Abstract

This case study delves into a compelling narrative from the Mahabharata, exploring the high-stake interaction between Duryodhana, the ambitious leader of the Kauravas, and Shalya, a powerful but reluctant ally. The conversation highlights the challenges of persuasion, leadership, and ethical dilemmas in a high-pressure, decision-making environment. Duryodhana’s diplomatic finesse and strategic communication tactics to secure Shalya’s support as Karna’s charioteer form the crux of this case, offering a timeless lesson in interpersonal dynamics and leadership negotiation. The case explores critical aspects of effective communication, including self-awareness, emotional intelligence, conflict resolution, and trust-building. It also examines ethical considerations, such as the manipulation of loyalty and the morality of ulterior motives in leadership decisions. These dimensions make the case rich for discussions on ethical leadership, persuasive communication, and negotiation strategies. This case is ideal for courses in Leadership, Business Communication, and Organizational Behavior. Faculty in the US and Europe will find this case especially engaging as it blends ancient Indian wisdom with modern managerial concepts, encouraging participants to draw parallels across cultures and time. Its universal themes resonate across geographies, making it a compelling tool for experiential learning and classroom engagement.

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• Understanding the barriers to communication
• Recognizing the factors that impede effective listening
• Examining the importance of enhancing communication skills in leadership
• Learning how to frame messages to align with the receiver’s perspective while maintaining focus on organizational goals
• Applying conflict resolution techniques to achieve collaborative solutions that respect individual dignity and team objectives

Keywords

Barriers to Communication; Barriers to Effective Listening; Concept of Negotiation; Approaches to Negotiation; Major Elements of Negotiation Preparation; Effective Communication; Essential Interpersonal Competencies for Managers; Managing Conflicts; Factors Hampering Interpersonal Communication