コンテンツに飛ぶ | ナビゲーションに飛ぶ

  • 日本語
  • English
 
現在位置: ホーム ja シラバス(2020年度) 経営管理大学院 基礎科目 2200000 Business Negotiation

2200000 Business Negotiation

JA | EN

科目ナンバリング
  • P-MGT75 50022 LE44
開講年度・開講期 2020・前期
単位数 2 単位
授業形態 group work
配当学年 1
対象学生 大学院生
使用言語 英語
曜時限 火5
教員
  • WILLIAM BABER(経営管理大学院 准教授)
授業の概要・目的 Description: Negotiation skills useful for business and other contexts, such as Overseas Development Aid. These negotiation skills are taught with cross cultural awareness to allow for adjustment to other cultures. The purpose of this course is to teach students to interact successfully in the globalized world of business and government interactions with suitable approaches and expectations. This is a joint course with JICA Development Studies Program (JICA-DSP) and includes topics related to coordinating with international organizations and local government as well as other business contexts.
到達目標 ・Select appropriate strategies for a negotiation
・Understand alliance building in ODA contexts
・Learn about usual issues in ODA contexts
・Recognize and use distributive and integrative negotiating tactics appropriately
・Identify monetary and non-monetary interests of all parties
・Apply advanced planning tools
・Recognize and manage cross cultural pitfalls in negotiations
・Manage the impact of personal and emotional style
・Prepare positions, alternative positions, reserves, offers, and counter offers
・Use New Value Creation to satisfy the intrests of the parties
・Develop robust agreements
授業計画と内容 Lecture 1: Core negotiation skills 1
Lecture 2: Core negotiation skills 2
Lecture 3: Core negotiation skills 3
Lecture 4: Case practice 1
Lecture 5: Case practice 2
Lecture 6: Case practice 3
Lecture 7: Case practice 4
Lecture 8: Case practice 5
Lecture 9: Case practice 6
Lecture 10: Case practice 7
Lecture 11: Case practice 8
Lecture 12: Case practice 9
Lecture 13: Practice; Final event
Lecture 14: Final event
Lecture 15: Student feedback and review
成績評価の方法・観点 Written tests (11%), Verbal assignments (50%), Written assignments (39)%
履修要件 English language fluency (but not grammatical precision) required.
授業外学習(予習・復習)等 At least one negotiation simulation will require students, in teams, to communicate with MBA students in Europe on line by email and or live video. Additionally, students are expected to read and complete some materials in advance.
教科書
  • Practical Business Negotiation, 2nd Edition (Baber & Chen); order in advance. Additional materials will be provided to students.
参考書等
  • 3D negotiation (Lax and Sebenius); Bare Knuckle Negotiating (Hazeldine); Getting to Yes (Fisher and Yuri); Getting past No (Ury); Students with weaker English skills may like "English for Negotiating" (Oxford University Press)
関連URL
  • https://www.routledge.com/products/9781138781481