名古屋 Strategic Business Negotiation

Prof. Baber, Willam W. 受付中

The course emphasizes team management and problem solving. Students are expected to cooperate closely in several tasks during the course.

日程：2018/11/10-11土日
締切：Deadline Oct 19rd(Fri)
時間：9:20-16:40
場所：名古屋キャンパス丸の内タワー
テーマ：コミュニケーション

単科を申込単科を申込

講義スケジュール

Learning objectives:
• use different negotiation strategies for different situations as appropriate, after careful analysis of the context and goals/interests of the parties;
• differentiate between distributive and integrative negotiations;
• identify the tactics in distributive and integrative negotiations;
• use integrative approaches for value creation;
• take into consideration the impact of repeat relationships in determining future negotiation strategy;
• recognize the impact of emotional style on negotiations;
• give proper emphasis to negotiation planning;
• use planning tools appropriately;
• take actions to ensure a proper agreement is drafted when closing the negotiation;
• consider the important role of back table players/constituents in negotiations;
• recognize cross-cultural pitfalls in negotiations.
• consider the important role of back table players/constituents in negotiations;