International Negotiation
| Numbering Code | Year/Term | 2022 ・ First semester | ||
|---|---|---|---|---|
| Number of Credits | 2 | Course Type | ||
| 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 course is situated in the MBA program which promotes excellent management skills in business and government. This course is a collaborative program with JICA Development Studies Program (JICA-DSP) and serves the interests of students learning about interactions among international and local bodies especially regarding aid and technology. The skills cultivated for global actors include communication, cooperative work, problem solving, conflict management, and joint agreements. | |||
| 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 |
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| 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 |
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| 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 lne by email and or live video. Additionally, students are expected to read and complete some materials in advance. | |||
| Textbooks | Textbooks/References | Practical Business Negotiation (Baber & Chen)m 2nd Edition, 2020; order in advance. Additional materials will be provided to students. | ||
| References, etc. | Not required: English for Negotiating (Oxford University Press); 3D negotiation (Lax and Sebenius); Bare Knuckle Negotiating (Hazeldine); Getting to Yes (Fisher and Yuri); Getting past No (Ury) | |||
| Related URL | ||||
