BIRLA INSTITUTE OF TECHNOLOGY & SCIENCE, PILANI
WORK INTEGRATED LEARNING PROGRAMMES
Digital
Part A: Content Design
Course Title
Consulting and People Skills
Course No (s)
MBA ZG515
Credit Units
4
Credit Model
1-1-2
Content Authors
Subramaniam Jayaraman
Course Objectives
No
Objectives
CO1
To understand the relationship between consultant and the client organization.
CO2
To understand the importance and role of people skills, communication skills, negotiation skills,
and interviewing skills in the field of consulting.
CO3
To learn the fundamentals and nuances of problem solving skills, creative thinking, analytical
thinking, emotional intelligence and stress management.
CO4
To define the role of corporate leadership, ethics and governance in dealing with clients.
Text Book(s)
T1
Management consulting: A Guide to Profession 4th Edition, Milan Kuber, ILO Geneva
T2
Raman, Meenakshi and Prakash Singh, Business communication, 2e, OUP, 2012
Reference Book(s) & other resources
R1
Praveen S.R., Bhatia, Jain & others Professional Communication skills, S. Chand.2007.
R2
James Cadle, Malcolm Eva And Others, Business Analysis, The chartered institute of I.T.2014
R3
Business Communication for Success: http://www.saylor.org/books
R4
David Biggs. Management consultancy: A guide for Students Cengage Learning, EMEA. 2010
R5
The Business of Consulting: The Basics and Beyond, Second Edition, Elaine Biech Pfeiffer ©
2007
R6
Organizational Behavior by Stephen P. Robbins., Timothy A. Judge & Neharika Vohra, Pearson
Education, 18th Edition, 2019
R7
Management by Stephen P. Robbins., Mary Coulter, Agna Fernandez, Pearson Education, 14th
Edition, 2019
Content Structure
1.
Introduction: The Art of Consulting
1.1.
Introduction to Management Consultancy
1.2.
Consulting Models (Process)
1.3.
Consultant
1.4.
Client
2.
Managing Change
2.1.
Critical Dimensions of Change
2.2.
Types of Change
2.3.
Approaches for Managing Organizational Change
2.4.
Change Management Planning
2.5.
Strategies for Change Implementation
2.6.
The Role of Innovators and Change Agents
2.7.
Structural Arrangements and Interventions for Assisting Change
2.8.
Leading and Managing Complex Change
3.
Communication Skills I
3.1.
What is Communication?
3.2.
Communication Process
3.3.
Messages
3.4.
Communication Types (Based on Context)
3.5.
Communication Types (Based on Nature)
3.6.
Understanding your audience
4.
Communication Skills II
4.1.
Introduction
4.2.
Listening Types
4.3.
Listening Positions
4.4.
Listening Styles
4.5.
Persuasion
4.6.
Asking Questions
5.
Presentation Skills
5.1.
Introduction
5.2.
Presentations to Inform
5.3.
Presentations to Persuade
5.4.
Organizing Principle for Presentation
5.5.
Transitions
5.6.
Visual Aids
5.7.
Speaking Ethically
5.8.
Avoiding fallacies
6.
Interviewing Skills
6.1.
Introduction
6.2.
Interview
6.3.
Planning the Interview
6.4.
Conducting the Interview
6.5.
Following up the Interview
6.6.
Questions Protocol
6.7.
Probing During the Interview
6.8.
Overcoming Common Barriers
6.9.
Help your clients save face
6.10.
Focus Groups
7.
Problem Solving
7.1.
Definition of Problem
7.2.
What is Problem Solving?
7.3.
Problem Solving Tools
7.4.
Heuristic Techniques for Problem Solving
8.
Emotional Intelligence
8.1.
Introduction
8.2.
What is Emotional Intelligence?
8.3.
History
8.4.
Emotional Intelligence at Workplace
8.5.
Emotional Intelligence for Consultants
8.6.
Can Emotional Intelligence Be Developed?
8.7.
Emotional Intelligence Models
8.8.
Emotional Quotient – Daniel Goleman
9.
Stress Management
9.1.
Introduction
9.2.
Pressure and Performance
9.3.
Signs & Symptoms of Stress
9.4.
Types
9.5.
Work related Stress
9.6.
Responding to Stress
9.7.
Coping with Stress
9.8.
Stress Management
9.9.
Stress Management Individual Strategies
9.10.
Stress Management Organizational Strategies
9.11.
Introduction to Work Life Balance
9.12.
Work Life Triangle
9.13.
WLB Theories
9.14.
Best Practices
10.
11.
Business Ethics
10.1.
What is Ethics?
10.2.
Values
10.3.
Moral Reasoning
10.4.
Cultural Relativism
10.5.
Ethical Dilemma
10.6.
Unethical Behavior
10.7.
Dimensions of Ethics
10.8.
Forms of Ethics
10.9.
Ethical Principles
10.10.
The Twelve Questions Model
10.11.
Consultant Ethics
Corporate Governance
11.1.
Introduction
11.2.
What is Corporate Governance?
11.3.
Why Corporate Governance?
11.4.
Governance Mechanisms
11.5.
Principles of Corporate Governance
11.6.
Pillars of Corporate Governance
11.7.
Styles of Corporate Governance
11.8.
Role of Consultant in Corporate Governance
12.
Leadership Skills
12.1.
Introduction
12.2.
The basics
12.3.
Requirements/ingredients of a leader
12.4.
What do people want from leaders?
12.5.
Can Leadership be learned?
12.6.
Principles of leadership
12.7.
Trait approaches to leadership
12.8.
Charismatic leadership
12.9.
Leadership behavior and styles
12.10.
Transactional and transformational Leadership
12.11.
Using the right style
13.
Networking Skills
13.1.
What is networking?
13.2.
Why Networking?
13.3.
Why People Don’t/hesitate to Network?
13.4.
Types
13.5.
Forms
13.6.
Network Characteristics
13.7.
Principles of Networking
13.8.
Networking opportunities
13.9.
Common Networking Mistakes
13.10.
Steps to Build a Better Network
13.11.
Few Tips
14.
Vision & Mission
14.1.
Introduction
14.2.
Aspirations
14.3.
Vision
14.4.
Mission (Statement)
14.5.
Values
14.6.
Purpose Vs. Vision Vs. Mission (Statement) Vs. Values
14.7.
Misuse of Organizational Aspirations
Learning Outcomes:
No
Learning Outcomes
LO1
To improve the ability to understand unique relationship between consultant and the client
organization and also successfully manage relationship during consulting assignment.
LO2
To hone people skills, communication skills, presentation skills, negotiations skills, interviewing
skills and networking skills by measuring the base line (current skill level) through psychometric
tools and develop a road map to enhance these skills.
LO3
Ability to apply creative and analytical thinking, emotional intelligence and stress management
techniques in consulting assignments.
LO4
Effectively handle ethical dilemmas while dealing with clients and improve the ability to display
professionalism in all the activities carried out by the consultant.
Experiential Learning Components:
This course will feature several experiential learning (learning by doing) components in the form of case studies,
exercises/presentations and assignments. This will also form as a part of the evaluation components for the
course. As the course progresses, the details of these experiential learning components will be shared.
Part B: Learning Plan
Academic Term
Second Semester 2021-2022
Course Title
Consulting and People Skills
Course No
MBA ZG515
Lead Instructor
Subramaniam Jayaraman
Contact Session 1
Type
Content Ref.
Topic Title
Study/HW Resource
Reference
Pre CH
Study of Consultants Understanding
behavior in your or other consulting processes
Organization
practical Understand consulting process
from a practitioner perspective.
During CH
T1: Chapter-1 and 3
Introduction to Management
Consultancy, Consulting
Models (Process), Consultant,
Client
Post CH
Article 1.1
Issues and challenges in client Article 1.1: Rate Yourself as a
consultant relationship
Client
Lecture slides CPS-Topic 1
Contact Session 2
Type
Content Ref.
Topic Title
Study/HW Resource
Reference
Pre CH
Article 2.1 & 2.2
Basic Concepts of Change Article
2.1:
Leading
Management: Understand the Organizational Change
systematic approach to lead Article 2.2: Leading Change
organizational transformation,
issues in Change Management.
During CH
T1: Chapter-4
R6: Chapter -17
Consultant Role as a Change Lecture slides CPS-Topic 2
Agent
Post CH
Concepts
Management
of
Change
Contact Session 3
Type
Content Ref.
Topic Title
Study/HW Resource Reference
Pre CH
Article 3.1
Communication Skills
Article 3.1: The Pyramid Principle by
Barbara Minto
During CH
T2: Chapter-1-2
Communication
Skills
I Lecture slides CPS-Topic 3
(Process, Message, Types –
Context
&
Nature,
Understanding Audience)
Post CH
T2 Chapter-1&2
Communication Skills
Identify
gaps
in
your
own
communication skill and develop a
plan to improve your communication
skills.
Contact Session 4
Type
Pre CH
Content Ref.
Topic Title
Study/HW Resource Reference
5 Ways to Listen Better Listening Skills
by Julian Treasure
https://www.ted.com/talks/julian_trea
sure_5_ways_to_listen_better
Science Of Persuasion Persuasion
by Robert Cialdini
https://ed.ted.com/on/NqsYCu67
Questioning techniques
Art of asking questions
http://changingminds.org/techniques/q
uestioning/questioning.htm
During CH
T2 Chapter-3
Communication Skills II Lecture slides CPS-Topic 4
(Listening, Persuasion
and Asking Questions)
Post CH
5 Ways to Listen Better Communication Skills
by Julian Treasure
Observe your listening skills in your
workplace communication and design
a plan to improve it.
Contact Session 5
Type
Pre CH
Content Ref.
Topic Title
Study/HW Resource Reference
Giving
Presentations Presentation Skills
Worth Listening To by
Gordon Kangas
PowerPoint Skills
How to avoid death by
PowerPoint by David
JP Phillips
https://www.youtube.com/watch?v=NUXkT
hfQx6A
During CH
T2 Chapter-4
Presentation Skills
Lecture slides CPS-Topic 5
Post CH
T2 Chapter-4
Presentation Skills
Identify excellent presenter
organization/industry.
https://www.youtube.com/watch?v=Iwpi1L
m6dFo
in
your
Contact Session 6
Type
Content Ref.
Topic Title
Study/HW Resource Reference
Pre CH
Analyze a requirement Interviewing Skills Understand the complexity of conduct of a
gathering interview you
requirement gathering interview.
have attended.
During CH
T2 Chapter-7
Interviewing Skills Lecture slides CPS-Topic 6
Post CH
T2 Chapter-7
Interviewing Skills Participate in an interview to understand
concept discussed in class.
Contact Session 7
Type
Pre CH
Content Ref.
Article 7.1
Topic Title
Study/HW Resource Reference
Creative
Analytical
Thinking
& Article 7.1: Critical Thinking: What It Is and
Why It Counts by Peter A. Facione
During CH
Creative
Analytical
Thinking
& Lecture slides CPS-Topic 7
Post CH
Creative
Analytical
Thinking
& Make a plan to improve your creative and
critical thinking.
Contact Session 8
Type
Content Ref.
Topic Title
Study/HW Resource Reference
Pre CH
During CH
MID REVIEW
MID REVIEW
MID REVIEW
Post CH
Contact Session 9
Type
Content Ref.
Topic Title
Study/HW Resource Reference
Pre CH
Article 8.1 & 8.2
Emotional Intelligence
Article 8.1: Working with Emotional
Intelligence by Daniel Goleman, 1998
Article 8.2: Understanding and
Developing Emotional Intelligence by
Olivier Serrat Asian Development
Bank
During CH
R7: Ch 15
Emotional Intelligence
Lecture slides CPS-Topic 9
Emotional Intelligence
Draft a plan to improve EQ skills.
Post CH
Contact Session 10
Type
Content Ref.
Topic Title
Study/HW Resource Reference
Pre CH
Identify reasons for job Stress Management
stress
Identify how stress management is
handled in your organization.
During CH
R6: Ch 17
Stress Management
Lecture slides CPS-Topic 11
Stress Management
Identify how you can improve and
manage your personal/job stress
Post CH
Contact Session 11
Type
Content Ref.
Topic Title
Study/HW Resource Reference
Pre CH
Article 10.1 & 10.2
Business Ethics
Article 10.1: Ethics for Management
Consultants by Flemming Poulfelt
Article 10.2: Principles for Ethical
Consulting
http://www.authenticityconsulting.co
m
During CH
TB1 Chapter-4
R7 – Chapter 6
Business Ethics
Lecture slides CPS-Topic 11
Business Ethics
Identify how you can train your staff
to be ethical.
Post CH
Contact Session 12
Type
Pre CH
Content Ref.
Topic Title
Corporate Governance
Corporate Governance
Assessment
Methodology
by IFC CORPORATE
GOVERNANCE
PROGRAM
Study/HW Resource Reference
Stefan S. Handoyo, Program Lead
IFC Corporate Governance Program,
East Africa
During CH
Corporate Governance
Lecture slides CPS-Topic 12
Post CH
Corporate Governance
Relate the concepts discussed with
your organization.
Contact Session 13
Type
Pre CH
Content Ref.
Topic Title
Analyze
leadership Leadership Skills
style of senior people of
your organization
Study/HW Resource Reference
Analyze leadership style of CEO and
few functional leaders of your Org
During CH
Leadership Skills
Lecture slides CPS-Topic 13
Post CH
Leadership Skills
Understand the functioning of various
departments of your organization.
Contact Session 14
Type
Pre CH
Content Ref.
Study/HW Resource Reference
How Leaders Create Networking Skills
and Use Networks by
Herminia IbarraMark Study your personal
Lee Hunter
network worth
During CH
Post CH
Topic Title
Networking Skills
A Practical Guide to Develop
Social Networks by develop
Rob
CrossJeanne network.
LiedtkaLeigh Weiss
https://hbr.org/2007/01/how-leaderscreate-and-use-networks
Managing Yourself: A Smarter Way
to Network
Rob CrossRobert J. Thomas
https://hbr.org/2011/07/managingyourself-a-smarter-way-to-network
Lecture slides CPS-Topic 14
a plan to https://hbr.org/2005/03/a-practicalyour social guide-to-social-networks
Contact Session 15
Type
Pre CH
Content Ref.
Article 14.1 & 14.2
During CH
Post CH
Workplace
Topic Title
How
to
build
Company’s Vision?
Study/HW Resource Reference
a Article
14.1:
Building
your
Company’s Vision
Article 14.2: A Step-by-Step Exercise
for Creating a Mission Statement
Vision & Mission
Lecture slides CPS-Topic 15
Vision
Study the vision and strategy
formulation in their respective
organization
Contact Session 16
Type
Content Ref.
Topic Title
Study/HW Resource Reference
Pre CH
During CH
Post CH
FINAL REVIEW
FINAL REVIEW
FINAL REVIEW
Evaluation Scheme:
Legend: EC = Evaluation Component; AN = After Noon Session; FN = Fore Noon Session
No
EC-1
Name
Case Analysis
EC-2
Mid-Semester Test
EC-3
Comprehensive
Exam
Type
Open
Book
Open
Book
Open
Book
Duration Weight
Day, Date, Session, Time
30%
Submission: To be announced during
the semester/course
2 hours
30%
Saturday, 12/03/2022 (FN)
10 AM - 12 Noon
2 hours
40%
Saturday, 21/05/2022 (FN)
10 AM - 12 Noon
Syllabus for Mid-Semester Test (Open Book): Topics in Contact Session 1 to 8
Syllabus for Comprehensive Exam (Open Book): All topics
Important links and information:
Elearn portal: https://elearn.bits-pilani.ac.in
Students are expected to visit the Elearn portal on a regular basis and stay up to date with the latest
announcements and deadlines.
Contact sessions: Students should attend the online lectures as per the schedule provided on the Elearn
portal.
Evaluation Guidelines:
1. EC-1 consists of two assignments (case analysis-written reports). Students will attempt them
through the course pages on the Elearn portal. Announcements will be made on the portal, in a
timely manner.
2. For Closed Book tests: No books or reference material of any kind will be permitted.
3. For Open Book exams: Use of books and any printed / written reference material (filed or bound)
is permitted. However, loose sheets of paper will not be allowed. Use of calculators is permitted
in all exams. Laptops/Mobiles of any kind are not allowed. Exchange of any material is not
allowed.
4. If a student is unable to appear for the Regular Test/Exam due to genuine exigencies, the student
should follow the procedure to apply for the Make-Up Test/Exam which will be made available
on the Elearn portal. The Make-Up Test/Exam will be conducted only at selected exam centres on
the dates to be announced later.
It shall be the responsibility of the individual student to be regular in maintaining the self-study schedule
as given in the course handout, attend the online lectures, and take all the prescribed evaluation
components such as Assignment/Quiz, Mid-Semester Test and Comprehensive Exam according to the
evaluation scheme provided in the handout.