BBA 317 International Business Negotiation Notes from Unnati Educations cover all 4 units of this GGSIPU BBA Semester 5 elective in a 72-page printed book: 19 diagrams, 10 case studies, 53 short-answer and 29 long-answer practice questions, and 40 MCQs with answer keys, mapped to the revised NEP syllabus applying from academic session 2024-25.
Written by Sheetal Kirola, BBA subject reviewer, Unnati Educations · Reviewed by Sheetal Kirola, BBA and B.Ed (School of Open Learning, University of Delhi), 6 years in BBA · Checked against the GGSIPU BBA Scheme & Syllabus (NEP based, revised), BBAwef2024_25_200125.pdf · Updated 14 October 2026 · Editorial policy
Scheme: BBA Scheme & Syllabus (NEP based, revised) | Applies to: academic session 2024-25 onwards | Verified against: BBAwef2024_25_200125.pdf on ipu.ac.in
BBA 317 International Business Negotiation at a glance: GGSIPU BBA Sem 5 credits, units and exam pattern
BBA 317 is one of two International Business electives, next to BBA 315, among the GGSIPU BBA Semester 5 papers.
| Course and semester | BBA, Semester 5 · International Business specialisation |
|---|---|
| Category and credits | Major Elective (Discipline Specific Course) or Minor Elective (Inter-disciplinary Course) · L-4, T-0 · 4 credits |
| Teaching hours | 60: Unit I 17, Unit II 14, Unit III 14, Unit IV 15 |
| Marks | 100: 40 internal (class test 15 + assignments, presentation, viva or GD 25) + 60 end-term |
| Applies to | Academic session 2024-25 onwards |
| End-term pattern | Paper-setter instructions not printed in the official BBA PDF |
| Paired lab | None (BBA 325 is the separate Semester 5 skill lab) |
Electives run at the college's discretion. The BBA PDF prints no pass percentage; end-term minimums sit in Ordinance 11 (examinations, evaluation and results).
BBA 317 International Business Negotiation Notes unit-wise: 19 diagrams, 10 case studies and 122 exam questions across 4 units
After the cover and a two-page index, each unit ends with an exam corner, a quick revision table and a HOTS case. Notes for other papers of this course sit under GGSIPU BBA notes.
BBA 317 Unit 1: Introduction to International Business Negotiation & Cultural Influences
Pages 4-24. Globalisation leads into distributive vs integrative bargaining, the six stages and Hofstede's dimensions with India, USA, China and Japan scores, then Hall, Salacuse, Cultural Intelligence, legal systems and post-deal KPIs. 6 figures, 2 cases, 13 short and 8 long questions, 10 MCQs.
Quick look: terms every BBA 317 answer leans on (from page 8)
| Term | Meaning |
|---|---|
| Interest | The real need behind a demand, such as steady cash flow |
| BATNA | What you do if this deal fails; a strong one means strong bargaining power |
| ZOPA | The overlap between both walk-away points |
Quick look: key negotiation terms (from page 8)
- Term
- Interest
- Meaning
- The real need behind a demand, such as steady cash flow
- Term
- BATNA
- Meaning
- What you do if this deal fails; a strong one means strong bargaining power
- Term
- ZOPA
- Meaning
- The overlap between both walk-away points
BBA 317 Unit 2: Negotiation Strategies & Tactics
Pages 25-41. Thomas-Kilmann, ten hard tactics with counters, eight power sources and Putnam's two-level game, with Tata-JLR, India-UAE CEPA and Walmart-Flipkart cases and a Tiruppur exporter's COVID-19 renegotiation. 5 figures, 5 cases, 14 short and 7 long questions, 10 MCQs.
Quick look: expanding the pie in a cross-border deal (from page 32)
| Technique | International example |
|---|---|
| Logrolling | Lower price for the buyer; advance payment and a 3-year contract for the seller |
| Bridging | JV: foreign technology plus Indian distribution |
| Contingent contract | Royalty rises if sales exceed $5 million |
Quick look: value-creation techniques (from page 32)
- Technique
- Logrolling
- International example
- Lower price for the buyer; advance payment and a 3-year contract for the seller
- Technique
- Bridging
- International example
- JV: foreign technology plus Indian distribution
- Technique
- Contingent contract
- International example
- Royalty rises if sales exceed $5 million
BBA 317 Unit 3: Ethical Issues, Conflict Resolution & Mediation in International Negotiations
Pages 42-57. Ethical dilemmas, a gift-vs-bribe test and anti-bribery laws (FCPA, UK Bribery Act, UNCAC, India's PC Act), then conflict types, six mediation stages and arbitration with a model SIAC clause. 5 figures, 2 cases, 14 short and 7 long questions, 10 MCQs.
Quick look: three routes for a cross-border dispute (from page 54)
| Basis | Mediation | Arbitration | Litigation |
|---|---|---|---|
| Decision | Parties decide | Binding award | Binding judgment |
| Cost and time | Lowest, fastest | Moderate to high | Highest, slowest |
| Enforcement abroad | Singapore Convention | New York Convention | Depends on treaties |
Quick look: mediation vs arbitration vs litigation (from page 54)
- Basis
- Decision
- Mediation
- Parties decide
- Arbitration
- Binding award
- Litigation
- Binding judgment
- Basis
- Cost and time
- Mediation
- Lowest, fastest
- Arbitration
- Moderate to high
- Litigation
- Highest, slowest
- Basis
- Enforcement abroad
- Mediation
- Singapore Convention
- Arbitration
- New York Convention
- Litigation
- Depends on treaties
BBA 317 Unit 4: Practical Negotiation Simulations & Final Project
Pages 58-72. Eight simulation types, three ready role-plays (India-Germany spice deal, India-Japan pharma JV, three-country trade talks), a planning worksheet, a seven-criterion rubric and a 13-slide project outline. 3 figures, 1 HOTS case, 12 short and 7 long questions, 10 MCQs.
Quick look: the debrief after a simulation (from pages 64-65)
| Stage | Sample question |
|---|---|
| What happened? | Who made the first offer? |
| Why? | What role did BATNA, power and culture play? |
| So what? | Was value created, or only claimed? |
| Now what? | What changes next time? |
Quick look: four-question debrief model (from pages 64-65)
- Stage
- What happened?
- Sample question
- Who made the first offer?
- Stage
- Why?
- Sample question
- What role did BATNA, power and culture play?
- Stage
- So what?
- Sample question
- Was value created, or only claimed?
- Stage
- Now what?
- Sample question
- What changes next time?
BBA 317 exam corner: 53 short, 29 long and 40 MCQ practice questions by unit
Short and long questions are practice prompts without printed model answers; MCQ sets carry answer keys.
| Unit | Short (2–5 marks) | Long (10–15 marks) | MCQs | HOTS case |
|---|---|---|---|---|
| I | 13 | 8 | 10 | Textile exporter meets a Japanese retailer |
| II | 14 | 7 | 10 | Small supplier vs global retailer |
| III | 14 | 7 | 10 | Licence or bribe? |
| IV | 12 | 7 | 10 | Debrief challenge |
BBA 317 exam corner questions per unit, as printed in the notes
- Unit
- I
- Short (2–5 marks)
- 13
- Long (10–15 marks)
- 8
- MCQs
- 10
- HOTS case
- Textile exporter meets a Japanese retailer
- Unit
- II
- Short (2–5 marks)
- 14
- Long (10–15 marks)
- 7
- MCQs
- 10
- HOTS case
- Small supplier vs global retailer
- Unit
- III
- Short (2–5 marks)
- 14
- Long (10–15 marks)
- 7
- MCQs
- 10
- HOTS case
- Licence or bribe?
- Unit
- IV
- Short (2–5 marks)
- 12
- Long (10–15 marks)
- 7
- MCQs
- 10
- HOTS case
- Debrief challenge
- Unit I, long: "Explain Hofstede's cultural dimensions theory. How do these dimensions influence international business negotiations?" Pointer: six dimensions, India's PDI 77, the page 13 table, limitations.
- Unit II, short: "What is Putnam's two-level game?" Pointer: Level I abroad, Level II at home (page 34).
- Unit III, short: "Differentiate between a gift and a bribe." Pointer: value, timing, transparency, intention (page 45).
- Unit IV, short: "What is the SBI model of feedback?" Pointer: Situation, Behaviour, Impact (page 65).
The BBA 317 notes set 53 short-answer and 29 long-answer practice questions across 4 units, plus 40 MCQs with answer keys and 4 HOTS cases.
More practice sits in the BBA 317 important questions.
Competitive vs cooperative styles in international negotiation: excerpt from page 26 of the BBA 317 notes
Excerpt from page 26
Style, strategy and tactic
A negotiation style is the general behaviour pattern a negotiator follows with the other party. A strategy is the overall plan for reaching the negotiation goal, and tactics are the specific moves made at the table to carry that plan out. In international business, the style chosen depends on how important the deal is, how important the relationship is, the balance of power and the culture of the other side.
- Style: the overall behaviour pattern, for example competitive or cooperative.
- Strategy: the long-range plan, for example building a long-term supply partnership with a Japanese buyer.
- Tactic: a short-term move, for example anchoring with a high opening price or asking for a break.
A. Competitive style
The competitive style is also called the adversarial, positional or hard style. The negotiator aims to maximise their own gain, often at the cost of the other party, who is seen as an opponent. It is closely linked with distributive (win-lose) negotiation.
- Focus on winning and claiming maximum value.
- Extreme opening offers, with slow and small concessions.
- Information is hidden, and bluffing may be used.
- Pressure, threats and deadlines are common.
- Little concern for the future relationship.
It suits one-time transactions, such as buying a used ship from a broker; situations where the other party is also highly competitive; and deals where the relationship does not matter and the stakes are mainly price.
B. Cooperative style
The cooperative style is also called the collaborative, integrative or problem-solving style. Here the negotiator looks for a solution that is good for both sides and treats the other party as a partner in solving a joint problem. It is linked with integrative (win-win) negotiation.
- Focus on interests and joint gains.
- Open sharing of information and honest communication.
- Reasonable offers, with concessions returned by the other side.
- Creative problem-solving that explores many options.
- Emphasis on trust and a long-term relationship.
Do the BBA 317 notes cover the full GGSIPU syllabus?
Yes. Every topic in the four official BBA 317 units has its own section. The arbitration case on page 54 is illustrative, as the notes say, and the Unit IV role-plays and project still happen in your class.
| Official unit | Official topics | Where in the notes | Status |
|---|---|---|---|
| I: Introduction to IBN & Cultural Influences | Globalisation, negotiation types and stages, Hofstede, CQ, cross-cultural communication, legal risk, post-negotiation | Sections 1-6, pages 5-21 | Covered |
| II: Negotiation Strategies & Tactics | Styles, tactics, power, win-win, high-stakes deals, virtual negotiation, COVID-19 case | Sections 1-3, pages 26-39 | Covered |
| III: Ethical Issues, Conflict Resolution & Mediation | Ethical dilemmas, bribery, legal frameworks, conflict resolution, mediation, arbitration | Sections 1-3, pages 43-55 | Covered (case is illustrative) |
| IV: Practical Simulations & Final Project | Role-plays, simulations, debriefing, group exercises, project preparation and presentation | Sections 1-2, pages 59-70 | Covered as templates and sample scenarios |
BBA 317 official syllabus mapped to the notes (official wording shortened)
- Official unit
- I: Introduction to IBN & Cultural Influences
- Official topics
- Globalisation, negotiation types and stages, Hofstede, CQ, cross-cultural communication, legal risk, post-negotiation
- Where in the notes
- Sections 1-6, pages 5-21
- Status
- Covered
- Official unit
- II: Negotiation Strategies & Tactics
- Official topics
- Styles, tactics, power, win-win, high-stakes deals, virtual negotiation, COVID-19 case
- Where in the notes
- Sections 1-3, pages 26-39
- Status
- Covered
- Official unit
- III: Ethical Issues, Conflict Resolution & Mediation
- Official topics
- Ethical dilemmas, bribery, legal frameworks, conflict resolution, mediation, arbitration
- Where in the notes
- Sections 1-3, pages 43-55
- Status
- Covered (case is illustrative)
- Official unit
- IV: Practical Simulations & Final Project
- Official topics
- Role-plays, simulations, debriefing, group exercises, project preparation and presentation
- Where in the notes
- Sections 1-2, pages 59-70
- Status
- Covered as templates and sample scenarios
Official source: GGSIPU BBA Scheme & Syllabus (NEP based, revised), w.e.f. 2024-25; BBA 317 is on pages 118-119.
Every course in GGSIPU notes is checked against its official PDF this way.
Who writes and checks the BBA 317 international negotiation notes?
- Sheetal Kirola, author and subject reviewer · BBA subject reviewer, Unnati Educations · BBA and B.Ed, School of Open Learning, University of Delhi · 6 years of experience in BBA subjects · bio
These BBA 317 International Business Negotiation IPU notes were checked unit by unit against BBAwef2024_25_200125.pdf. The 2026-27 edition includes the CEPA and Walmart-Flipkart cases and the Mediation Act 2023. Updated 14 October 2026; see our editorial policy.
The same team prepares GGSIPU important questions for every course.
BBA 317 and the GGSIPU BBA Sem 5 papers it connects to
BBA 317 has no paired lab; every semester's paper list is on the GGSIPU BBA syllabus page.
- BBA 315 Export, Import Policies, Procedures and Documentation: teaches Incoterms 2020 and letters of credit as procedure; BBA 317 uses them as risk clauses (pages 19-20).
- BBA 303 Negotiation Skills (HRM elective): shares BATNA, ZOPA and Thomas-Kilmann, while BBA 317 applies them across cultures and legal systems.
- BBA 301 Financial Management: capital budgeting supplies the numbers behind the M&A valuation issues on page 34.
- BBA 325 Information Systems Management Lab: covers CRM tools hands-on; page 37 lists Salesforce for tracking negotiation follow-ups.
The WTO note on page 55 leads into BBA 320 in Semester 6. GGSIPU BBA Sem 5 International Business Negotiation notes and BBA 315 together cover both the paperwork and the bargaining side of an export deal.
How to write BBA 317 answers: case-based long answers, comparison tables and named negotiation frameworks
The habit these notes build: name the framework, tabulate it, then tie it to a country or a deal. Points with no model and no country read like a general management answer.
Comparison questions get a "Basis" table first, then two lines below it, as the notes model on pages 10, 27, 29-30 and 54.
Case answers follow a fixed order. Deal cases: background, strategies, outcome, lessons, each strategy tied to a theory such as BATNA (page 36). Dispute cases: facts, mediation attempt, arbitration, award, enforcement, lessons, naming the New York Convention, 1958 (page 55).
Ethics answers can close with the "newspaper test" from page 45. The mistake flagged on page 46 is writing "everyone does it here" as a defence; under the UK Bribery Act and the US FCPA it is not one.
Worked example: distributive vs integrative negotiation (short answer)
- One-line definitions: fixed pie, win-lose; expanded pie, win-win.
- A four-row table: positions vs interests, one issue vs many, hidden vs shared information, one-off vs long-term.
- Examples: haggling over used machinery; an Indian auto-parts maker trading price for a 5-year volume deal with a German carmaker.
- Close: real international deals are mixed-motive.
Practise this format on GGSIPU BBA important questions.
BBA 317 international negotiation notes FAQs
How do I get the full BBA 317 notes?
Message us on WhatsApp at 9899436384 using the "Get Full Notes" button on this page. The BBA 317 notes are sold only as a printed book covering all 4 units in 72 pages. Order details are shared on WhatsApp, and the book reaches you within a maximum of 5 to 7 days, depending on your location.
Are the BBA 317 International Business Negotiation notes available as a PDF?
No. The full BBA 317 notes come only as a printed book; there is no PDF edition of the complete notes.
What is the passing mark for BBA 317 International Business Negotiation?
BBA 317 is marked out of 100: 40 internal and 60 end-term, the split the BBA scheme sets for all its theory papers. The BBA scheme and syllabus PDF does not print a pass percentage, so we do not quote one. For end-term minimum marks and re-appear rules, check Ordinance 11 on ipu.ac.in or ask your institute's examination cell.
Is BBA 317 a major or a minor elective?
It can be either. BBA 317 belongs to the International Business specialisation in Semester 5. If International Business is your major, it counts as a Major Elective under Discipline Specific Courses; if it is your minor, it counts as a Minor Elective under Inter-disciplinary Courses. Either way it carries 4 credits and 4 lecture hours a week, provided your college offers it.
Which unit of BBA 317 is the longest in the notes?
Unit I, at 21 pages (pages 4 to 24), is the longest. It holds 6 of the 19 figures, the most practice questions of any unit (13 short and 8 long) and a nine-term glossary with words like guanxi, nemawashi and logrolling. The syllabus also gives Unit I the most teaching time, 17 of 60 hours.
Do the BBA 317 notes help with the Unit IV simulation and final project?
Yes. Unit IV of the BBA 317 notes gives three sample role-plays, including an India-Germany spice deal with a points schedule, plus a planning worksheet, five team roles, a seven-criterion rubric, a ten-part Negotiation Planning Document, a 13-slide presentation outline and a peer feedback form. Your college's own case and rubric still decide how the project is marked.
Get the full BBA 317 International Business Negotiation Notes on WhatsApp
| Part | Pages | Figures | Cases | Short + long + MCQ |
|---|---|---|---|---|
| Unit I | 4-24 (21) | 6 | 2 | 13 + 8 + 10 |
| Unit II | 25-41 (17) | 5 | 5 | 14 + 7 + 10 |
| Unit III | 42-57 (16) | 5 | 2 | 14 + 7 + 10 |
| Unit IV | 58-72 (15) | 3 | 1 | 12 + 7 + 10 |
| Total (with cover and index) | 72 | 19 | 10 | 53 + 29 + 40 |
What the printed BBA 317 notes book contains
- Part
- Unit I
- Pages
- 4-24 (21)
- Figures
- 6
- Cases
- 2
- Short + long + MCQ
- 13 + 8 + 10
- Part
- Unit II
- Pages
- 25-41 (17)
- Figures
- 5
- Cases
- 5
- Short + long + MCQ
- 14 + 7 + 10
- Part
- Unit III
- Pages
- 42-57 (16)
- Figures
- 5
- Cases
- 2
- Short + long + MCQ
- 14 + 7 + 10
- Part
- Unit IV
- Pages
- 58-72 (15)
- Figures
- 3
- Cases
- 1
- Short + long + MCQ
- 12 + 7 + 10
- Part
- Total (with cover and index)
- Pages
- 72
- Figures
- 19
- Cases
- 10
- Short + long + MCQ
- 53 + 29 + 40
Format: printed book only. These are International Business Negotiation notes in English; the complete notes are not available as a PDF. Delivery: maximum 5 to 7 days, depending on your location.
Order the BBA 317 printed notes book on WhatsApp (4 units, 72 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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