Provides the knowledge and insights to better diagnose and implement organizational change. Helps managers to describe situations completely, diagnose the organizational behavior, prescribe the best practices or most appropriate behavior for given organizational situations, and then act effectively in those situations. The topics include individuals in organizations, groups and teams in organizations, building an organizational culture, structuring high-performance organizations, influences on organizational structure and managing change in organizations.

Addresses the importance of companies being market-driven and customerfocused and presents current theories and practices of marketing management. Topics include strategies for pioneering brands, later entrants and strategies for growth in declining markets and hyper competition. Develops an understanding of skills needed in formulating and planning marketing strategies and acquisitions.

Examines the basic principles of managing production and distribution of goods and services. It is organized around three basic concepts: locating and pricing bottlenecks, reducing variability and managing variability. These concepts provide insight into a wide variety of areas such as process analysis, quality, inventory control, capacity planning and location. Tools such as simulation, linear programming, decision trees and inventory models help in understanding the fundamental concepts.

Focuses on the changed role of HR in organizations and the challenge of sustainability in organizations. Particular emphasis is on “what is the role of HR today” and HR strategy as well as business strategy. The course is geared for the general manager and leans on recruitment, training and development, appraisal of performance, reward systems, information sharing, team and job design. Other topics include leading change, the organization that learns, sustaining partnership, operating at board level and making your organization an employer of choice.

Provides the following background and financial analysis tools: an understanding of how financial statements are prepared; the ability to interpret the information provided in financial statements; the ability to conduct a preliminary financial analysis of a firm; the ability to forecast a firm's financial statement and an understanding of some of the cross-country differences in accounting methods.

Enables participants to use marketing research as an effective tool in marketing decision with emphasis on marketing research concepts. The first process will cover Marketing Intelligence, and the second process will be a search for answers to some questions, which if answered would lead the company to make critical marketing decisions on a strategic or tactical level.

Covers the use of financial information in management decision-making. The principle objective of the course is to provide a framework for future managers to understand and productively use the accounting systems which the students are likely to encounter in their careers. Topics include profitability and performance measurement issues, activity-based management and decision support through extensive set of case studies.

Teaches the art and science of achieving the objectives in interdependent relationships, both within and outside the company. Topics include crosscultural negotiation, dispute resolution, coalition formation and multi-party negotiations, extremely competitive negotiations and negotiating via information technology. Focus is on preparation, strategy development, getting started, building, understanding, bargaining and closing the deal. Managers learn effective tools for negotiating within their own groups, including organizing successful meetings and techniques for building consensus.

Takes a financial approach to managerial decision-making by understanding the central ideas, theories and analytical techniques of modern finance. Helps in understanding the environment in which financial decisions are taken. Topics include financial system, fundamental valuation concepts, capital budgeting, long-term financing capital structure, dividend policies, working capital management, planning corporate valuation, restructuring and value creation.

Provides the conceptual tools for managing sales personnel and to understand the means and techniques of physical distribution of goods/logistics management. It covers how the leading organizations practice the art of sales right from planning, staffing, organizing, controlling and distributing the products/services to the ultimate consumer.

Serves to produce professional managers capable of fulfilling strategic roles within international business and government enterprises. The emphasis of this course stems from the imperatives for organizations to be alert to changes and have an in-built mechanism not merely to respond to these changes reactively and after they have happened but to bid for leadership and stay ahead of the leader in the pack by a good margin. The course equips how a middle manager can serve as a corporate ombudsman as to alert the company to both the opportunities and risks arising out of discontinuities in the marketplace. By the end of the course, the participants should be able to reflect upon themes relating to investments in IT and the returns thereof across industries.

Focuses on concepts and techniques that enable firms to better coordinate material and information flows, and non-material activities associated with logistical and marketing processes that occur within and across organizations. The course will discuss concepts and recent influential innovations in SCM [e.g., Cross-Docking, Vendor Managed Inventory (VMI), Third-Party, Logistics (3PL), Efficient Consumer Response (ECR), and Quick Response (QR)].The goal of the course is to review the emerging literature in supply chain management and identify future research directions in this rapidly evolving field. The course will rely on instructional tools including lectures, case discussions, videos, problem sets, software demonstration, presentations and group projects.

Studies the relationship between project planning and implementation; from budgeting to scheduling and control, with proven project-management processes, broadly-tested techniques, and solid approaches to the successful management of projects in varying sizes and degrees of complexity. The course helps in demonstrating how a project manager effectively and efficiently navigates through the what, when, and how of work necessary to take a project from idea to execution; and shows the important role disciplined project management plays in transforming corporate strategy into reality. Topics include defining the project, designing the project process and delivering the project.

Provides a fundamental, yet comprehensive coverage of Total Quality Management (TQM). It covers not only the principles and practices, but also the tools and techniques. A practical state-of-the-art approach is stressed throughout. Sufficient theory is presented to ensure that the participant has a sound understanding of the basic concepts.

Explores the foundations of relationship orientation by drawing upon economic as well behavioral concepts. The technological aspects of CRM are highlighted through an overview of data mining, the role of contact centres, comparison of some popular CRM products and methodology for selecting a technologyoriented CRM solution. While focusing on the functional aspects of CRM for marketing, sales, service and IT, the importance of an organization-wide initiative for the successful implementation of CRM is underscored through case studies.

Develops an understanding of the skills needed in formulating and planning marketing strategies for the service industry. The course focuses on managing the service encounter and in assessing and improving service delivery. Emphasis is laid on the importance of the service sector in the world economy and the most substantial changes taking place within the sector with the help of case studies.

Comprehensively addresses the complex and multi-dimensional subject of Management Control Systems (MCSs). Provides an all-encompassing framework within which to consider management control issues. The course relies on real world text examples and an extensive set of case studies, which reflect the complexity that managers face when using MCSs. Topics include management control environment, responsibility centres, revenue expense and profit centres, transfer pricing, measuring and controlling assets employed, the management control process, budget preparation, analyzing financial performance reports, performance measurement and variations in management control.

Provides participants with an overview of the decision-making process in marketing. The course provides practical understanding of the strategic marketing process, and how it can be applied to a variety of real-life organizational and national environments. It encourages developing a 'strategic mindset' towards the development of marketing programs. It examines strategies over the product life cycle, including growth strategies, strategies for mature and declining markets and defensive strategies. The course provides a chance to apply strategic marketing principles to a variety of situations, and information is introduced to emphasize the urgency of the situation, while the reality of the financial data serves to constrain the submission of unrealistic marketing programs. A primary goal of this course is to provide a thorough understanding of the rapidly changing business environment and the various stakeholders that influence the marketing management function.

Focuses on the tools to analyze the markets that the firm is in, and to maneuver it into new and beneficial directions. The topics include strategy introduction, strategic intent, mission statements, stakeholder view, industry analysis, internal analysis, resource based view, competitive strategy, corporate strategy and strategy implementation. The course analyses the constraints that limit major organizational change.

This course will deal with managing businesses effectively across borders and geographies in the backdrop of a flattening world. Hence, it will look at this flattening world view, the forces and drivers that would be at play at this level and appropriate strategies and frameworks in managing such businesses effectively given the scale, diversity and complexity. The course will also allow you to develop expertise in using particular frameworks and techniques relevant for international business managers. This will provide insights into how organizations can develop strategies to successfully take advantage of the internationalization process. This course provides the opportunity to examine the impact on business behavior and strategy of the rapid growth in recent years of international business activity.

The workshop equips the executive participants with greater intercultural competence and also the insight in managing the multinational cultural diversity with ease. The workshop helps the participants to redefine intercultural challenges in a way that better leverage the potential inherent in diverse workforce into a greater advantage. The participants will be enabled to distinguish among the range of cognitive and/or behavioral adaptations available in any cross cultural interaction. The other dimension would be to be able to perform effectively as an expert manager in a different country/cultural setting, looking at the processes for effective adaptation and acculturisation.

A comprehensive course on the steps to start a business. Starting from devising a complete business plan to choosing the best ownership structure. It also covers ideas from entrepreneurial ventures, naming a business, competitive analysis, financial plan, market analysis, marketing plan, operating plan, home based business, goal setting process, managing people, performance appraisal and delegation.

Exposes the participants to the most current topic in Finance and develops an indepth understanding of the inter-link between the subject of finance and major strategic decisions of a proactive organization. The course will deal on the mechanics, cost and benefits of merger, purchase of a division, takeovers, business alliances, managing an acquisition, divestitures, ownership restructuring, privatization, organizational restructuring and dynamics of restructuring.

Provides participants with a broad overview of key leadership and management skills. Focuses on the efficient use of information and resources for making decisions in an organization. Topics include getting the best from teams, using information efficiently and making fair and just workplaces. The program will focus on actually using and practicing these skills rather than simply hearing about them. The program will rely heavily on group discussion, role playing and presentations by participants. It will also provide step-by-step applications of change management principles that stress the importance of improvement within organizations, rather than simply making changes. It examines the competitive advantage school of thought from the perspective of technical professionals, and sees the need for change as being directly tied to the need to gain and maintain competitive advantages in the global marketplace. The objective of the course is to understand the concept of change management and its relevance to various functions of the organization. It provides exposure to change management techniques, integrates the concepts of change with organizational growth and at appropriate levels of leadership. It focuses on learning to 'lead change' as and when the time arises and understanding change management in terms of current models, frameworks and developments applied by organizations.

Provides an idea or overview of overseas trading policies, processes, practices and also the techniques applicable to individual and industry. The course will cover world monetary system, foreign exchange markets and rates, international parity relationships, international capital budgeting, financing foreign operations, raising foreign currency finance, financing exports, insuring exports and documents in international trade.

Provides the different instruments that trade in a market and the different institutions that are associated with a market, the different trading mechanisms used in organized financial markets, how prices reflect information about fundamental values and the different forces that govern regulatory processes. This course gives a comprehensive view of equity and commodity market operations, its nature and its behavior in detail.

The Country/Industry Study is a one year long individual/group assignment which starts at the end of 3rd Trimester and continues till the end of the last trimester. Each individual/group would select a particular country/Industry and study it in all business aspects to gain a level of intimacy which would enable/facilitate reaching a degree of expertise in that domain. The country/Industry study should result in a plan and/or report in hard copy and a presentation followed by Q & A / Viva voce to defend/elucidate the submissions. These would be forming part of the overall performance evaluation in the program.