BBA 303 Negotiation Skills Notes cover all 4 units of this GGSIPU BBA Semester 5 elective in 52 pages: 32 concept tables, 10 worked examples (from a ₹40,000 laptop ZOPA to the Maruti Suzuki joint venture) and 52 exam questions. They follow the NEP scheme for the batch admitted 2024-25 onwards.
Written by Prateek Talwar, Founder, Unnati Educations, ACS (ICSI) · Reviewed by Sheetal Kirola, BBA (DU SOL), 6 years in BBA · Checked against the BBA Scheme & Syllabus (NEP Based), w.e.f. 2024-25 (ipu.ac.in, January 2025) · Updated 14 October 2026 · Editorial policy
Scheme: BBA NEP scheme, w.e.f. 2024-25 | Applies to: batch admitted 2024-25 onwards | Verified against: BBA Scheme & Syllabus (NEP Based) w.e.f. 2024-25, ipu.ac.in, January 2025
BBA 303 Negotiation Skills at a glance: GGSIPU BBA Sem 5 credits, units and exam pattern
| Code and title | BBA 303 Negotiation Skills |
|---|---|
| Course and semester | BBA (NEP), Semester 5 |
| Category and credits | Human Resource Management elective; a Major Elective (Discipline Specific Course) or Minor Elective (Inter-disciplinary Course) by your chosen scheme. L-4, T-0, 4 credits |
| Marks | 100: 40 internal (15 class test + 25 activities) + 60 end-term |
| Applies to | Batch admitted 2024-25 onwards |
| End-term pattern | Question-wise pattern not printed in the official PDF |
| Units | 4 units, 15 hours each |
| Paired lab | None (theory paper) |
Electives run at the college's discretion, so check that your institute offers BBA 303. Compare the other options on the GGSIPU BBA Semester 5 papers page.
The official PDF prints no pass percentage for BBA 303. End-term minimums and re-appear rules sit in Ordinance 11 (examinations and evaluation).
BBA 303 Negotiation Skills Notes unit-wise: 52 exam questions and 10 worked examples across 4 units
Each unit has five sections, an exam questions page and a Quick Revision table. Notes for every other BBA paper sit under GGSIPU BBA notes.
These GGSIPU BBA Sem 5 Negotiation Skills notes use the official unit titles; see real pages in the sample PDF above.
BBA 303 Unit 1: Foundations of Negotiation
Pages 4 to 14 (11 pages). Four textbook definitions lead into distributive vs integrative bargaining (Walton and McKersie, the Fisher-Ury orange story), the five-stage process, BATNA, WATNA and ZOPA with rupee figures, SMART goals and the Lewicki strategy model. Count: 6 worked examples, 5 concept tables, 8 short and 5 long questions.
| Point | Value | What it means |
|---|---|---|
| Seller's reservation point | ₹40,000 | Seller will not go lower |
| Buyer's reservation point | ₹45,000 | Buyer will not go higher |
| ZOPA | ₹40,000 to ₹45,000 | Any deal lands inside this range |
Quick look: a positive ZOPA in a laptop sale (from page 10)
- Point
- Seller's reservation point
- Value
- ₹40,000
- What it means
- Seller will not go lower
- Point
- Buyer's reservation point
- Value
- ₹45,000
- What it means
- Buyer will not go higher
- Point
- ZOPA
- Value
- ₹40,000 to ₹45,000
- What it means
- Any deal lands inside this range
BBA 303 Unit 2: Communication, Psychology & Tactics
Pages 15 to 26 (12 pages). Five question types and a nine-row non-verbal table open the unit, then Cialdini's seven principles, the ELM model and French and Raven's power bases. After the biases (see the excerpt below) come six difficult negotiator types, Ury's five "Getting Past No" steps, nine hardball tactics with counters and three trust levels. Count: 9 concept tables, 8 short and 5 long questions.
| Mode | Rests on | Line a negotiator might use |
|---|---|---|
| Ethos | Credibility | "We have supplied 500+ companies for 20 years." |
| Pathos | Emotion | "This deal cuts your team's overtime and stress." |
| Logos | Logic and data | "Your cost falls 18%, payback in 14 months." |
Quick look: Aristotle's three modes of persuasion (from page 17)
- Mode
- Ethos
- Rests on
- Credibility
- Line a negotiator might use
- "We have supplied 500+ companies for 20 years."
- Mode
- Pathos
- Rests on
- Emotion
- Line a negotiator might use
- "This deal cuts your team's overtime and stress."
- Mode
- Logos
- Rests on
- Logic and data
- Line a negotiator might use
- "Your cost falls 18%, payback in 14 months."
BBA 303 Unit 3: Conflict Resolution and Ethics
Pages 27 to 39 (13 pages). Moore's five conflict sources and Robbins' five stages lead into the Thomas-Kilmann grid of five modes. Then come five third-party types, six mediation stages, four ethical reasoning approaches, deception under Sections 17 and 18 of the Indian Contract Act and an 11-row pitfalls table. Count: 1 case, 9 tables, 8 short and 5 long questions.
| Basis | Mediation | Arbitration |
|---|---|---|
| Who decides | The parties themselves | The arbitrator (award) |
| Binding | No, until an agreement is signed | Yes |
| Focus | Interests and relationship | Rights, evidence, facts |
| Law in India | Mediation Act, 2023 | Arbitration and Conciliation Act, 1996 |
Quick look: mediation vs arbitration (from page 33)
- Basis
- Who decides
- Mediation
- The parties themselves
- Arbitration
- The arbitrator (award)
- Basis
- Binding
- Mediation
- No, until an agreement is signed
- Arbitration
- Yes
- Basis
- Focus
- Mediation
- Interests and relationship
- Arbitration
- Rights, evidence, facts
- Basis
- Law in India
- Mediation
- Mediation Act, 2023
- Arbitration
- Arbitration and Conciliation Act, 1996
BBA 303 Unit 4: Applied Negotiation Skills
Pages 40 to 52 (13 pages). Hofstede's six dimensions, Hall's high and low context, seven country styles and ten etiquette rules come first. Negotiation is then applied to sales (SPIN), HR (collective bargaining), procurement (Kraljic matrix) and joint ventures, closing with team roles, eight simulation types and a ten-step capstone plan. Count: 2 worked cases, 9 tables, 8 short and 5 long questions.
| Basis | Two-party | Multi-party |
|---|---|---|
| Coalitions | Not formed | Alliances form |
| Decision rule | Both agree | Majority, unanimity or consensus |
| Process | Simple | Needs agenda, turn-taking, voting rules |
| Facilitator | Rarely needed | A chair is very useful |
Quick look: two-party vs multi-party negotiation (from page 46)
- Basis
- Coalitions
- Two-party
- Not formed
- Multi-party
- Alliances form
- Basis
- Decision rule
- Two-party
- Both agree
- Multi-party
- Majority, unanimity or consensus
- Basis
- Process
- Two-party
- Simple
- Multi-party
- Needs agenda, turn-taking, voting rules
- Basis
- Facilitator
- Two-party
- Rarely needed
- Multi-party
- A chair is very useful
Anchoring and framing in negotiation psychology: excerpt from page 19 of the BBA 303 notes
Excerpt from page 19
Negotiators are not fully rational. The mind takes shortcuts called heuristics, and these shortcuts produce cognitive biases, which are systematic errors in judgement. A skilled negotiator guards against his own biases and learns to read the biases of the other side. These ideas come from the work of Kahneman and Tversky and from behavioural economics.
Anchoring
Anchoring bias means leaning too heavily on the first piece of information you hear. In a negotiation, the opening offer becomes that anchor, and the rest of the talk moves around it.
Example: a seller quotes ₹1.2 crore for a flat. The buyer had estimated ₹90 lakh, yet ₹1 crore now feels like a good deal, because his thinking has been pulled towards ₹1.2 crore.
How to use it: if you hold good information, make the first offer yourself so that you set the anchor. Keep the opening offer ambitious but easy to justify. If the other side throws out an extreme anchor, do not treat it as serious. Re-anchor at once with objective data, or say plainly that the figure is not a basis for discussion.
Framing
The framing effect means that the same facts, presented in different ways, lead people to different decisions. Prospect Theory by Kahneman and Tversky explains why: people fear a loss more than they enjoy a gain of the same size. This is called loss aversion.
| Frame | Statement | Effect |
|---|---|---|
| Gain | "You will save ₹2 lakh with this deal." | People avoid risk and take the safe deal |
| Loss | "Without this deal you will lose ₹2 lakh." | People feel pushed to act and accept risk |
| Positive | "90% of customers are satisfied." | Good impression |
| Negative | "10% of customers are unhappy." | Same data, poor impression |
Four frames for the same information (from page 19)
- Frame
- Gain
- Statement
- "You will save ₹2 lakh with this deal."
- Effect
- People avoid risk and take the safe deal
- Frame
- Loss
- Statement
- "Without this deal you will lose ₹2 lakh."
- Effect
- People feel pushed to act and accept risk
- Frame
- Positive
- Statement
- "90% of customers are satisfied."
- Effect
- Good impression
- Frame
- Negative
- Statement
- "10% of customers are unhappy."
- Effect
- Same data, poor impression
Negotiation tip: present your proposal as a gain and present "no deal" as a loss. For example: "If you do not sign today, you lose both the discount and the priority delivery."
BBA 303 exam corner: 32 two-to-five-mark and 20 ten-to-fifteen-mark questions by unit
| Unit | Short answer (2–5 marks) | Long answer (10–15 marks) | Worked examples and cases |
|---|---|---|---|
| 1 Foundations of Negotiation | 8 | 5 | 6 |
| 2 Communication, Psychology & Tactics | 8 | 5 | 1 |
| 3 Conflict Resolution and Ethics | 8 | 5 | 1 |
| 4 Applied Negotiation Skills | 8 | 5 | 2 |
| Total | 32 | 20 | 10 |
Exam questions and worked examples in the BBA 303 notes, by unit
- Unit
- 1 Foundations of Negotiation
- Short answer (2–5 marks)
- 8
- Long answer (10–15 marks)
- 5
- Worked examples and cases
- 6
- Unit
- 2 Communication, Psychology & Tactics
- Short answer (2–5 marks)
- 8
- Long answer (10–15 marks)
- 5
- Worked examples and cases
- 1
- Unit
- 3 Conflict Resolution and Ethics
- Short answer (2–5 marks)
- 8
- Long answer (10–15 marks)
- 5
- Worked examples and cases
- 1
- Unit
- 4 Applied Negotiation Skills
- Short answer (2–5 marks)
- 8
- Long answer (10–15 marks)
- 5
- Worked examples and cases
- 2
- Unit
- Total
- Short answer (2–5 marks)
- 32
- Long answer (10–15 marks)
- 20
- Worked examples and cases
- 10
One question per unit, with answer pointers:
- Unit 1 (10–15 marks): Distinguish between distributive and integrative bargaining with examples. Which suits long-term business relationships? Pointer: Use the 11-basis table on pages 7-8, the orange story, and the mixed-motive note: create value, then claim it.
- Unit 2 (2–5 marks): Explain the good cop/bad cop tactic and how to counter it. Pointer: Page 21: one member plays tough so the other's offer looks generous; name the tactic and treat both as one team.
- Unit 3 (2–5 marks): When is the avoiding style of conflict management appropriate? Pointer: Low assertiveness, low cooperativeness (page 30): trivial issues, a cooling-off need or missing information.
- Unit 4 (2–5 marks): Explain the Kraljic Matrix in procurement negotiation. Pointer: Page 44: profit impact against supply risk gives strategic, leverage, bottleneck and non-critical items.
The BBA 303 notes list 32 short-answer (2–5 marks) and 20 long-answer (10–15 marks) exam questions across 4 units, plus 10 worked examples and case boxes.
More practice, unit by unit, sits in the BBA 303 important questions.
Who writes and checks the BBA 303 Negotiation notes?
- Prateek Talwar, author. Founder, Unnati Educations. Associate Company Secretary (ACS), ICSI, membership no. 58704 since 15 May 2019; B.Com, University of Delhi (School of Open Learning), 2012. Counselling students since 2014. Author profile
- Sheetal Kirola, subject reviewer. Academic Head, Unnati Educations. BBA and B.Ed, University of Delhi (School of Open Learning); M.Ed.; 6 years of experience in BBA subjects. She checked every unit against the official BBA 303 topic list.
The 2026-27 edition maps every section to the four official units for the 2024-25 batch onwards and cites Indian law such as the Mediation Act 2023. Last updated 14 October 2026. Our checks: editorial policy.
The same team prepares GGSIPU important questions for every course, checked against the same official PDFs.
Do the BBA 303 notes cover the full GGSIPU syllabus?
Yes. Every official BBA 303 topic has its own section in the notes; for Unit 4 simulations and the capstone, the notes give the method, while the role-plays and project happen in class.
| Official unit | Official topics | Where in the notes | Status |
|---|---|---|---|
| I Foundations of Negotiation | Definitions and types; Distributive vs. Integrative Bargaining; process: planning, discussing, proposing, bargaining, closing; BATNA, WATNA, ZOPA; setting goals and strategies | Sections 1-5, pages 4-13 | Covered |
| II Communication, Psychology & Tactics | Verbal and non-verbal communication; persuasion and influence; triggers and biases (anchoring, framing, reciprocity); difficult people and hardball tactics; emotions, perception, trust building | Sections 1-5, pages 15-24 | Covered |
| III Conflict Resolution and Ethics | Nature and sources of conflict; Thomas-Kilmann Model; mediation and third-party roles; ethics: fairness, deception, integrity; pitfalls and ethical dilemmas | Sections 1-5, pages 27-37 | Covered |
| IV Applied Negotiation Skills | Cross-cultural negotiations and global business etiquette; sales, HR, procurement, partnerships; team and multi-party negotiations; simulations and role-plays; capstone project (group-based) | Sections 1-5, pages 40-50 | Covered (simulations and capstone as method, sample role-play and report format) |
Official BBA 303 topics mapped to the Unnati notes
- Official unit
- I Foundations of Negotiation
- Official topics
- Definitions and types; Distributive vs. Integrative Bargaining; process: planning, discussing, proposing, bargaining, closing; BATNA, WATNA, ZOPA; setting goals and strategies
- Where in the notes
- Sections 1-5, pages 4-13
- Status
- Covered
- Official unit
- II Communication, Psychology & Tactics
- Official topics
- Verbal and non-verbal communication; persuasion and influence; triggers and biases (anchoring, framing, reciprocity); difficult people and hardball tactics; emotions, perception, trust building
- Where in the notes
- Sections 1-5, pages 15-24
- Status
- Covered
- Official unit
- III Conflict Resolution and Ethics
- Official topics
- Nature and sources of conflict; Thomas-Kilmann Model; mediation and third-party roles; ethics: fairness, deception, integrity; pitfalls and ethical dilemmas
- Where in the notes
- Sections 1-5, pages 27-37
- Status
- Covered
- Official unit
- IV Applied Negotiation Skills
- Official topics
- Cross-cultural negotiations and global business etiquette; sales, HR, procurement, partnerships; team and multi-party negotiations; simulations and role-plays; capstone project (group-based)
- Where in the notes
- Sections 1-5, pages 40-50
- Status
- Covered (simulations and capstone as method, sample role-play and report format)
Official source: BBA Scheme & Syllabus (NEP Based), w.e.f. 2024-25; BBA 303 is listed under the Semester 5 Human Resource Management electives.
The six suggested readings in the notes match the official list. Every course in GGSIPU notes is mapped to its official PDF the same way.
How to write BBA 303 answers: definition-led theory answers, basis-wise comparison tables and rupee examples
BBA 303 has no numericals, so marks depend on structure. These BBA 303 Negotiation Skills IPU notes use four reusable answer shapes.
1. Open with a named definition. A page 4 box headed "Write these in the Exam" gives four definitions with authors; Unit 3 does the same for conflict.
2. Use a "Basis" table for every "distinguish" question. Every comparison in the notes starts with a Basis column. Write 6-8 bases for a long answer, 3-4 for a short one.
3. Back each concept with a rupee example. Riya's ₹6 LPA BATNA or the ₹18 per box supplier target makes an abstract idea easy for an examiner to tick.
4. Turn processes into a numbered flow. P-D-P-B-C, Ury's five steps and the six mediation stages are ready answer skeletons.
Worked example: "Differentiate between BATNA and WATNA" (2–5 marks)
- Full forms, with BATNA credited to Fisher and Ury, Getting to Yes (1981).
- Three bases from page 11: meaning (best option vs worst outcome if talks fail), focus (own power vs risk of no deal), use (when to walk away vs how flexible to be).
- Examples: Riya's ₹6 LPA offer (BATNA); a two-week production stop (WATNA). End with: BATNA sets the reservation point.
If you quote Mehrabian's 7-38-55 ratio, add the page 16 caveat: it applies only to feelings and attitudes. Practise this format on the GGSIPU BBA important questions.
BBA 303 and the GGSIPU BBA Sem 5 papers it connects to
Paired lab: None. BBA 303 has no paired lab paper; it sits with every other paper's units on the GGSIPU BBA syllabus page.
Semester 5 also has the compulsory BBA 301 Financial Management, BBA 325 Information Systems Management Lab and BBA 327 Summer Training/Field-Based Training/Apprenticeship.
The other electives: BBA 305 Leadership, Power and Politics, BBA 307 Services Marketing, BBA 309 Rural Marketing, BBA 311 FinTech, BBA 313 Goods & Services Tax, BBA 315 Export, Import Policies, Procedures and Documentation, BBA 317 International Business Negotiation, BBA 319 Legal & Regulatory Framework of Startup and BBA 321 Global Entrepreneurship.
- Unit 2 power bases (French and Raven, page 18) connect to BBA 305 Leadership, Power and Politics.
- Unit 1 bargaining types and Unit 4 Hofstede dimensions connect to BBA 317 International Business Negotiation, a cross-border course on the same base.
- Unit 4 HR negotiation (salary offers, collective bargaining, pages 43-44) connects to BBA 106 Human Resource Management, Semester 2.
BBA 303 Negotiation notes FAQs
How do I get the full BBA 303 notes?
Message us on WhatsApp at 9899436384 with the code BBA 303 and your delivery city. The full notes come as a printed book; they are not sold as a PDF. Delivery takes up to 5-7 days, and the exact time depends on your location. It is the same 52-page edition mapped unit by unit on this page.
Is BBA 303 Negotiation Skills compulsory in GGSIPU BBA Semester 5?
No. BBA 303 is one of two Human Resource Management electives in Semester 5; the other is BBA 305 Leadership, Power and Politics. Depending on your scheme it counts as a Major Elective or a Minor Elective, with 4 credits either way. Electives run at the college's discretion, so confirm that your institute offers BBA 303.
What is the passing mark for BBA 303?
BBA 303 is marked out of 100: 40 internal and 60 end-term. Internal marks are a 15-mark class test plus 25 for activities such as assignments. The BBA scheme PDF does not state a pass percentage, so we do not give one. End-term minimums and re-appear rules are in GGSIPU Ordinance 11 on ipu.ac.in.
Which BBA 303 unit takes the most pages in the notes?
Units 3 and 4 are the longest at 13 pages each, followed by Unit 2 at 12 and Unit 1 at 11. Unit 1 has the most worked examples (6), including the laptop ZOPA and the ABC Ltd supplier plan, because BATNA and ZOPA need numbers to make sense. Units 2, 3 and 4 carry 9 concept tables each.
Do the BBA 303 notes help with the Unit 4 capstone negotiation project?
Yes, as a planning guide for the group work. Pages 48-50 give seven possible topics, a ten-step plan linking each step to a unit concept, a nine-part report format and five evaluation criteria. The project itself is group work your college assesses, so the notes show how to plan and report it, not a finished report to submit.
Is BBA 303 the same as BBA 317 International Business Negotiation?
No. BBA 317 is a separate Semester 5 elective in the International Business specialisation, with its own syllabus on cross-border deals, legal risk and post-negotiation management. Both start from shared ideas such as distributive and integrative bargaining and Hofstede's dimensions, yet each is a separate paper with its own units. The BBA 303 notes follow only the BBA 303 syllabus.
Get the full BBA 303 Negotiation Skills Notes on WhatsApp
| Part | Pages | Exam questions |
|---|---|---|
| Cover, course overview, index | 1-3 | - |
| Unit 1 Foundations of Negotiation | 4-14 (11) | 8 short + 5 long |
| Unit 2 Communication, Psychology & Tactics | 15-26 (12) | 8 short + 5 long |
| Unit 3 Conflict Resolution and Ethics | 27-39 (13) | 8 short + 5 long |
| Unit 4 Applied Negotiation Skills | 40-52 (13) | 8 short + 5 long |
| Total | 52 pages | 32 short + 20 long = 52 |
What is inside the full BBA 303 notes book
- Part
- Cover, course overview, index
- Pages
- 1-3
- Exam questions
- -
- Part
- Unit 1 Foundations of Negotiation
- Pages
- 4-14 (11)
- Exam questions
- 8 short + 5 long
- Part
- Unit 2 Communication, Psychology & Tactics
- Pages
- 15-26 (12)
- Exam questions
- 8 short + 5 long
- Part
- Unit 3 Conflict Resolution and Ethics
- Pages
- 27-39 (13)
- Exam questions
- 8 short + 5 long
- Part
- Unit 4 Applied Negotiation Skills
- Pages
- 40-52 (13)
- Exam questions
- 8 short + 5 long
- Part
- Total
- Pages
- 52 pages
- Exam questions
- 32 short + 20 long = 52
The book holds 52 pages of Negotiation Skills notes in English with 32 concept tables, 10 worked examples and a Quick Revision table per unit. It is a printed book only, not sold as a PDF, delivered in up to 5-7 days depending on your location.
Delivery: within 5 to 7 days at most; the exact time may vary with your location.
Order the printed BBA 303 notes book on WhatsApp (4 units, 52 pages)
Unnati Educations is an independent education provider based in Vikaspuri, Delhi. We are not affiliated with, authorised by, or endorsed by Guru Gobind Singh Indraprastha University (GGSIPU). 'GGSIPU' and 'IPU' are used only to describe the syllabus our notes follow. For official information, visit ipu.ac.in.
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