Numbering Code	P-MGT75 50022 LE44	Year/Term	2022 ・ First semester
Number of Credits	2	Course Type	group work
Target Year		Target Student
Language	English	Day/Period	Tue.5
Instructor name	WILLIAM BABER (Graduate School of Management Associate Professor)
Outline and Purpose of the Course	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.
Course Goals	・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
Schedule and Contents	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
Evaluation Methods and Policy	Written tests (11％), Verbal assignments (50%), Written assignments (39)%
Course Requirements	English language fluency (but not grammatical precision) required.
Study outside of Class (preparation and review)	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.
Textbooks	Textbooks/References	Practical Business Negotiation, 2nd Edition (Baber & Chen); order in advance. Additional materials will be provided to students.
References, etc.	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)
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