| 授業名 | Strategic Negotiation |
|---|---|
| Course Title | Strategic Negotiation |
| 担当教員 Instructor Name | William Baber |
| コード Couse Code | GLP128_G22N |
| 授業形態 Class Type | 講義 Regular course |
| 授業形式 Class Format | On Campus |
| 単位 Credits | 2 |
| 言語 Language | EN |
| 科目区分 Course Category | 基礎科目100系 / Basic |
| 学位 Degree | MBA |
| 開講情報 Terms / Location | 2022 GSM Nagoya Spring |
授業の概要 Course Overview
Misson Statementとの関係性 / Connection to our Mission Statement
The course content identifies
ethical and cross cultural issues that will be of long term value for participants to
understand as leaders of global business.
ethical and cross cultural issues that will be of long term value for participants to
understand as leaders of global business.
授業の目的（意義） / Importance of this course
Students will gain an overview of strategic negotiation 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.
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.
到達目標 / Achievement Goal
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!
from work and other courses. The classroom is interactive, fast moving, fun, and
respectful to all!
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:
select 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.
select 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.
SDGsとの関連性 Relevance to Sustainable Development Goals
Goal 17 パートナーシップで目標を達成しよう（Partnerships to achieve the Goal）
教育手法 Teaching Method
| 教育手法 Teaching Method | % of Course Time | |
|---|---|---|
| インプット型 Traditional | 10 % | |
| 参加者中心型 Participant-Centered Learning | ケースメソッド Case Method | 70 % |
| フィールドメソッド Field Method | 20 % | 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
Cases are used to simulate negotiations. Various assignments focus on skills. Feedback is
direct to students upon return of the assignment. Discussions will take place in class to
further the quality of feedback.
Preparatory report
Cases ：1) Nokia - MicroSoft (provided with class materials) and 2) Austria Wood Export (provided with class materials)
Assignment ：Read the assigned pages. Then, in one page, identify the strengths and weaknesses of Nokia and MicroSoft. Briefly also describe the key reason(s) the Austrian wood exporter is uncomfortable with the Chinese business that visited without the consultant.
Deadline ：Before the class begins on Day 1
Submission method：Notes in any format (electronic or paper) are acceptable – please be ready to show and refer to them in class – these will not be formally graded as an assignment.
Assignment
Case ：Port aux Basque
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 (jointly with both names); Also submit through NUCB system individually.
Assignment
Case ：NA
Assignment ：Online forum. Required for receiving final grades. 20 Points
Deadline ：midnight of Sunday July 24
Submission method：Online forum – initial posting and reactions. No submission of an individual document.
Final report
Case ：NA
Assignment ：Failure analysis. Required for receiving final grades. 20 Points
Deadline ：Saturday July 30, midnight
Submission method：Submit by email to W. Baber; Also submit through NUCB system individually.
Class-test or final examination
There will be no class-test or final examination.
direct to students upon return of the assignment. Discussions will take place in class to
further the quality of feedback.
Preparatory report
Cases ：1) Nokia - MicroSoft (provided with class materials) and 2) Austria Wood Export (provided with class materials)
Assignment ：Read the assigned pages. Then, in one page, identify the strengths and weaknesses of Nokia and MicroSoft. Briefly also describe the key reason(s) the Austrian wood exporter is uncomfortable with the Chinese business that visited without the consultant.
Deadline ：Before the class begins on Day 1
Submission method：Notes in any format (electronic or paper) are acceptable – please be ready to show and refer to them in class – these will not be formally graded as an assignment.
Assignment
Case ：Port aux Basque
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 (jointly with both names); Also submit through NUCB system individually.
Assignment
Case ：NA
Assignment ：Online forum. Required for receiving final grades. 20 Points
Deadline ：midnight of Sunday July 24
Submission method：Online forum – initial posting and reactions. No submission of an individual document.
Final report
Case ：NA
Assignment ：Failure analysis. Required for receiving final grades. 20 Points
Deadline ：Saturday July 30, midnight
Submission method：Submit by email to W. Baber; Also submit through NUCB system individually.
Class-test or final examination
There will be no class-test or final examination.
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: Nokia – MicroSoft; Austrian wood exporter; Printing Angels第2日（Day2）
• Research skills, preparation skills, cross cultural aspects, tactics, personality• Problem-finding and solving, Class Discussion, Group Discussion
●使用するケース
• Cases: Mukashi Games第3日（Day3）
• Evaluating and improving your coworkers and organization, team management• Problem-finding and solving, Class Discussion, Group Discussion
●使用するケース
• Cases: Port aux Basques, Prince Polo第4日（Day4）
• Analyzing and learning from failure, problem solving skills, bias• Problem-finding and solving, Class Discussion, Group Discussion
●使用するケース
• Cases: GTAT; Overseas Development Aid (ODA)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。
Overnight InfoSeek 20
Quiz 1 10
Quiz 2 10
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 | 0 % |
| 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 | 20 % |
| 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
Participation 20Overnight InfoSeek 20
Quiz 1 10
Quiz 2 10
Online Reflection 20
Failure analysis 20
教科書 Textbook
- 配布資料
参考文献・資料 Additional Readings and Resource
Practical Business Negotiation. 2nd Edition. (Baber & Chen, 2020). Routledge. https://www.routledge.com/Practical-Business-Negotiation/Baber-Fletcher-Chen/p/book/9780367421731
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
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
授業調査に対するコメント Comment on Course Evaluation
Comment on Course Evaluation
Students from previous years have indicated that the course material is of immediate practical value to their working life. I constantly adjust, update, and upgrade the materials in order to retain relevancy to the working world.
Students from previous years have indicated that the course material is of 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