| 授業名 | Business Negotiation |
|---|---|
| Course Title | Business Negotiation |
| 担当教員 Instructor Name | Nigel Konrad Denscombe |
| コード Couse Code | NUC522_N21A |
| 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 | 専門教育科目 / Specialized Subject |
| 学位 Degree | BBA |
| 開講情報 Terms / Location | 2021 UG Fushimi Term2 |
授業の概要 Course Overview
Misson Statementとの関係性 / Connection to our Mission Statement
Business Negotiation -
“NUCB Business School’s mission is to educate innovative and ethical leaders who possess a ‘Frontier Spirit’ and to create knowledge that advances business and society. Our students will have the ability to bridge the gap between New Asia and the rest of the world.”
Given this context, Business Negotiation will enable participants to put negotiations into play through an active learning environment that will promote leadership traits focused on innovation and ethical decision-making by cultivating NUCB's core learning idea about having a "frontier spirit" in the era of sustainability.
“NUCB Business School’s mission is to educate innovative and ethical leaders who possess a ‘Frontier Spirit’ and to create knowledge that advances business and society. Our students will have the ability to bridge the gap between New Asia and the rest of the world.”
Given this context, Business Negotiation will enable participants to put negotiations into play through an active learning environment that will promote leadership traits focused on innovation and ethical decision-making by cultivating NUCB's core learning idea about having a "frontier spirit" in the era of sustainability.
授業の目的（意義） / Importance of this course
Everyday challenges – Whether we realize it or not, many things in life involve some kind of negotiation. This is because we are all on different life timelines and have different priorities and resources, viewing the world differently. Thus, negotiation comes into play in reaching agreement on many things. So, taking away “mystery” of successful negotiation and developing a more systematic approach to the process of negotiation focused on what we really want to achieve must be a good learning goal and a smart career move.
Negotiating well in English – Economic factors are pressuring companies everywhere to look to emerging markets for new growth opportunities, and the universal language of this new world order is shifting rapidly to the new global communication standard, “good enough” English.
So improving/expanding the ability to communicate and negotiate well in English must be a top priority for all business professionals – Especially, the ability to negotiate well in English in cross-cultural and cross-border situations
This basic level cross-border business negotiation course is designed to develop and/or expand this new foundation negotiations requirement for business professionals as a combination of interactive lecture, case discussion (7 cases) and “work-shop” style course.
Negotiating well in English – Economic factors are pressuring companies everywhere to look to emerging markets for new growth opportunities, and the universal language of this new world order is shifting rapidly to the new global communication standard, “good enough” English.
So improving/expanding the ability to communicate and negotiate well in English must be a top priority for all business professionals – Especially, the ability to negotiate well in English in cross-cultural and cross-border situations
This basic level cross-border business negotiation course is designed to develop and/or expand this new foundation negotiations requirement for business professionals as a combination of interactive lecture, case discussion (7 cases) and “work-shop” style course.
到達目標 / Achievement Goal
By the end of the course, students will have improved/expanded their ability to communicate and negotiate well in English – Especially, the ability to negotiate well in English in cross-cultural and cross-border situations - and a lot of the mystery about how to do well in business negotiation will have been removed.
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
LG2 Diversity Awareness
LG3 Ethical Decision Making
LG4 Effective Communication
受講後得られる具体的スキルや知識 Learning Outcomes
Learning goals -
Business Negotiation will provide a step-by-step understanding of what is required to negotiate well in English as well as hands-on negotiations coaching/feedback to enable participants to become more confident about their negotiation abilities in business English.
Negotiation topics covered -
- Understanding what business negotiations are all about
- How to think strategically before beginning the negotiation process
- How to understand the way to get to “win-win” situations
- Why focusing on interests and not positions is the key point
- Four key negotiation concepts: BATNA, Reservation Price, ZOPA (Possible Agreement), Value creation
- Finding the negotiation zones and the sweet spot of negotiations
- Understanding the situation, Communication and behavior styles, Being assertive (not aggressive),
- Recognising cultural differences in cross-border/culture negotiations
- The 5-steps of the negotiation process
- Negotiation tactics; Barriers to agreement
- Cooperative negotiations: Principles/Process/Results
- Multi-party and multi-phase cross-border negotiations
Overall, especially focusing on "interests" and not positions will be critical to getting to "win-win" situations.
Business Negotiation will provide a step-by-step understanding of what is required to negotiate well in English as well as hands-on negotiations coaching/feedback to enable participants to become more confident about their negotiation abilities in business English.
Negotiation topics covered -
- Understanding what business negotiations are all about
- How to think strategically before beginning the negotiation process
- How to understand the way to get to “win-win” situations
- Why focusing on interests and not positions is the key point
- Four key negotiation concepts: BATNA, Reservation Price, ZOPA (Possible Agreement), Value creation
- Finding the negotiation zones and the sweet spot of negotiations
- Understanding the situation, Communication and behavior styles, Being assertive (not aggressive),
- Recognising cultural differences in cross-border/culture negotiations
- The 5-steps of the negotiation process
- Negotiation tactics; Barriers to agreement
- Cooperative negotiations: Principles/Process/Results
- Multi-party and multi-phase cross-border negotiations
Overall, especially focusing on "interests" and not positions will be critical to getting to "win-win" situations.
SDGsとの関連性 Relevance to Sustainable Development Goals
Goal 4 質の高い教育をみんなに（Quality Education）
教育手法 Teaching Method
| 教育手法 Teaching Method | % of Course Time | |
|---|---|---|
| インプット型 Traditional | 0 % | |
| 参加者中心型 Participant-Centered Learning | ケースメソッド Case Method | 100 % |
| 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
Interactive participant centered learning -
Business Negotiation will utilize a variety of course learning approaches (in English), from interactive lectures/slides on basic negotiation concepts to participant centered learning through case study discussions on negotiations (7 cases), "negotiation individual/team role plays", "short negotiation written exercises" and occasional short negotiation videos from online sources. But this will require that students come to class prepared and ready to participate (in English), as the learning really is "learning-by-doing" - meaning this will not be a lecture (one-way) style course. On the other hand, my expectation is that "good enough" English is all that is required, good enough to understand, and there will be no pressure to have "perfect English" (or perfect grammar, it will not be important). What is important is student willingness to participate, and part of the grade for the course will be based on your participation - although in a big class, I know that might be hard.
Learning by doing –
Business negotiation is structured around a 7-day/Thursday (2 period) format, with the learning focus on individual participation, although there will be learning slides to practically explain how to be effective in negotiations in English to support the skill building process.
The main value of the Business Negotiation (BN) learning will be many chances to participate in case discussions and various negotiation activities in English and get some practical feedback/comments.
A key ongoing course theme will be how to approach the process of negotiation logically and how to understand the best ways to reach the strategic goals, not just good use of English.
The course will proceed methodically from focused aspects and key learning tips of negotiations for simple one-on-one negotiations to integrate the pieces in domestic and cross-cultural team negotiations.
List of cases -
「The Xiangyang Market」
「Becca Brothers」
「Case Study: Time to play hardball」
「Take the money – or run」
「Nora Sakari: A proposed joint venture in Malaysia」
「The International Lodging Merger」
「Google and the Government of China」
Business Negotiation will utilize a variety of course learning approaches (in English), from interactive lectures/slides on basic negotiation concepts to participant centered learning through case study discussions on negotiations (7 cases), "negotiation individual/team role plays", "short negotiation written exercises" and occasional short negotiation videos from online sources. But this will require that students come to class prepared and ready to participate (in English), as the learning really is "learning-by-doing" - meaning this will not be a lecture (one-way) style course. On the other hand, my expectation is that "good enough" English is all that is required, good enough to understand, and there will be no pressure to have "perfect English" (or perfect grammar, it will not be important). What is important is student willingness to participate, and part of the grade for the course will be based on your participation - although in a big class, I know that might be hard.
Learning by doing –
Business negotiation is structured around a 7-day/Thursday (2 period) format, with the learning focus on individual participation, although there will be learning slides to practically explain how to be effective in negotiations in English to support the skill building process.
The main value of the Business Negotiation (BN) learning will be many chances to participate in case discussions and various negotiation activities in English and get some practical feedback/comments.
A key ongoing course theme will be how to approach the process of negotiation logically and how to understand the best ways to reach the strategic goals, not just good use of English.
The course will proceed methodically from focused aspects and key learning tips of negotiations for simple one-on-one negotiations to integrate the pieces in domestic and cross-cultural team negotiations.
List of cases -
「The Xiangyang Market」
「Becca Brothers」
「Case Study: Time to play hardball」
「Take the money – or run」
「Nora Sakari: A proposed joint venture in Malaysia」
「The International Lodging Merger」
「Google and the Government of China」
授業スケジュール Course Schedule
第1日（Day1）
DAY 1: June 10 *Periods 1 and 2 (09:20-13:00)Topic - Getting Started: Business Negotiation Basics - PART 1
Learning slides on Negotiations
Negotiation Role Play 1: One-On-One
●使用するケース
Case1: “The Xiangyang Market”第2日（Day2）
DAY 2: June 17 *Periods 1 and 2 (09:20-13:00)Topic - Getting Started: Business Negotiation Basics - PART 2
Learning slides on Negotiations
Negotiation Role Play 2: Group negotiation on Case 2A/2B (One side gets Case2A, other side gets Case2B)
●使用するケース
Case2A: “Becca Brothers: Da Click”Case2B: “Becca Brothers: Jandie Griffin”
第3日（Day3）
DAY 3: June 24 *Periods 1 and 2 (09:20-13:00)Topic - Distributive and Integrative Negotiation Solutions
Learning slides on Negotiations
Negotiation Role Play 3: Team discussion/recommendation on negotiation Case3
Exercise 1 - Review (Brief written exercise handed out in DAY 2)
●使用するケース
Case3: "Case Study: Time to play hardball"第4日（Day4）
DAY 4: July 1 *Periods 1 and 2 (09:20-13:00)Topic - Bargaining Stage of Negotiations
Learning slides on Negotiations
Negotiation Role Play 4: Team Negotiation on Case4
Exercise 2 - Review (Brief written homework exercise handed out in DAY 3)
●使用するケース
Case4: Take the money – or run第5日（Day5）
DAY 5: July 08 *Periods 1 and 2 (09:20-13:00Topic - Cross-border negotiations and understanding the different context
Negotiation Role Play 5: Team Negotiation/Cross-Border (M&A)on Case5 (Nora Sakari)
Exercise 3 - Review (Brief written homework handed out in DAY 4)
*Session will also preview Case6: International Lodging Merger/AAA Hotels and Lambert Hotels (DAY 6)
●使用するケース
Case5: Nora Sakari: A proposed joint venture in Malaysia第6日（Day6）
DAY 6: July 15 *Periods 1 and 2 (09:20-13:00)Topic - Cross-border negotiations and understanding the different context
Negotiation Role Play 6: Team Negotiation/Cross-Border (M&A) on Case6 (International Lodging Merger)
Exercises 4 and 5 - Review (Brief written homework handed out in DAY 5)
*Session will also preview Case7: Google and the Government of China (DAY 7)
●使用するケース
Case6: The International Lodging Merger/AAA Hotels (Brazil) and Lambert Hotels (USA)*Case will be available in both English and Japanese
第7日（Day7）
DAY 7: July 29 *Periods 1 and 2 (09:20-13:00)No class on July 22, class moved back one week later
Topic - Wrapping it all up with a cross-border team negotiation and Business Negotiation course review
Negotiation Role Play 7: Team Negotiation/Cross-Border on the Google China case
●使用するケース
Case7: Google and the Government of China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。
Grading breakdown -
1. 40%=Pre-class written preparation reports *submitted every class, 1 page - answering "case questions"
2. 20%=Pre-class written small negotiation quizzes/take home tests
3. 40%=Class Participation *15%=class/case discussions, 25%=negotiation role plays/group work
*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 | 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 | 0 % |
| 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
Concept of course is to learn-by-doing and this means a lot of class discussions, in-class activities, negotiation role plays, and team negotiations. You cannot do this if you have not read the cases/materials, looked at the assignment questions, answered the written negotiation exercises and done preparation before the classes!Grading breakdown -
1. 40%=Pre-class written preparation reports *submitted every class, 1 page - answering "case questions"
2. 20%=Pre-class written small negotiation quizzes/take home tests
3. 40%=Class Participation *15%=class/case discussions, 25%=negotiation role plays/group work
教科書 Textbook
- Harvard Business School 「"Pocket Mentor: Negotiating Outcomes" *Optional reading, not required」Harvard Business Press（2007）978-1-4221-6726-7
参考文献・資料 Additional Readings and Resource
Optional reference books *Not required
Reference:
"The Art of the Deal", by Donald J. Trump (November 2016), ISBN-13: 978-1784758240
Reference:
"Getting to yes", by Roger Fisher, William Ury, Bruce Patton (May 2011), ISBN-13: 978-0143118756
Reference:
"The Art of the Deal", by Donald J. Trump (November 2016), ISBN-13: 978-1784758240
Reference:
"Getting to yes", by Roger Fisher, William Ury, Bruce Patton (May 2011), ISBN-13: 978-0143118756
授業調査に対するコメント Comment on Course Evaluation
To be updated soon
担当教員のプロフィール About the Instructor
Prof. NIGEL DENSCOMBE
OVERVIEW
Nigel is a “hybrid” businessperson standing at the intersection of two key roles: global manager/owner and business educator. This is why in 2001 he created a Tokyo/New York firm, Denscombe Corporation (www.denscombe.co.jp), to “bridge” business and education by providing strategic management solutions for repositioning/creating sustainable value propositions for corporate clients and business schools, and also by providing management education solutions for them as well.
On one side, he is a truly globalized Tokyo-based British-American high value added management professional with a successful track record of leading positive industry change and finding new value propositions.
At the same time, he is also an accomplished management educator who has created new business schools/repositioned existing ones and who also has taught a wide range of high valueadded management courses for Asian university business schools and corporate clients. In business education, as a management practitioner in the real world, his mission is to put “ business” back into business school and to
foster the global leadership required to take practical advantage of the great changes going on for sustainable corporate value propositions.
Everything Nigel teaches, he does (or has done) in the real world. This gives him a unique learning value proposition because, with his global management track record and wide business education teaching experience, he offers an unparalleled learning experience for all those participating in his management classes.
Before shifting his focus to Asia, Nigel had extensive management/owner experience in North America and Europe, focused on financial services, new business development, innovating markets and new market entry, and strategic planning - corporate strategy, especially restructuring and new value propositions.
Specialized Fields
Strategic management, business plan/new business startups/entrepreneurship, sustainability, corporate governance and business ethics - plus strategic thinking and negotiations
Academic Background
UCLA, Business and Management of Entertainment Media, Extension Program
Harvard Business School, MBA in General Management
Harvard College, AB
（実務経験 Work experience）
BUSINESS BACKGROUND (Significant Current/Recent)
Denscombe Corporation (http://www.denscombe.co.jp)
President/CEO, Capital Markets, Strategic Management Consulting, Business Education (Tokyo/NY)
CICOM Brains, Inc. *Tokyo
Cofounding team member/former director
Denscombe & Co, Inc. *NY/USA
President/CEO, merchant banking/strategic consulting firm
Bank of America NT & SA
Managing Director/Vice President, (New York, San Francisco, Los Angeles, Mexico City)
Deutsche Bank *NY Branch
Vice President/Assistant Vice President/Assistant Treasurer (New York City, Mexico City, London/UK)
Harvard University, Real Estate Investment
Financial Analyst (Massachusetts/USA)
Avon Corporation *NY/USA
Marketing Specialist – French market-entry team (London/UK, Paris/France)
Avesta Jernverks AB, Steelworker (Avesta/Sweden)
BUSINESS EDUCATOR BACKGROUND (Current/Recent)
Denscombe Corporation (Tokyo/NY)
Strategic Management Solutions: Capital Markets, Strategic Management Consulting, Corporate Education Solutions
*Core Lecturer, business education outsourcing business – Turnkey solutions for business schools and corporate in-house management training
International University of Japan, Graduate School of International Management (Niigata, Japan)
*Specially Invited Professor: Strategic Management, Global Marketing, Corporate Governance, International Management, Competing in Emerging Markets, New Frontier of Capitalism - ASEAN
Business BreakThrough University (Tokyo, Japan)
*Professor: Case-based integrated business skill program in logical/critical/creative thinking, marketing, strategy and business planning
Waseda Graduate School of Commerce, ETP Japan (Tokyo)
*Lecturer: Business Plan, Financial Management, Japan MarketEntry Business Plan Mentor
GLOBIS University, Part-Time MBA Program (Tokyo)
*Lecturer : Marketing Foundations