BBA 407 Counseling Skills for Managers Notes are 62-page unit-wise study notes for the GGSIPU BBA (Hons.) Semester 7 HRM elective. They cover all four official units with 47 tables, 3 worked examples, 4 negotiation ethics case studies and 77 exam questions (40 short-answer, 37 long-answer), mapped to the revised syllabus w.e.f. 2024-25.
Written and reviewed by Sheetal Kirola, BBA and B.Ed (School of Open Learning, University of Delhi) · Checked against the GGSIPU BBA Scheme & Syllabus (NEP Based), Revised, w.e.f. 2024-25 · Updated 14 October 2026 · Editorial policy
Scheme: NEP-based revised scheme | Applies to: w.e.f. Academic Session 2024-25 | Verified against: BBAwef2024_25_200125.pdf (ipu.ac.in)
BBA 407 Counseling Skills for Managers at a glance: GGSIPU BBA Sem 7 credits, units and exam pattern
BBA 407 is a four-credit Human Resource Management elective in the fourth year of BBA (Hons.). These GGSIPU BBA Sem 7 Counseling Skills for Managers notes follow its official aim: counseling and negotiation skills for leading people and resolving conflict.
| Course and semester | BBA (Hons.), Semester 7 |
|---|---|
| Category | HRM specialisation elective, taken as a major (DSC) or minor (IDC) elective |
| Credits and hours | 4 credits; L-4, T-0; 15 hours per unit |
| Marks | 100: 40 internal + 60 end-term |
| Internal split | Class test 15 + two or more activities 25 |
| End-term pattern | Not printed in the official PDF |
| Units and lab | 4 titled units; no paired lab |
BBA 407 sits with the other GGSIPU BBA Semester 7 papers: students pick three electives, two for the major and one for the minor, and colleges decide which electives they run.
The scheme prints no pass percentage for BBA 407; end-term minimums and re-appear rules sit in GGSIPU Ordinance 11.
BBA 407 Counseling Skills for Managers Notes unit-wise: 77 exam questions, 47 tables and 4 case studies across 4 units
Two counseling units come first, then two on negotiation, across 57 content pages; each ends with questions and a Quick Revision box. Notes for every other paper are listed under GGSIPU BBA notes.
BBA 407 Unit 1: Introduction to Counseling and its Organizational Application
Starts from the Hawthorne Studies and Keith Davis's six functions, then covers six approaches (directive to person-centred, with Rogers' core conditions), the six-stage process, SOLER attending, GROW, Employee Assistance Programmes, Goleman's emotional intelligence and Thomas-Kilmann conflict modes.
Pages 6 to 21 · 13 sections · 10 short-answer, 10 long-answer · 1 worked example
Quick look: Egan's Skilled Helper Model (from page 14)
| Stage | Key question |
|---|---|
| I. Current scenario | "What is going on?" |
| II. Preferred scenario | "What do I want instead?" |
| III. Action strategies | "How do I get there?" |
Quick look: Egan's three stages (from page 14)
- Stage
- I. Current scenario
- Key question
- "What is going on?"
- Stage
- II. Preferred scenario
- Key question
- "What do I want instead?"
- Stage
- III. Action strategies
- Key question
- "How do I get there?"
BBA 407 Unit 2: Behavior Change, Techniques, and Application in Organizational Context
Opens with Lewin's B = f(P, E), Skinner's OB Mod, Bandura and the stages of change, then Kotter and Schlesinger on resistance. Techniques cover CBT with Ellis's ABCDE, solution-focused questions, motivational interviewing and role-play, ending with role conflict, problem subordinates, PIPs, substance abuse and Kitchener's ethics.
Pages 22 to 36 · 8 sections · 10 short-answer, 11 long-answer
Quick look: OARS in motivational interviewing (from page 28)
| Skill | Manager's line |
|---|---|
| Open questions | "What concerns you about your attendance?" |
| Affirmations | "You've shown real commitment by coming to talk." |
| Reflective listening | "You want to do well, but the commute is draining you." |
Quick look: three of the four OARS skills (from page 28)
- Skill
- Open questions
- Manager's line
- "What concerns you about your attendance?"
- Skill
- Affirmations
- Manager's line
- "You've shown real commitment by coming to talk."
- Skill
- Reflective listening
- Manager's line
- "You want to do well, but the commute is draining you."
BBA 407 Unit 3: Negotiation Skills for Managers
Gives four definitions, Robbins' five-step process, the PRIBCI stage aid and five styles on the dual concern model. Strategy pages cover Getting to Yes, logrolling, ten tactics with counter-tactics, Shell's leverage types and French and Raven's power bases, then 14 barriers and 12 deadlock breakers.
Pages 37 to 48 · 9 sections · 10 short-answer, 9 long-answer · 2 worked examples
Quick look: distributive vs integrative negotiation (from page 40)
| Basis | Distributive | Integrative |
|---|---|---|
| Goal | Split a fixed pie (win-lose) | Expand the pie (win-win) |
| Focus | Positions | Interests |
| Relationship | Short-term | Long-term |
Quick look: distributive vs integrative (from page 40)
- Basis
- Goal
- Distributive
- Split a fixed pie (win-lose)
- Integrative
- Expand the pie (win-win)
- Basis
- Focus
- Distributive
- Positions
- Integrative
- Interests
- Basis
- Relationship
- Distributive
- Short-term
- Integrative
- Long-term
BBA 407 Unit 4: Advanced Negotiation Concepts
Covers Lewicki and Bunker's trust types and Osgood's GRIT, e-negotiation from GeM reverse auctions to online dispute resolution, and culture through Hofstede, Hall and Salacuse. Ethics brings four unethical-practice cases; the unit ends with gender, mediation under the Mediation Act, 2023, and Cialdini's seven principles.
Pages 49 to 62 · 8 sections · 10 short-answer, 7 long-answer · 4 case studies
Quick look: third-party methods compared (from page 58)
| Basis | Mediation | Arbitration | Litigation |
|---|---|---|---|
| Who decides | The parties | Arbitrator (award) | Judge |
| Binding? | Only if agreed | Yes | Yes |
| Relationship | Preserved | May suffer | Usually damaged |
Quick look: mediation, arbitration and litigation (from page 58)
- Basis
- Who decides
- Mediation
- The parties
- Arbitration
- Arbitrator (award)
- Litigation
- Judge
- Basis
- Binding?
- Mediation
- Only if agreed
- Arbitration
- Yes
- Litigation
- Yes
- Basis
- Relationship
- Mediation
- Preserved
- Arbitration
- May suffer
- Litigation
- Usually damaged
BBA 407 exam corner: 40 short-answer and 37 long-answer questions by unit
Each BBA 407 unit ends with its own question bank. The notes carry no exam-year tags, so these are exam-style questions.
| Unit | Short | Long | Examples / cases |
|---|---|---|---|
| 1. Counseling | 10 | 10 | 1 |
| 2. Behaviour change | 10 | 11 | 0 |
| 3. Negotiation skills | 10 | 9 | 2 |
| 4. Advanced negotiation | 10 | 7 | 4 |
BBA 407 exam questions in the notes by unit
- Unit
- 1. Counseling
- Short
- 10
- Long
- 10
- Examples / cases
- 1
- Unit
- 2. Behaviour change
- Short
- 10
- Long
- 11
- Examples / cases
- 0
- Unit
- 3. Negotiation skills
- Short
- 10
- Long
- 9
- Examples / cases
- 2
- Unit
- 4. Advanced negotiation
- Short
- 10
- Long
- 7
- Examples / cases
- 4
- Unit 1: How can counseling techniques be used for conflict management? Thomas-Kilmann modes, then the eight counseling steps (pages 19 to 20).
- Unit 2: Discuss the types and impact of role conflict and how counseling helps. The six-type table, then Harrison's role negotiation (pages 30 to 31).
- Unit 3: What causes deadlocks, and how are they broken? Five causes, 12 techniques and the union wage example (pages 46 to 47).
- Unit 4: How do negotiators balance competitive advantage with ethics? The gain versus cost table plus two cases (pages 55 to 57).
The BBA 407 notes set 40 short-answer and 37 long-answer exam questions across 4 units, plus 3 worked examples and 4 case studies.
More practice sits in the BBA 407 important questions.
BATNA, ZOPA and walk-away points in managerial negotiation: excerpt from page 38 of the BBA 407 notes
Excerpt from page 38
Why managers negotiate
Page 38 continues the reasons a manager needs negotiation skills: closing business deals such as purchases, partnerships, mergers and joint ventures; handling employee relations, from salary and transfers to collective bargaining with unions; and building long-term trust through fair agreements.
It adds cost saving and value creation through better terms, getting buy-in for new policies during change, deciding with many stakeholders, and avoiding litigation, since a settlement is cheaper and faster than a court case.
Key concepts in negotiation
Before any offer is made, the notes ask you to know these terms:
- BATNA (Best Alternative To a Negotiated Agreement, from Fisher and Ury): what you will do if no deal is reached. The stronger your BATNA, the more power you carry into the room.
- WATNA (Worst Alternative To a Negotiated Agreement): the worst outcome if talks fail.
- Reservation point, or walk-away point: the least favourable deal a party will still accept.
- Target or aspiration point: the ideal outcome a party hopes to reach.
- ZOPA (Zone Of Possible Agreement): the overlap between both parties' reservation points. No overlap means no deal.
- Anchor: the first number or offer, which pulls the rest of the discussion towards it.
- Interests vs positions: a position is what you say you want; an interest is why you want it.
ZOPA worked example
A seller will not sell below ₹40 lakh, and a buyer will not pay above ₹45 lakh. The ZOPA is ₹40 lakh to ₹45 lakh, so any price inside that band can close the deal. If the buyer's limit were ₹38 lakh instead, the two ranges would not overlap and there would be no ZOPA, however long the parties talked.
Where the page leads
The page then opens the negotiation process. Negotiation is treated as a structured process rather than a free-for-all, and the model most widely taught in management, from Stephen Robbins, has five steps, which the notes lay out as a table on the next page.
Do the BBA 407 notes cover the full GGSIPU syllabus?
Yes. Every topic in the four official BBA 407 units has a matching section in the notes; our unit check found no gap.
| Official unit | Official topics | In the notes | Status |
|---|---|---|---|
| I. Introduction to Counseling and its Organizational Application | Approaches, process, skills, well-being, EI, conflict | Sections 1 to 13, pages 6 to 20 | Covered |
| II. Behavior Change, Techniques, and Application in Organizational Context | Behaviour change, CBT, MI, role conflict, problem subordinates, ethics | Sections 1 to 8, pages 22 to 34 | Covered |
| III. Negotiation Skills for Managers | Process, styles, tactics, power, barriers, deadlocks | Sections 1 to 9, pages 37 to 47 | Covered |
| IV. Advanced Negotiation Concepts | Trust, IT, culture, ethics, gender, mediation, persuasion | Sections 1 to 8, pages 49 to 61 | Covered |
BBA 407 official units mapped to the notes
- Official unit
- I. Introduction to Counseling and its Organizational Application
- Official topics
- Approaches, process, skills, well-being, EI, conflict
- In the notes
- Sections 1 to 13, pages 6 to 20
- Status
- Covered
- Official unit
- II. Behavior Change, Techniques, and Application in Organizational Context
- Official topics
- Behaviour change, CBT, MI, role conflict, problem subordinates, ethics
- In the notes
- Sections 1 to 8, pages 22 to 34
- Status
- Covered
- Official unit
- III. Negotiation Skills for Managers
- Official topics
- Process, styles, tactics, power, barriers, deadlocks
- In the notes
- Sections 1 to 9, pages 37 to 47
- Status
- Covered
- Official unit
- IV. Advanced Negotiation Concepts
- Official topics
- Trust, IT, culture, ethics, gender, mediation, persuasion
- In the notes
- Sections 1 to 8, pages 49 to 61
- Status
- Covered
Verify it yourself: GGSIPU BBA Scheme & Syllabus (NEP Based), Revised, w.e.f. 2024-25 (PDF). BBA 407 is on pages 166 and 167; the marks split is on page 3.
These BBA 407 Counseling Skills for Managers IPU notes keep the official unit titles word for word. Every course in GGSIPU notes is mapped to its official PDF the same way.
Who writes and checks the BBA 407 counseling notes?
- Sheetal Kirola, author and subject reviewer of the BBA 407 notes, Unnati Educations · BBA and B.Ed, School of Open Learning, University of Delhi · 6 years of experience in BBA subjects · Read Sheetal's profile
The BBA 407 notes are checked against the official Unit I to IV topics of the revised scheme. The 2026-27 edition has 62 pages, 47 tables, 77 exam questions and 4 case studies. Last updated 14 October 2026. See our editorial policy.
The same team is preparing GGSIPU important questions course by course, HRM electives such as BBA 407 included.
BBA 407 and the GGSIPU BBA Sem 7 papers it connects to
BBA 407 has no paired lab; every Semester 7 paper is listed on the GGSIPU BBA syllabus page.
Semester 7 has two core papers, BBA 401 Project Management and BBA 403 Fundamentals of Actuarial Sciences. In the HRM group, BBA 407 sits beside BBA 405 Compensation Management and BBA 409 Human Resource Metrics and Analytics.
- BBA 405: its gender pay gap unit pairs with BBA 407 Unit 4 on gender in negotiation.
- BBA 303 Negotiation Skills (Semester 5): its Thomas-Kilmann, mediation and ethics topics are a base for Units 3 and 4.
- Semester 8: BBA 408 Management of Industrial Relations builds on the collective bargaining in Unit 3; BBA 410 HRD Strategies and Systems returns to coaching and counselling from Units 1 and 2.
How to write BBA 407 answers: definition-led short answers and model-based long answers on counseling and negotiation
BBA 407 has no numericals; marks come from definitions, models and examples. The notes help here: Units 1 and 3 open with boxes headed "Standard Definitions (Write in Exam)", every unit has comparison tables you can redraw, and each Quick Revision box lists models by author.
Short answers: one definition with its author (Rogers or Keith Davis for counseling, Fisher and Ury or Robbins for negotiation), the model's parts in order, such as Rogers' three core conditions, and one workplace line.
Long answers: definition → model, stages or comparison table → an Indian workplace example → the manager's role → conclusion. Use the notes' memory aids: PRIBCI for negotiation stages (page 40), Lewin's B = f(P, E) for behaviour change (page 22), the four Getting to Yes principles (page 42) and the newspaper, mirror, golden rule and family tests for ethics (page 55).
Worked example: "Explain Ellis's ABC model." (Unit 2, short-answer question 5)
- Definition: in Ellis's REBT model, our belief about an event, not the event itself, drives emotion and behaviour.
- A: the boss criticises a report. B: "I am useless; I will be fired." C: anxiety, avoiding the boss.
- D: "Is one comment proof I am useless?" E: "My report needs work; I can improve it." (pages 26 and 27)
- Close: managers use it for cognitive restructuring.
Practise this structure on GGSIPU BBA important questions, then time yourself on the 37 long-answer questions in the BBA 407 notes.
BBA 407 counseling notes FAQs
How do I get the full BBA 407 notes?
Message the GGSIPU desk on WhatsApp at 9899436384 using the Get Full Notes button on this page. The full BBA 407 Counseling Skills for Managers notes come as a printed book only; they are not sold as a PDF. Delivery takes a maximum of 5 to 7 days, depending on your location, and the desk shares price details on WhatsApp.
Is BBA 407 a compulsory paper in BBA Semester 7?
No. BBA 407 is one of three Human Resource Management electives listed for Semester 7 of BBA (Hons.), alongside BBA 405 Compensation Management and BBA 409 Human Resource Metrics and Analytics. Students choose three electives that semester, two for the major and one for the minor, and the scheme says electives run at the discretion of the college or university.
What is the passing mark for BBA 407?
BBA 407 is marked out of 100: 40 internal and 60 end-term. The revised BBA scheme PDF does not print a pass percentage for this paper, so we do not state one. Minimum end-term marks, aggregate rules and re-appear rules are set by GGSIPU Ordinance 11 on ipu.ac.in. Check the current version there, or with your college, before exams.
How are the 40 internal marks in BBA 407 awarded?
The revised scheme splits the 40 internal marks of every BBA theory paper, BBA 407 included, into a compulsory written class test worth 15 marks and 25 marks from at least two activities: assignments, presentations, viva-voce, group discussion or class participation. The four case studies in Unit 4 of the notes make good presentation material.
Which BBA 407 unit is the longest in the notes?
Unit 1, Introduction to Counseling and its Organizational Application, is the longest at 16 pages (pages 6 to 21) with 13 topic sections. Unit 2 runs 15 pages and has the most long-answer questions, 11. Unit 3 is the shortest at 12 pages, while Unit 4, at 14 pages, carries all four case studies on unethical negotiation practices.
How is BBA 407 different from BBA 303 Negotiation Skills?
BBA 303 is a Semester 5 HRM elective devoted fully to negotiation. BBA 407 spends Units 1 and 2 on workplace counseling, including CBT, motivational interviewing, role conflict and problem subordinates, and only Units 3 and 4 on negotiation, trust, culture, mediation and persuasion. If you studied BBA 303, its Thomas-Kilmann, mediation and ethics topics give you a head start.
Get the full BBA 407 Counseling Skills for Managers Notes on WhatsApp
| Unit | Pages | Questions |
|---|---|---|
| 1. Counseling | 6 to 21 (16) | 20 |
| 2. Behaviour change | 22 to 36 (15) | 21 |
| 3. Negotiation skills | 37 to 48 (12) | 19 |
| 4. Advanced negotiation | 49 to 62 (14) | 17 |
Pages per unit in the full BBA 407 notes book
- Unit
- 1. Counseling
- Pages
- 6 to 21 (16)
- Questions
- 20
- Unit
- 2. Behaviour change
- Pages
- 22 to 36 (15)
- Questions
- 21
- Unit
- 3. Negotiation skills
- Pages
- 37 to 48 (12)
- Questions
- 19
- Unit
- 4. Advanced negotiation
- Pages
- 49 to 62 (14)
- Questions
- 17
- Format: printed book, 62 pages with cover and index; not available as a PDF.
- Delivery: maximum 5 to 7 days, depending on your location.
These Counseling Skills for Managers notes in English follow this page's unit order.
Order the BBA 407 printed notes book on WhatsApp (4 units, 62 pages)
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