名古屋 Strategic Business Negotiation

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;

使用ケース一覧

+Powicki Inheritance (Baber)
+PakTon-Zawasoft (Baber)
+Mukashi Games (Baber)
+Carter Racing (Delta Leadership)
+HP and Autonomy

教科書および参考文献

Textbook

・Practical Business Negotiation William W Baber, Chavi C-Y Fletcher-Chen, 2015, Routledge

Reference

Getting to Yes. (Fischer, Ury, and Patton). 2012, Random House
The Mind and Heart of the Negotiator. (Thompson). 2014, Pearson Education

受講に必要な英語力について

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。