GISDepartment of Global and Interdisciplinary Studies
MAN200ZA（経営学 / Management 200）Business NegotiationBusiness Negotiation
Takamasa Fukuoka
授業コードなどClass code etc
| 学部・研究科Faculty/Graduate school | GISDepartment of Global and Interdisciplinary Studies |
| 添付ファイル名Attached documents | |
| 年度Year | 2023 |
| 授業コードClass code | A6262 |
| 旧授業コードPrevious Class code | |
| 旧科目名Previous Class title | |
| 開講時期Term | 秋学期授業/Fall |
| 曜日・時限Day/Period | 月3/Mon.3 |
| 科目種別Class Type | |
| キャンパスCampus | 市ヶ谷 / Ichigaya |
| 教室名称Classroom name | 市外濠‐S603 |
| 配当年次Grade | 2～4 |
| 単位数Credit(s) | 2 |
| 備考（履修条件等）Notes | |
| 他学部公開科目Open Program | |
| 他学部公開（履修条件等）Open Program (Notes) | |
| グローバル・オープン科目Global Open Program | |
| 成績優秀者の他学部科目履修制度対象Interdepartmental class taking system for Academic Achievers | ○ |
| 成績優秀者の他学部科目履修（履修条件等）Interdepartmental class taking system for Academic Achievers (Notes) | 制度ウェブサイトの3．科目別の注意事項(1)GIS主催科目の履修上の注意を参照すること。 |
| 実務経験のある教員による授業科目Class taught by instructors with practical experience | ○ |
| SDGsCPSDGs CP | |
| アーバンデザインCPUrban Design CP | |
| ダイバーシティCPDiversity CP | |
| 未来教室CPLearning for the Future CP | |
| カーボンニュートラルCPCarbon Neutral CP | |
| 千代田コンソ単位互換提供（他大学向け）Chiyoda Campus Consortium | |
| 旧科目との重複履修Duplicate Subjects Taken Under Previous Class Title | |
| カテゴリー（2024年度以降入学者）Category (commenced 2024 onwards) | |
| カテゴリー（2020～2023年度入学者）Category (commenced 2020-2023) | 200-level Intermediate Courses（中級） |
| カテゴリー（2016～2019年度入学者）Category (commenced 2016-2019) |
200-level Intermediate Courses Business and Economy |
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授業の概要と目的（何を学ぶか）Outline and objectives
Negotiation is an interdisciplinary study (psychology, business management, economics, politics, law, etc.) which has been developed since the 1970s, when Harvard University started researching negotiation in a systematic manner. The study of this has become increasingly significant to global society. This course introduces students to the basic negotiation theories and techniques.
到達目標Goal
The purpose of this course is to learn basic negotiation theories and techniques, and utilize them in both business negotiations and daily life.
この授業を履修することで学部等のディプロマポリシーに示されたどの能力を習得することができるか（該当授業科目と学位授与方針に明示された学習成果との関連）Which item of the diploma policy will be obtained by taking this class?
Will be able to gain “DP 1”, “DP 2”, “DP 3” and “DP 4”.
授業で使用する言語Default language used in class
英語 / English
授業の進め方と方法Method(s)（学期の途中で変更になる場合には、別途提示します。 /If the Method(s) is changed, we will announce the details of any changes. ）
In this course, students will learn basic negotiation theories, read and discuss case studies, and study consensus building so as to be able to interact with different societies. Feedback can be given verbally in class, non-verbally or in written form.
アクティブラーニング（グループディスカッション、ディベート等）の実施Active learning in class (Group discussion, Debate.etc.)
あり / Yes
フィールドワーク（学外での実習等）の実施Fieldwork in class
なし / No
授業計画Schedule
授業形態/methods of teaching：対面/face to face
※各回の授業形態は予定です。教員の指示に従ってください。
1[オンライン/online]：Course Introduction
Course Introduction
2[対面/face to face]：What is Negotiation?
Learn the definition of negotiation.
3[対面/face to face]：Negotiation and Conflict
Learn how negotiation is a method to resolve conflicts.
4[対面/face to face]：Win-Lose Negotiation (distributive bargaining)
Learn Win-Lose negotiation (theory and techniques).
5[対面/face to face]：Case Study (1)
Read and discuss case studies of Win-Lose negotiation.
6[対面/face to face]：Win-Win Negotiation (integrative bargaining)
Learn Win-Win negotiation (theory and techniques).
7[対面/face to face]：Case Study (2)
Read and discuss case studies of Win-Win negotiation.
8[対面/face to face]：Pareto-Optimal Solution
Learn how to search for Pareto-Optimal solutions in negotiation.
9[対面/face to face]：Negotiation Strategy and BATNA
Learn why BATNA is important in negotiation.
10[対面/face to face]：Case Study (3)
Read and discuss BATNA case studies.
11[対面/face to face]：Case Study (4)
Read and discuss BATNA case studies.
12[対面/face to face]：Consensus Building
Learn how to build consensus while negotiating complex issues.
13[対面/face to face]：Intercultural Negotiation
Learn cultural differences and effective intercultural negotiation methods.
14[対面/face to face]：Review and Final Exam
Review and final exam.
授業時間外の学習（準備学習・復習・宿題等）Work to be done outside of class (preparation, etc.)
As instructed, students will have to read chapters of the coursebook and also other materials for each class. Preparatory study and review time for this class are 2 hours each.
テキスト（教科書）Textbooks
No textbook will be used. Handouts will be provided by the instructor.
参考書References
Fisher, Roger and William Ury. Getting to Yes: Negotiating Agreement Without Giving In New York: Penguin Books, 1983.
Wheeler, Michael. The Art of Negotiation: How to improvise Agreement in a Chaotic World New York: Simon and Schster, 2013.
Bazerman, Max and Margaret Neale. Negotiating Rationally Free Press, 1994.
成績評価の方法と基準Grading criteria
Evaluation will be based on class participation (20%), a writing assignment (20%), and the final exam (60%).
学生の意見等からの気づきChanges following student comments
The lecturer will provide more business negotiation tips.
Prerequisite
None.