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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 International Negotiation

International Negotiation

JA | EN

開講年度・開講期 前期
配当学年 1.2
対象学生 Graduate
使用言語 英語
曜時限 火5
教員
  • WILLIAM BABER(経営管理大学院)
授業の概要・目的 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.
到達目標 ・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
授業計画と内容 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
成績評価の方法・観点 Written tests (11%), Verbal assignments (50%), Written assignments (39)%
履修要件 English language fluency (but not grammatical precision) required.
授業外学習(予習・復習)等 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.
教科書
  • Practical Business Negotiation (Baber & Chen); order in advance. Additional materials will be provided to students.
参考書等
  • 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)
関連URL
  • https://www.routledge.com/products/9781138781481