Advanced Topics in Negotiation
| Numbering Code | P-MGT75 60101 LE44 | Year/Term | 2022 ・ Second semester | |
|---|---|---|---|---|
| Number of Credits | 2 | Course Type | Lecture | |
| Target Year | Target Student | |||
| Language | English | Day/Period | Tue.3 | |
| Instructor name | WILLIAM BABER (Graduate School of Management Associate Professor) | |||
| Outline and Purpose of the Course | This course builds on the Business Negotiation course. Everybody negotiates but managers and professionals should know how to manage conflict and how to negotiate effectively. The goal of this course is to improve students’ negotiation skills by equipping them with the knowledge required to conduct, manage, and analyze negotiation processes. Discussed topics include deeper looks into basics (e.g., BATNA, ZOPA, different negotiation outcomes, etc.), negotiation analysis, cognitive biases in negotiations, failure, communication, and other topics. | |||
| Course Goals | The goal of this course is to improve students’ negotiation skills by equipping them with the knowledge required to conduct, manage, and analyze negotiation processes. | |||
| Schedule and Contents |
Lecture 1: Key negotiation skills Lecture 2: MAUT Lecture 3: Service Level Agreements Lecture 4: Cognitive biases I Lecture 5: Communication & emotion Lecture 6: PRactice case Lecture 7: Failure Analysis I Lecture 8: Failure Analysis II Lecture 9: Student investigated topics I Lecture 10: Student investigated topics II Lecture 11: Student investigated topics III Lecture 12: Expert speaker Lecture 13: Student Simulations Lecture 14: Student Simulations Lecture 15: Feedback on Theory and skills |
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| Evaluation Methods and Policy | Participants will be evaluated based on in class participation (50%) and a final exam (50%). | |||
| Course Requirements | The course requires strong and prior negotiation experience (completion of ‘Business Negotiation’, practical experience) is strongly advised. | |||
| Study outside of Class (preparation and review) | It is planned to conduct online negotiations with students from overseas via skype. The negotiation will be conducted via skype out of class. | |||
| Textbooks | Textbooks/References | Materials provided to students. | ||
| References, etc. | 3D negotiation (Lax, Sebenius); www.uncitral.org; http://www.unidroit.org/ | |||
