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MBA Basics
Strategic Negotiation
Strategic Negotiation
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Students will learn how to negotiate with counterparties, which is important in business. In the case discussions, students will be asked to analyze the situation, formulate a negotiation strategy, and actually negotiate with the other party, after clarifying which side they stand on in the case, in order to improve their negotiation skills. The goal is to achieve a level of confidence in business negotiations.
Registration deadline:
Please note the following after registration.
Registrants must note that refunds cannot be granted when cancellation notification is received later than four weeks prior to the start date.-
Topic
Communication
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Business
Management
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Position
Director
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Fee
¥85,000
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Language
Japanese
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Format
Virtual
- Date
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09:20〜16:40 09:20〜16:40 - Place
- Virtual
- Registration deadline
- Target
- Professionals / Almuni
Faculty
Plan
Day1
<Morning>
Lectures and Exercises
<Afternoon>
The Pizza Public Company Limited (Thailand) (A)
1. Were the terms and conditions of the new long-term contract presented by TriCon to PPCL absolutely non-negotiable? What were Tricon's targets and reservations?
2. What were PPCL's targets and reservations?
What were the targets and reservations for PPCL?
3. What was the BATNA for TriCon and PPCL if negotiations broke down?
4. What kind of negotiation strategy did Tricon and PPCL develop?
Day2
<Morning>
Luna's Pen (A) (B)
1．Situation 1
2. Situation 2
3. Situation 3
4. Situation 4
5. Situation 5
<Afternoon>
Thomas Greene: Power, Internal Politics, and a Career in Crisis
1. What is Davis' situation, mission, target, reservation, and BATNA going into the October 15 meeting?
2. What is Green's situation, mission, target, reservation, and BATNA at the October 15 meeting?
3. What action should Green have taken after seeing Davis's email on October 19?
4. What is McDonald's situation, mission, target, reservation, and BATNA going into the February 5 meeting?
5. What was Green's situation, mission, target, reservation, and BATNA going into the meeting on February 5?
Cases
- The Pizza Public Company Limited (Thailand) (A)
- Luna's Pen (A) (B) (The B case is written in English, but it's short and shouldn't be a problem)
- Thomas Green: Power, Internal Politics, and a Career in Crisis
Textbooks and reference materials
Textbooks
- Roger Fisher and William Urie (translated by Daisuke Iwase), "The Harvard Way of Negotiation," Mikasa Shobo (2011) 978-483795732
- Jiro Tamura and Koji Sumida, "An Introduction to Strategic Negotiation," Nihon Keizai Shimbun Publishing, Inc. 2014, 978-453211299
References
- Osamu Ueda, "Never Lose in Negotiation," Softbank Creative, 2013.
Related
Review
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I really enjoyed the mock negotiation group work, which helped me understand the lecture better. The actual mock negotiation was quite difficult and I realized that careful preparation is necessary to make the best decision in a limited time.
Professional 30s Male
The instructor taught me the key points of how to use negotiation theories in a simple and easy to understand way, and I decided to use the decision tree immediately at work.
Engineering 40s Male
I used to think that "negotiation" meant winning or losing through one's own opinion, but I was able to change my perception that it actually meant finding out the other party's situation so that the best solution (win-win) could be achieved. In this class, I could feel the weight of the instructor's first-class experience of success and failure in negotiations in every word.
Engineering 40s Female
The opportunity to do negotiation training exercises was invaluable and very beneficial.
Management 代 Female
As a lawyer, I found the lecture on actual negotiations, with examples, very helpful. It was easy to understand how to collect information in advance of negotiations and how to qualitatively and quantitatively determine the points to be negotiated. Thank you very much.
Sales 30s Female
Negotiations are very frequent in real life, and I was able to get some very useful suggestions. I understood the importance of advance preparation, especially the setting of the situation and mission, which greatly affects the negotiation strategy.
Independent business 30s Male
The book provides basic ideas and practical tips on negotiation, an area that is rarely touched or studied. Although it is a very unique topic, it is a perspective that all business people should keep in mind. It is a very unique topic, but one that every businessperson should keep in mind.
Sales 30s Female
The pair, group, and class discussions stimulated me with ideas and insights that I didn't have before, and the professor's fast-paced lectures were like finding a drawer in the sky for me. Thank you very much.
Professional 30s Male