The course emphasizes team management and problem solving. Students are expected to cooperate closely in several tasks during the course.
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;
+Powicki Inheritance (Baber)
+PakTon-Zawasoft (Baber)
+Mukashi Games (Baber)
+Carter Racing (Delta Leadership)
+HP and Autonomy
・Practical Business Negotiation William W Baber, Chavi C-Y Fletcher-Chen, 2015, Routledge
Getting to Yes. (Fischer, Ury, and Patton). 2012, Random House
The Mind and Heart of the Negotiator. (Thompson). 2014, Pearson Education
この講義を受講するには、TOEIC750点を目安とした英語力が必要です。
受講審査の際に、英語力を証明する試験(TOEIC,TOFLE,IELTS等)のスコアをご提出ください。
東京 / 大阪 / 名古屋でMBA説明会を開催。個別相談も随時受け付けていますのでお気軽にお申込みください。
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