シラバス Syllabus

授業名 Strategic Business Negotiation
Course Title Strategic Business Negotiation
担当教員 Instructor Name William Baber
コード Couse Code EST209_G18N
授業形態 Class Type
授業形式 Class Format
単位 Credits
言語 Language JP
科目区分 Course Category
学位 Degree
開講情報 Terms / Location 2018 GSM Nagoya Fall

授業の概要 Course Overview

Misson Statementとの関係性 / Connection to our Mission Statement

授業の目的(意義) / Importance of this course

.
This course teaches practical negotiation skills. Negotiation among organizations or within the organization is an activity for making decisions, setting strategies, building alliances, and solving problems. Business people need a suite of skills from preparation to interaction and follow up in order to gain the benefits of good negotiation. Benefits means capturing and creating value as well as improving relationships and within and among organizations. Emphasis is placed on soft skills, however students are expected to apply analytical skills as needed to the cases provided. Cases in this course include business situations likely to be faced by the members of the class.
This course is taught by the case method, which allows students to develop problem-solving and problem-finding skills through reliving the management case examples and real events in existing companies from their own perspectives. The Participant Centered Learning involving discussions among students and role-plays provides students with effective and rich learning experiences, through which we aim to broaden the students’ vision and understanding of the world as business professionals while teaching them necessary knowledge in business.

到達目標 / Achievement Goal


本授業の該当ラーニングゴール Learning Goals

*本学の教育ミッションを具現化する形で設定されています。

LG1 Critical Thinking
LG3 Ethical Decision Making
LG4 Effective Communication
LG5 Executive Leadership (EMBA)
LG6 Innovative Leadership (MBA)

受講後得られる具体的スキルや知識 Learning Outcomes

This course particularly targets LG-1、LG-3、LG-4、LG-5、and LG-6 as Learning Goals.

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

SDGsとの関連性 Relevance to Sustainable Development Goals

教育手法 Teaching Method

教育手法 Teaching Method % of Course Time
インプット型 Traditional 15 %
参加者中心型 Participant-Centered Learning ケースメソッド Case Method 85 %
フィールドメソッド Field Method 0 %
合計 Total 100 %

事前学修と事後学修の内容、レポート、課題に対するフィードバック方法 Pre- and Post-Course Learning, Report, Feedback methods

Assignment: Online reflection and interaction
Each student will post in a LinkedIn forum called "NUCB – Nov. 2018 Negotiation". This forum is restricted to only those students and professors participating in this course. To join the forum, you must be invited with that same email address used for creating the account. Students can earn up to 20 points depending on the quality and depth of comments and reactions in the forum. The forum will open after the course finishes on the afternoon of November 26. A minimum of one entry (600 words or so) explaining your impressions and experiences including your roles in the negotiations, how you worked with your team members, and what you learned about negotiation and your own negotiation skills. In addition to your main entry, you at least three reactions to other students are necessary.
Deadline: midnight of Sunday Nov.18



Assignment: Negotiation Post Mortem
You will briefly write up and analyze a negotiation that ended in failure (no agreement and no intent to pursue an agreement). Contents: a) brief description of the negotiation (subject, companies, size, date, etc.) up to 400 words; b) problem points; c) specific main problem(s). Complete the Overview Framework first. Further explanation and analysis can include FMEA, flowcharts, timelines, strategy selection analysis, TKI analysis, etc. Show all sources used at the end of the file (reference list).
Deadline:Midnight, Sunday Nov. 18
Submission method:Submit by email in a Word format file
Feedback will be by written comments on assignments as well as in class coaching.

授業スケジュール Course Schedule

Day 1
10:00 Administrative and introduction
Final assignment due one week on, Sunday night, Nov. 18.
Need to have a Linked In profile – send the email used to create it with me: willbaber@yahoo.com so that I can invite you.
Biedenkopf video: https://www.youtube.com/watch?v=DFcIavYpyLs&t=1s

10:10 Integrative vs distributive; Why integrative is preferable;
10:20 Strategies: what they are, the move north-east, practice case
10:30 Terminology for negotiation
10:45 Relationship and example case; Perspective Taking: Professor’s Patent
10:55 Discuss creating relationship and pitfalls; impression management
11:15 Powicki case prep in teams (please suspend your concerns about legal arguments)
11:30 Students negotiate Powicki case
11:45 Stop to discuss: preparation, opening, sequence…
12:00 Finish Powicki negotiation
12:15-13:10 Lunch
13:10 Write the agreements
13:20 Lifecycle: 5+1 step lifecycle
13:25 Outcomes of Powicki and value creation
13:40 Quiz I
13:55 Preparation: Stakeholder analysis; HIT; goals-steps-reserve; assessing BATNA
14:05 Establishing reserve points (Powicki example)
14:20 Tactics
14:40 Preparation of PakTon-Zawasoft
15:00 Break
15:30 Do PakTon-Zawasoft negotiation
15:55 Review PakTon-Zawasoft
16:30 Ratifying parties; Deadlock
16:40 Overnight assignment: find info for Shepard Fairey/Associated Press and complete stakeholder analyses, HIT, Raiffa card etc. (submit by email before class next morning) teams
Join LI Forum!

Day 2
Time Action
10:00 Admin, reminders…
10:05 Quiz II
10:15 Review what students found in overnight assignment
10:35 Personality and style (self and team members)
10:50 Discuss how to handle counterparties of various styles/types
11:10 Cross cultural interaction – strengths and weaknesses
11:30 Map own cultural (and personal) strengths and weaknesses
12:00 Discuss cross cultural interactions in large group
12:15 Mukashi Games planning
12:15-13:15 Lunch
13:15 Mukashi Games negotiation
13:45 Mukashi Games discuss (NVC, etc.)
14:00 Deadlock
14:20 Carter Racing
14:50 Carter Racing discussion
15:10 Break
15:20 Post Mortem … how to analyze a failed negotiation
16:00 Discuss a failure example: HP and Autonomy
16:20 Team management; General review
16:40 Final Assignments; Teaching your boss and coworkers about negotiation

第1日(Day1)



第2日(Day2)



第3日(Day3)



第4日(Day4)



第5日(Day5)



第6日(Day6)



第7日(Day7)



成績評価方法 Evaluation Criteria

*成績は下記該当項目を基に決定されます。
*クラス貢献度合計はコールドコールと授業内での挙手発言の合算値です。
講師用内規準拠 Method of Assessment Weights
コールドコール Cold Call 0 %
授業内での挙手発言 Class Contribution 20 %
クラス貢献度合計 Class Contribution Total 20 %
予習レポート Preparation Report 40 %
小テスト Quizzes / Tests 20 %
シミュレーション成績 Simulation 0 %
ケース試験 Case Exam 0 %
最終レポート Final Report 20 %
期末試験 Final Exam 0 %
参加者による相互評価 Peer Assessment 0 %
合計 Total 100 %

評価の留意事項 Notes on Evaluation Criteria

Frequency and quality of comments, ability to explain and define course concepts, ability to interact with other students especially when preparing and conducting negotiation cases.

使用ケース一覧 List of Cases

  • 「Powicki Inheritance 」、NA、Baber
  • 「PakTon-Zawasoft 」、NA、Baber
  • 「Intellectual Property Negotiation Between Mukashi Games And Pixie」、318-0033-1、TheCaseCentre.org
  • 「Carter Racing 」、NA、Delta Leadership
  • 「HP and Autonomy」、NA、Baber

教科書 Textbook

  • Baber & Chen「Practical Business Negotiation」Routledge: Taylor and Francis(2015)978-1-13-878147-4

参考文献・資料 Additional Readings and Resource

The Mind and Heart of the Negotiator, Thompson
Bare Knuckle Negotiating, Hazeldine
3D Negotiation, Lax & Sebenius

授業調査に対するコメント Comment on Course Evaluation

in preparation

担当教員のプロフィール About the Instructor 


William W. Baber has combined education with business throughout his career. Currently he is teaching and researching negotiation and business models as a Professor in the Graduate School of Management, Kyoto University. He also teaches as a visiting professor at University of Vienna and University of Jyväskylä. Additional experience includes economic development in the State of Maryland and supporting business starters in Japan. He is lead author of the textbook Practical Business Negotiation, (Taylor and Francis 2015). Recent articles include Team Positions in Negotiation, (Proceedings, 18th International Conference on Group Decision and Negotiation) and Identifying Macro Phases Across the Negotiation Lifecycle, (Group Decision and Negotiation, 2018). Negotiation simulations include Mukashi Games and Pixie and Electro Car Merger, both available through TheCaseCentre.org. He also researches and publishes on the topic of Business Model Innovation in small and medium technology businesses.

Work experience (non-academic):
Consulting support of Two Rabbits Brewing, Ohmi-Hachiman, Japan from start up through funding to licensing and continuing. https://www.instagram.com/tworabbitsbrewing

Consulting support of Yamamoto Seiko (Hilltop Inc.) as they developed their internationalization strategy and launched their first overseas office in California. www.hilltop21.co.jp

Marketing Strategist, Maryland State Department of Business and Economic Development, Baltimore, Maryland, USA. Supported the attraction of new businesses to Maryland in advanced technology sectors. Worked frequently with business decision makers from Europe, Asia and around the US.

Marketing Staff, Price Waterhouse, Prague, Czech Republic. Coordinated marketing procedures and events with Czech, German, and English speaking coworkers. Work targeted MNCs and SMEs in and newly arriving in the Czech Republic.

Project Manager, ASET Consultants, Arlington, Virginia, USA. Coordinated translation and editing of technical, legal, and business documents into and from English and a variety of European languages. Conducted business research on then-Soviet Union, Czechoslovakia, and Hungary under contract to US Department of Commerce and private enterprises.


Refereed Articles

  • (2019) Effectuation logic in digital business model transformation: Insights from Japanese high-tech innovators. Journal of Small Business and Enterprise Development 26(6/7): 1462-6004
  • (2018) Identifying Macro Phases Across the Negotiation Lifecycle. Group Decision and Negotiation 27(6): 0926-2644
  • (2018) Crafting Arguments in Academic Writing. Academe: First Forays into Academic Writing 1(1): 2434-6527
  • (2015) Cognitive Negotiation Schemata in the IT Industries of Japan and Finland. Journal of International Technology and Information Management 24(3): 1543-5962






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