日本語 English
| 開講年度/ Academic YearAcademic Year |
20242024 |
| 科目設置学部/ CollegeCollege |
経営学部/College of BusinessCollege of Business |
| 科目コード等/ Course CodeCourse Code |
BT131/BT131BT131 |
| テーマ・サブタイトル等/ Theme・SubtitleTheme・Subtitle |
Business Negotiation/Making, managing, and fixing global deals |
| 授業形態/ Class FormatClass Format |
対面（全回対面）/Face to face (all classes are face-to-face)Face to face (all classes are face-to-face) |
| 授業形態（補足事項）/ Class Format (Supplementary Items)Class Format (Supplementary Items) |
|
| 授業形式/ Class StyleCampus |
講義/LectureLecture |
| 校地/ CampusCampus |
池袋/IkebukuroIkebukuro |
| 学期/ SemesterSemester |
春学期/Spring SemesterSpring Semester |
| 曜日時限・教室/ DayPeriod・RoomDayPeriod・Room |
金4/Fri.4 Fri.4 ログインして教室を表示する（Log in to view the classrooms.） |
| 単位/ CreditsCredits |
22 |
| 科目ナンバリング/ Course NumberCourse Number |
GBU3401 |
| 使用言語/ LanguageLanguage |
英語/EnglishEnglish |
| 履修登録方法/ Class Registration MethodClass Registration Method |
科目コード登録/Course Code RegistrationCourse Code Registration |
| 配当年次/ Assigned YearAssigned Year |
配当年次は開講学部のR Guideに掲載している科目表で確認してください。配当年次は開講学部のR Guideに掲載している科目表で確認してください。 |
| 先修規定/ Prerequisite RegulationsPrerequisite Regulations |
|
| 他学部履修可否/ Acceptance of Other CollegesAcceptance of Other Colleges |
履修登録システムの『他学部・他研究科履修不許可科目一覧』で確認してください。 |
| 履修中止可否/ Course CancellationCourse Cancellation |
〇（履修中止可/ Eligible for cancellation） |
| オンライン授業60単位制限対象科目/ Online Classes Subject to 60-Credit Upper LimitOnline Classes Subject to 60-Credit Upper Limit |
|
| 学位授与方針との関連/ Relationship with Degree PolicyRelationship with Degree Policy |
各授業科目は、学部・研究科の定める学位授与方針（DP）や教育課程編成の方針（CP）に基づき、カリキュラム上に配置されています。詳細はカリキュラム・マップで確認することができます。 |
| 備考/ NotesNotes |
Since the dawn of history, people have been negotiating with one another on a countless variety of topics and issues. To negotiate is a fact of everyday life. While this course is titled “Business Negotiation,” negotiation is an activity that is not limited to any one particular field. Accordingly, with the objective of helping students become effective all-around negotiators throughout their careers and daily lives, this course will provide the opportunity for students to learn about the basic theories of negotiations as well as its practical application including its processes, tactics, and methodologies.
While the course will center around a series of PowerPoint-based lectures, active class discussion centered on the topics and case studies covered in the presentations will be encouraged and students will be asked to make in-class presentations and submit a final report at the end of this course. Aspects of Japanese business culture and negotiation practices will also be covered in this course.
| 1 | The nature of conflicts and diplomacy |
| 2 | Types of bargaining in negotiation part 1 |
| 3 | Types of bargaining in negotiation part 2 |
| 4 | Group Activity on Integrative or Distributive negotiation: in-class presentation on a long-term purchasing agreement case study |
| 5 | Types of bargaining in negotiation part 3 |
| 6 | The art of negotiation |
| 7 | Processes of international negotiation |
| 8 | Power, strategy, tactics in negotiation |
| 9 | The role of culture in negotiation part 1 |
| 10 | The role of culture in negotiation part 2 |
| 11 | The role of culture in negotiation part 3: Case study on Sony vs. Panasonic and the quest to own a Hollywood movie studio |
| 12 | Group Activity on the role of culture: in-class presentation on dealing with cultural issues in a negotiation |
| 13 | Negotiating with the Japanese |
| 14 | Group Activity on your experience at negotiating:in-class presentation on personal experiences or thoughts on negotiating with the Japanese or in a multicultural environment |
板書 /Writing on the Board
スライド（パワーポイント等）の使用 /Slides (PowerPoint, etc.)
上記以外の視聴覚教材の使用 /Audiovisual Materials Other than Those Listed Above
個人発表 /Individual Presentations
グループ発表 /Group Presentations
ディスカッション・ディベート /Discussion/Debate
実技・実習・実験 /Practicum/Experiments/Practical Training
学内の教室外施設の利用 /Use of On-Campus Facilities Outside the Classroom
校外実習・フィールドワーク /Field Work
上記いずれも用いない予定 /None of the above
Aside from doing required preparation for a class such as for in-class discussions or going through any assigned readings and an appropriate post-class review of a class session, there is no particular requirement for students wanting to take this course. However, an interest in history and current events, particularly with regard to international politics, business, culture, and economics will be helpful for class discussions.
| 種類 (Kind) | 割合 (%) | 基準 (Criteria) |
|---|---|---|
| 平常点 (In-class Points) | 100 |
Attendance and participation in class discussions(20%) In-class presentations(40%) Final report (online)(40%) |
| 備考 (Notes) | ||
なし/None
| No | 著者名 (Author/Editor) | 書籍名 (Title) | 出版社 (Publisher) | 出版年 (Date) | ISBN/ISSN |
|---|---|---|---|---|---|
| 1 | Unoki, Ko | Mergers, Acquisitions, and Global Empires, chapters 5, 6 | Routledge | 2012 | 9780415528740 |
| 2 | Unoki, Ko | Racism, Diplomacy, and International Relations, chapters 6, 7 | Routledge | 2022 | 9781032188690 |
| 3 | Unoki, Ko | Competition Laws, National Interests and International Relations, chapters 3, 6 | Routledge | 2019 | 9780367346119 |
| 4 | Cohen, Raymond | Negotiating Across Cultures | United States Institute of Peace Press | 2007 | 1878379720 |
| 5 | Salacuse, Jeswald W. | Making Global Deals | Times Business | 1991 | 0812920902 |
| 6 | Fisher, Roger, Ury, William | Getting to Yes | Penguin | 1991 | 0140157352 |
| 7 | Lewicki, Roy | Esssentials of Negotiation | McGraw Hill | 2021 | 9781264155859 |
人類誕生以来、人々は数え切れないほどのさまざまな案件について互いに交渉してきた。交渉することは日常生活の活動の一つである。このコースは「ビジネス・ネゴシエーション」と題されていますが、交渉、すなわちネゴシエーションは特定の分野に限定されない活動です。従って、このコースでは、受講生が今後のキャリアや日常生活を通じてオールラウンド・ネゴシエーターになることを目的として、交渉の基本的な理論だけでなく、そのプロセス、戦術、方法論などの実践的な応用についても学ぶ機会をこのコースで提供する。
Since the dawn of history, people have been negotiating with one another on a countless variety of topics and issues. To negotiate is a fact of everyday life. While this course is titled “Business Negotiation,” negotiation is an activity that is not limited to any one particular field. Accordingly, with the objective of helping students become effective all-around negotiators throughout their careers and daily lives, this course will provide the opportunity for students to learn about the basic theories of negotiations as well as its practical application including its processes, tactics, and methodologies.
パワーポイントを使った講義が中心となるが、プレゼンテーションで扱われたトピックやケーススタディを中心にした活発なクラスディスカッションが奨励され、コース内で受講者にプレゼンテーションを行って頂き、コース終了時に最終レポートを提出して頂きます。又、当コースにおいて日本のビジネス文化や交渉慣行についても取り上げます。
While the course will center around a series of PowerPoint-based lectures, active class discussion centered on the topics and case studies covered in the presentations will be encouraged and students will be asked to make in-class presentations and submit a final report at the end of this course. Aspects of Japanese business culture and negotiation practices will also be covered in this course.
| 1 | The nature of conflicts and diplomacy |
| 2 | Types of bargaining in negotiation part 1 |
| 3 | Types of bargaining in negotiation part 2 |
| 4 | Group Activity on Integrative or Distributive negotiation: in-class presentation on a long-term purchasing agreement case study |
| 5 | Types of bargaining in negotiation part 3 |
| 6 | The art of negotiation |
| 7 | Processes of international negotiation |
| 8 | Power, strategy, tactics in negotiation |
| 9 | The role of culture in negotiation part 1 |
| 10 | The role of culture in negotiation part 2 |
| 11 | The role of culture in negotiation part 3: Case study on Sony vs. Panasonic and the quest to own a Hollywood movie studio |
| 12 | Group Activity on the role of culture: in-class presentation on dealing with cultural issues in a negotiation |
| 13 | Negotiating with the Japanese |
| 14 | Group Activity on your experience at negotiating:in-class presentation on personal experiences or thoughts on negotiating with the Japanese or in a multicultural environment |
板書 /Writing on the Board
スライド（パワーポイント等）の使用 /Slides (PowerPoint, etc.)
上記以外の視聴覚教材の使用 /Audiovisual Materials Other than Those Listed Above
個人発表 /Individual Presentations
グループ発表 /Group Presentations
ディスカッション・ディベート /Discussion/Debate
実技・実習・実験 /Practicum/Experiments/Practical Training
学内の教室外施設の利用 /Use of On-Campus Facilities Outside the Classroom
校外実習・フィールドワーク /Field Work
上記いずれも用いない予定 /None of the above
Aside from doing required preparation for a class such as for in-class discussions or going through any assigned readings and an appropriate post-class review of a class session, there is no particular requirement for students wanting to take this course. However, an interest in history and current events, particularly with regard to international politics, business, culture, and economics will be helpful for class discussions.
| 種類 (Kind) | 割合 (%) | 基準 (Criteria) |
|---|---|---|
| 平常点 (In-class Points) | 100 |
Attendance and participation in class discussions(20%) In-class presentations(40%) Final report (online)(40%) |
| 備考 (Notes) | ||
なし/None
| No | 著者名 (Author/Editor) | 書籍名 (Title) | 出版社 (Publisher) | 出版年 (Date) | ISBN/ISSN |
|---|---|---|---|---|---|
| 1 | Unoki, Ko | Mergers, Acquisitions, and Global Empires, chapters 5, 6 | Routledge | 2012 | 9780415528740 |
| 2 | Unoki, Ko | Racism, Diplomacy, and International Relations, chapters 6, 7 | Routledge | 2022 | 9781032188690 |
| 3 | Unoki, Ko | Competition Laws, National Interests and International Relations, chapters 3, 6 | Routledge | 2019 | 9780367346119 |
| 4 | Cohen, Raymond | Negotiating Across Cultures | United States Institute of Peace Press | 2007 | 1878379720 |
| 5 | Salacuse, Jeswald W. | Making Global Deals | Times Business | 1991 | 0812920902 |
| 6 | Fisher, Roger, Ury, William | Getting to Yes | Penguin | 1991 | 0140157352 |
| 7 | Lewicki, Roy | Esssentials of Negotiation | McGraw Hill | 2021 | 9781264155859 |