Management Communication (Business Negotiation)

Highlights of this Course
Recent changes in the global business have made cross-border negotiation skills more important than ever. This training course will teach you proven strategies for negotiating better deals and help you become expert in the use of bargaining tactics and concession trading.

Details

Faculty/
Graduate School
Graduate School of Economics
Language
English
Instructor name
Jean-Claude Maswana(Lecturer)

[Lecture Notes]
#1 The Nature of Business Negotiation: Introduction, Objectives and Overview  PDF(0.4MB)
#2 Negotiation Approaches and Planning, Distributive Negotiation  PDF(0.4MB)
#3 Integrative Negotiation: Strategies and Tactics, Negotiation Leverage  PDF(0.3MB)
#4 Social Context and Relationship in Negotiation
#5 Individual Negotiation (presentation 1): The Used Car Negotiation  PDF(0.2MB)
#6 Individual Negotiation (presentation & feedback): The Used Car Negotiation  PDF(0.6MB)
#7 Corporate Acquisition Study Case: Capital Mortgage Insurance Corporation
#8 Japanese Business Negotiation Style
#9 Global Business Negotiation: Comparative Negotiation Style
#10 Global Business Negotiation: Discussion  PDF(0.6MB)
#11 Group Negotiation: International Business Negotiation Case
#12 Group Negotiation: International Business Negotiation Case

Syllabus

Schedule and Contents
Changes in society, the global economy, have made negotiating skills more important than ever. This training course will teach you proven strategies for negotiating better deals by setting yourself ambitious goals and shows you how to achieve these goals. You will learn how to:

-Prepare effectively, to maximize your advantage before negotiations even begin.
-Make the best possible opening, one that is both tough and credible.
-Become expert in the use of bargaining tactics and concession trading.
-Master the win/win and distributive approaches to get the best deal possible.
-Deal effectively with any negotiation tactics and close the deal.

[Calendar]
#1 The Nature of Business Negotiation: Introduction, Objectives and Overview
#2 Negotiation Approaches and Planning, Distributive Negotiation
#3 Integrative Negotiation: Strategies and Tactics, Negotiation Leverage
#4 Social Context and Relationship in Negotiation
#5 Individual Negotiation (presentation 1): The Used Car Negotiation
#6 Individual Negotiation (presentation & feedback): The Used Car Negotiation
#7 Corporate Acquisition Study Case: Capital Mortgage Insurance Corporation
#8 Japanese Business Negotiation Style
#9 Global Business Negotiation: Comparative Negotiation Style
#10 Global Business Negotiation: Discussion
#11 Group Negotiation: International Business Negotiation Case
#12 Group Negotiation: International Business Negotiation Case
Evaluation Methods and Policy
Grades will be based on oral presentations and classroom attendance/participation. Evaluation of the presentations will be carried out as follows: Negotiation exercises (40%), final test/report (30%), participation in discussions (20%) and attendance (10%).
Course Requirements
Management Communication assumes that students are comfortable with the mechanics of English language writing and basic rules of grammar. For students who may need additional help, support is available. The student should see the instructor early in the course for help.
Textbooks/References, etc.
[Textbook]
Lewicki, Saunders, Minton & Barry: Negotiation, 4th ed., McGraw-Hill Irwin, 2003

[Resources]
[1] Tony Fang, Chinese Business Negotiating Style, Sage Publications, 1999

[2] Ghauri & Usunier, International Business Negotiation, 2nd ed., Oxford, Pergamon, 2003

[3] Lewicki, Negotiation: Readings, Exercises & Cases, et al., 2003
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