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現在位置: ホーム シラバス(2019年度) 経営管理大学院 Specialized Subjects Advanced Topics in Negotiation

Advanced Topics in Negotiation

JA | EN

科目ナンバリング
  • P-MGT75 60101 LE44
開講年度・開講期 後期
授業形態 講義
配当学年 1・2
使用言語 英語
曜時限 その他
教員
  • WILLIAM BABER (経営管理大学院)
授業の概要・目的 This lecture will be delivered by Part-time lecturer, Dr. Michele Griessmair.

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, personality and negotiations, strategies and tactics, communication, and cross-cultural negotiations.
到達目標 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.
授業計画と内容 Lecture 1: Key negotiation skills
Lecture 2: Negotiation processes and stages I
Lecture 3: Negotiation processes and stages II
Lecture 4: Distributive, integrative and mixed negotiation styles I
Lecture 5: Distributive, integrative and mixed negotiation styles II
Lecture 6: Cognitive biases I
Lecture 7: Cognitive biases II
Lecture 8: Practice cases
Lecture 9: Negotiation and decision analysis I
Lecture 10: Negotiation and decision analysis II
Lecture 11: Personality in negotiations I
Lecture 12: Personality in negotiations II
Lecture 13: Communication & emotion I
Lecture 14: Communication & emotion II
Lecture 15: Theory and skills review
成績評価の方法・観点 Participants will be evaluated based on in class participation (50%) and a final exam (50%).
履修要件 The course requires strong and prior negotiation experience (completion of ‘Business Negotiation’, practical experience) is strongly advised.
授業外学習(予習・復習)等 It is planned to conduct online negotiations with students from overseas via skype. The negotiation will be conducted via skype out of class.
教科書
  • Materials provided to students.
参考書等
  • 2004 - UNIDROIT Principles of International Commercial Contracts; 3D negotiation (Lax, Sebenius); www.uncitral.org; http://www.unidroit.org/