| 授業名 | Strategic Negotiation |
|---|---|
| Course Title | Strategic Negotiation |
| 担当教員 Instructor Name | William Baber |
| コード Couse Code | GLP116_G20N |
| 授業形態 Class Type | 講義 Regular course |
| 単位 Credits | 2 |
| 言語 Language | EN |
| 学位 Degree | MBA |
| 開講情報 Terms / Location | 2020 GSM Nagoya Spring |
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
Students will gain an overview of the subject as well as practical management skills for business negotiations. The emphasis is on practical ability and application, however key vocabulary and concepts will come into discussion in order for students to easily communicate with other professionals outside of this course. The course content identifies ethical and cross cultural issues that will be of long term value for participants to understand. Students are expected to apply their own experiences, knowledge, and skills from work and other courses. The classroom is interactive, fast moving, fun, and respectful to all!
Learning objectives:
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;
Learning objectives:
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;
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
LG2 Diversity Awareness
LG3 Ethical Decision Making
LG4 Effective Communication
LG5 Executive Leadership (EMBA)
LG7 Global Perspective (GLP)
LG2 Diversity Awareness
LG3 Ethical Decision Making
LG4 Effective Communication
LG5 Executive Leadership (EMBA)
LG7 Global Perspective (GLP)
受講後得られる具体的スキルや知識 Learning Outcomes
By the end of the course, you will be able to:
• 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 personal and emotional style on negotiations;
• manage negotiation teams;
• give proper emphasis to negotiation planning;
• use a variety of planning tools appropriately;
• take actions to ensure a proper agreement is drafted when closing the negotiation;
• recognize cross-cultural pitfalls in negotiations;
• consider the important role of back table players/constituents in negotiations;
• 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 personal and emotional style on negotiations;
• manage negotiation teams;
• give proper emphasis to negotiation planning;
• use a variety of planning tools appropriately;
• take actions to ensure a proper agreement is drafted when closing the negotiation;
• recognize cross-cultural pitfalls in negotiations;
• consider the important role of back table players/constituents in negotiations;
教育手法 Teaching Method
| 教育手法 Teaching Method | % of Course Time | |
|---|---|---|
| インプット型 Traditional | 40 % | |
| 参加者中心型 Participant-Centered Learning | ケースメソッド Case Method | 60 % |
| 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
Feedback: submitted assignments will be commented and returned to students after the course.
Example description
Preparatory report
Case ：The desperate struggle (GTAT)
Assignment ：read and identify key errors in GTAT’s interaction with Apple
Deadline ：Before the class begins on Day 1
Submission method：Notes in any format are acceptable – please be ready to show and refer to them in class – these will not be formally graded as an assignment.
Assignment
Case ：Nokia - MicroSoft (provided with class materials)
Assignment ：You and your teammate(s) will jointly provide a list of resources and key information about the stakeholders, the case, the facts, people. All information must be suitably organized using multiple planning tools. Required for receiving final grades.
Deadline ：Before the class begins on Day 3
Submission method：Submit by email to W. Baber
Assignment
Case ：NA
Assignment ：Online forum. Required for receiving final grades. 20 Points
Deadline ：midnight of Sunday July 21
Submission method：Online forum – initial posting and reactions.
Final report
Case ：NA
Assignment ：Failure analysis. Required for receiving final grades. 20 Points
Deadline ：July 26
Submission method：Submit by email to W. Baber
------------------------
List of Cases:
Pre-reading: GTAT The desperate struggle at the heart of the brutal Apple supply chain
Overnight assignment: Nokia – Microsoft Cellphone business acquisition
Powicki inheritance
PakTon-Zawasoft
Mukashi Games
HP and Autonomy
Global B2B Sales in Robotics Industry
Example description
Preparatory report
Case ：The desperate struggle (GTAT)
Assignment ：read and identify key errors in GTAT’s interaction with Apple
Deadline ：Before the class begins on Day 1
Submission method：Notes in any format are acceptable – please be ready to show and refer to them in class – these will not be formally graded as an assignment.
Assignment
Case ：Nokia - MicroSoft (provided with class materials)
Assignment ：You and your teammate(s) will jointly provide a list of resources and key information about the stakeholders, the case, the facts, people. All information must be suitably organized using multiple planning tools. Required for receiving final grades.
Deadline ：Before the class begins on Day 3
Submission method：Submit by email to W. Baber
Assignment
Case ：NA
Assignment ：Online forum. Required for receiving final grades. 20 Points
Deadline ：midnight of Sunday July 21
Submission method：Online forum – initial posting and reactions.
Final report
Case ：NA
Assignment ：Failure analysis. Required for receiving final grades. 20 Points
Deadline ：July 26
Submission method：Submit by email to W. Baber
------------------------
List of Cases:
Pre-reading: GTAT The desperate struggle at the heart of the brutal Apple supply chain
Overnight assignment: Nokia – Microsoft Cellphone business acquisition
Powicki inheritance
PakTon-Zawasoft
Mukashi Games
HP and Autonomy
Global B2B Sales in Robotics Industry
授業スケジュール Course Schedule
第1日（Day1）
• Strategies, terminology, basic concepts, relationship building, sequence, ratification• Problem-finding and solving, Class Discussion, Group Discussion
●使用するケース
• Cases: Powicki inheritance; PakTon-Zawasoft第2日（Day2）
• Research skills, preparation skills, cross cultural aspects, team management, personality• Problem-finding and solving, Class Discussion, Group Discussion
●使用するケース
• Cases: Mukashi Games; GTAT第3日（Day3）
• Analyzing and learning from failure, improving your coworkers and organization, problem solving skills• Problem-finding and solving, Class Discussion, Group Discussion
●使用するケース
• Cases: HP & Autonomy; Global B2B Sales in Robotics Industry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。
Quiz 1: 10
Quiz 2: 10
Overnight InfoSeek: 20
Online Reflection: 20
Failure Analysis: 20
*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 | 40 % |
| クラス貢献度合計 Class Contribution Total | 40 % |
| 予習レポート Preparation Report | 10 % |
| 小テスト Quizzes / Tests | 0 % |
| シミュレーション成績 Simulation | 0 % |
| ケース試験 Case Exam | 15 % |
| 最終レポート Final Report | 0 % |
| 期末試験 Final Exam | 30 % |
| 参加者による相互評価 Peer Assessment | 5 % |
| 合計 Total | 100 % |
評価の留意事項 Notes on Evaluation Criteria
Participation: 20Quiz 1: 10
Quiz 2: 10
Overnight InfoSeek: 20
Online Reflection: 20
Failure Analysis: 20
教科書 Textbook
- William W. Baber, Chavi C-Y Fletcher-Chen「Practical Business Negotiation. 2nd Edition. (Baber & Chen, 2020)」Routledge（2020）
参考文献・資料 Additional Readings and Resource
Tug of War: The Tension Concept and the Art of International Negotiation. (English, 2010). Common Ground Publishing. https://www.amazon.co.jp/Tug-War-Tension-International-Negotiation/dp/1863356738
The Mind and Heart of the Negotiator. (Thompson, 2020). Pearson Education. https://www.pearson.com/
Built to Win: Creating a World-class Negotiating Organization. (Susskind & Movius, 2013) Harvard Business Press: https://www.amazon.co.jp/Built-Win-World-class-Negotiating-Organization-ebook/dp/B002H5GTIS
Getting to yes: Negotiating agreement without giving in. (Fisher, Ury & Patton, 1981). https://www.amazon.co.jp/Getting-Yes-Negotiating-Agreement-Without/dp/0143118757
Baber, W. W. (2018). Identifying Macro Phases Across the Negotiation Lifecycle. Group Decision and Negotiation, 27(6), 885-903. DOI: 10.1007/s10726-018-9591-9.
Baber, W. W. (2018). Team Positions in Negotiation. In Proceedings of the 18th International Conference on Group Decision and Negotiation. Jiang, X., Xu, H., He, S., Ke, G. (Eds.) pp 461-468. Nanjing University of Aeronautics and Aerospace. Nanjing. https://www.researchgate.net/publication/325718959_Team_Positions_in_Negotiation
The Mind and Heart of the Negotiator. (Thompson, 2020). Pearson Education. https://www.pearson.com/
Built to Win: Creating a World-class Negotiating Organization. (Susskind & Movius, 2013) Harvard Business Press: https://www.amazon.co.jp/Built-Win-World-class-Negotiating-Organization-ebook/dp/B002H5GTIS
Getting to yes: Negotiating agreement without giving in. (Fisher, Ury & Patton, 1981). https://www.amazon.co.jp/Getting-Yes-Negotiating-Agreement-Without/dp/0143118757
Baber, W. W. (2018). Identifying Macro Phases Across the Negotiation Lifecycle. Group Decision and Negotiation, 27(6), 885-903. DOI: 10.1007/s10726-018-9591-9.
Baber, W. W. (2018). Team Positions in Negotiation. In Proceedings of the 18th International Conference on Group Decision and Negotiation. Jiang, X., Xu, H., He, S., Ke, G. (Eds.) pp 461-468. Nanjing University of Aeronautics and Aerospace. Nanjing. https://www.researchgate.net/publication/325718959_Team_Positions_in_Negotiation
授業調査に対するコメント Comment on Course Evaluation
Students from previous years have indicated that the course material is immediate practical value to their working life. I constantly adjust, update, and upgrade the materials in order to retain relevancy to the working world.
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