Numbering Code	U-LAS51 10020 SE48	Year/Term	2022 ・ Second semester
Number of Credits	2	Course Type	Seminar
Target Year	2nd year students or above	Target Student	For all majors
Language	English	Day/Period	Wed.4
Instructor name	WILLIAM BABER (Graduate School of Management Associate Professor)
Outline and Purpose of the Course	Tools and practical experience for conducting negotiations from pre-planning to agreement, so-called Harvard Method or Mutual Gains Negotiation. The course is conducted entirely in English and requires strong speaking and listening skills. The focus is generally on business, however the skills are applicable to other kinds of negotiation, such as politics. Practices may include remote negotiations with students in overseas universities.
Course Goals	Students will understand basic concepts such as alternative, zone of agreement, reserve points, planning, creating new value, problem solving, satisfaction, relationship building, and the overall process of negotiation.
Schedule and Contents	Lecture 1:　Basic negotiation skills 1 Lecture 2:　Basic negotiation skills 2 Lecture 3:　Basic negotiation skills 3 Lecture 4-13:　Case practices and skills Lecture 14:　Overview Week 15: Feedback session "Total：14 classes, 1 Feedback session"
Evaluation Methods and Policy	Ongoing evaluation of skills in class including verbal and written assignments. About 20% of the points will be scored in quizzes. About 20% of the points will be scored in reflective writing assignments. About 50% of points will be scored in assignments such as submitted agreements and planning documents. About 10% of points will be scored for active participation in simulations.
Course Requirements	None
Study outside of Class (preparation and review)	Readings from the textbook may be assigned for preparation before class. Additional materials (cases) will be given to students for preparation before a practice negotiation.
Textbooks	Textbooks/References	Practical Business Negotiation, Baber, Chen, (Routledge), ISBN:9780367421731