Sem1.Effective Business Negotiation What is "Negotiation"?Let’s define a very simple situation. A has something B wants and is in a position to deliver it; and B has something A wants, and would also be able to deliver it. These are the necessary conditions for any type of negotiatio...

The A – Z of Negotiations Part II
on Mar 5, 2009 in Sem1.Effective Business Negotiation TEACHER: Hello! I suggest we start this module by talking about a false and a real Dutch. Do you agree?STUDENT: An intriguing proposition I can’t refuse, for sure. Are you going to talk about counterfeit Heineken beer and an authentic renaissance p...

Negotiation Practice: Different Approaches Part 2
on Mar 5, 2009 in Sem1.Effective Business Negotiation In Module II of this course we mentioned that the three basic competing approaches to good negotiation practice are * Streetwise Tactical Ploys (STP) * Principled Negotiation * Negotiation as a phased processIn Module II we described the Str...

The People Factor in Negotiations
on Mar 5, 2009 in Sem1.Effective Business Negotiation The People Factor in Negotiations: PersonalityTEACHER: I will start this module by making a confession to you. I get the feeling that teaching you about negotiations is very difficult. I feel a bit apprehensive about the best way to continue.STUDENT:...

Negotiation Practice: Different Approaches Part 1
on Mar 5, 2009 in Sem1.Effective Business Negotiation Possibly the subject of the largest number of seminars and courses being offered today is "Successful Negotiation Techniques" or some similar title. Also many books can be found on the shelves of any bookstore, written by authors of very different ba...