日本語 English
| 開講年度/ Academic YearAcademic Year |
20252025 |
| 科目設置学部/ CollegeCollege |
法学部/College of Law and PoliticsCollege of Law and Politics |
| 科目コード等/ Course CodeCourse Code |
EX095/EX095EX095 |
| テーマ・サブタイトル等/ Theme・SubtitleTheme・Subtitle |
|
| 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) |
Enjoyable and comfortable interactive discussions and participatory mock negotiations and negotiation role-plays; reflections on our activities and your own performance/improvement; "Socratic Method" when appropriate. |
| 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 |
火2/Tue.2 Tue.2 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 |
LPX1901 |
| 使用言語/ LanguageLanguage |
英語/EnglishEnglish |
| 履修登録方法/ Class Registration MethodClass Registration Method |
抽選登録/Lottery RegistrationLottery Registration（定員：24人/ Capacity：24） |
| 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 |
グローバルコースの学生優先 |
Our main objectives are (i) to become familiar with negotiation principles, strategies, and styles in various contexts and (ii) to discover more about ourselves as individual, unique negotiators while growing significantly in confidence.
A supplementary objective is to become capable of effectively adapting to factors - for example, cross-cultural differences and global/societal trends - that may impact negotiations.
As a future professional in whatever career field(s) you choose to enter, you will likely negotiate much more frequently than you may now expect. Negotiations may take place between you and your boss/leader, between you and your colleagues, between you and clients/customers, between you and various outside stakeholders (e.g., a judge/jury or shareholders), and in countless other contexts.
Negotiation is a voluntary and extremely beneficial process of problem-solving. It involves back-and-forth communication to reach an agreement when you and the other side have certain shared interests and certain conflicting interests.
This course is designed to provide you with ways to analyze and prepare for negotiations. Throughout the semester, you will have plenty of *enjoyable and comfortable* (do not worry or stress!) opportunities to participate in partially scripted mock negotiations, unscripted and exciting negotiation role-plays, and reflection/debriefing sessions during which we will discover key learnings to carry forward as we improve and gain confidence together.
[As hinted at above, mock negotiations and negotiation role-plays are the primary and most interesting/enjoyable activities for this class, and thus your willingness to participate as best you can will be highly valued. However, this does not mean that the students who talk the most or who are most aggressive/confident in our negotiation practices will automatically receive the best evaluations; doing your best and contributing to the course in ways that make you the most comfortable (e.g., via conversations or supplementary email communication with the lecturer) will be very much appreciated by the lecturer.]
| 1 | Introduction: Key Negotiation Concepts; How to Express Agreement, Disagreement, and Possible Compromises; plus Video and Discussion – “Getting to Yes Across Cultures” (Harvard Business Review) on INSEAD Prof. Erin Meyer’s Cross-Cultural Communication Theory |
| 2 | Assessment of Real-World Negotiations; Taking Inspiration and Lessons from Famous Negotiations from History and in Recent News (e.g., Ukraine-Russia; Rana Plaza; Gandhi; Nelson Mandela) |
| 3 | Brainstorming to Create Our Own Interesting/Motivating Negotiation Scenarios/Hypotheticals and First Practices (Partially Scripted Mock Negotiations and Unscripted Role Plays) |
| 4 | Distributive Negotiation (1): Introduction, Examples from the Real World, and Role-Plays |
| 5 | Distributive Negotiation (2): Additional/Leftover Role-Plays; plus Reflection/Debriefing Session |
| 6 | Integrative Negotiation (1): Introduction, Examples from the Real World, and Role-Plays |
| 7 | Integrative Negotiation (2): Additional/Leftover Role-Plays; plus Reflection/Debriefing Session |
| 8 | Negotiation Style Analysis: Understanding Your Own Style(s) and Practicing Adjusting to Various Styles on the "Other Side of the Table" |
| 9 | Business and/or Legal Negotiation (1): Introduction, Examples from the Real World (e.g., M&A Negotiations), and Role-Plays |
| 10 | Business and/or Legal Negotiation (2): Additional/Leftover Role-Plays; plus Reflection/Debriefing Session |
| 11 | Considering How Negotiations Are Influenced by Differences: Culture, Customs, Gender, Race, Religion, Language, Etc. |
| 12 | Multiple Party Negotiation: Introduction, Examples from the Real World (e.g., UN Convention on the Rights of the Child), and Role-Plays; plus Reflection/Debriefing Session |
| 13 | Integrative Negotiation and Distributive Negotiation: *Revisited* with New Higher-Level Partially Scripted Mock Practices and Unscripted Role-Plays |
| 14 | Update on Real-World Negotiations in the News; Key Takeaways from Our Course; Discussion of Future Negotiation Influences (e.g., Artificial Intelligence and the Metaverse) |
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
| 補足事項 (Supplementary Items) |
|---|
| Partially scripted mock negotiations. Unscripted negotiation role-plays. Reflection/debriefing sessions during which we will comfortably and openly discuss our performances and key learning points. |
This is an interactive seminar that will involve weekly readings and, for certain class sessions, a degree of preparation for mock negotiations and/or negotiation role-plays.
Mock negotiations and negotiation role-plays are the primary and most interesting/enjoyable activities for this class, and thus your willingness to participate as best you can will be highly valued. However, this does not mean that the students who talk the most or who are most aggressive/confident in our negotiation practices will automatically receive the best evaluations; doing your best and contributing to the course in ways that make you the most comfortable (e.g., via conversations or supplementary email communication with the lecturer) will be very much appreciated by the lecturer.
From time to time, you will be asked to write and submit short reflection sheets/papers as personal assessments of your own performances and learnings. There will also be two to three short written exercises in which you will be asked to share your opinions on real-world negotiations in the news.
| 種類 (Kind) | 割合 (%) | 基準 (Criteria) |
|---|---|---|
| 平常点 (In-class Points) | 100 |
Attendance + Participation/Best Effort(40%) Assessments of Historic and Modern Negotiations(25%) Midterm Test(25%) Reflection/Self-Assessment Sheets(10%) |
| 備考 (Notes) | ||
| その他 (Others) | |||||
|---|---|---|---|---|---|
| Your professor will provide copies of reading materials. |
| No | 著者名 (Author/Editor) | 書籍名 (Title) | 出版社 (Publisher) | 出版年 (Date) | ISBN/ISSN |
|---|---|---|---|---|---|
| 1 | Roger Fisher, William Ury | Getting to Yes: Negotiating an Agreement Without Giving In | Penguin Books | 2011 | |
| 2 | Harvard Business Review | Negotiation (Harvard Business Essentials) | Harvard Business Review Press | 2003 | 9781591391111 |
| 3 | Richard Thaler, Cass Sunstein | Nudge | Penguin Books | 2009 | 9780143115267 |
| その他 (Others) | |||||
| The above are simply for reference and/or further studies should you be interested. Your professor will provide copies of short excerpts from certain reading materials. | |||||
A suitable English language proficiency level is a minimum of IELTS 6.0 or equivalent.
Our main objectives are (i) to become familiar with negotiation principles, strategies, and styles in various contexts and (ii) to discover more about ourselves as individual, unique negotiators while growing significantly in confidence.
A supplementary objective is to become capable of effectively adapting to factors - for example, cross-cultural differences and global/societal trends - that may impact negotiations.
As a future professional in whatever career field(s) you choose to enter, you will likely negotiate much more frequently than you may now expect. Negotiations may take place between you and your boss/leader, between you and your colleagues, between you and clients/customers, between you and various outside stakeholders (e.g., a judge/jury or shareholders), and in countless other contexts.
Negotiation is a voluntary and extremely beneficial process of problem-solving. It involves back-and-forth communication to reach an agreement when you and the other side have certain shared interests and certain conflicting interests.
This course is designed to provide you with ways to analyze and prepare for negotiations. Throughout the semester, you will have plenty of *enjoyable and comfortable* (do not worry or stress!) opportunities to participate in partially scripted mock negotiations, unscripted and exciting negotiation role-plays, and reflection/debriefing sessions during which we will discover key learnings to carry forward as we improve and gain confidence together.
[As hinted at above, mock negotiations and negotiation role-plays are the primary and most interesting/enjoyable activities for this class, and thus your willingness to participate as best you can will be highly valued. However, this does not mean that the students who talk the most or who are most aggressive/confident in our negotiation practices will automatically receive the best evaluations; doing your best and contributing to the course in ways that make you the most comfortable (e.g., via conversations or supplementary email communication with the lecturer) will be very much appreciated by the lecturer.]
| 1 | Introduction: Key Negotiation Concepts; How to Express Agreement, Disagreement, and Possible Compromises; plus Video and Discussion – “Getting to Yes Across Cultures” (Harvard Business Review) on INSEAD Prof. Erin Meyer’s Cross-Cultural Communication Theory |
| 2 | Assessment of Real-World Negotiations; Taking Inspiration and Lessons from Famous Negotiations from History and in Recent News (e.g., Ukraine-Russia; Rana Plaza; Gandhi; Nelson Mandela) |
| 3 | Brainstorming to Create Our Own Interesting/Motivating Negotiation Scenarios/Hypotheticals and First Practices (Partially Scripted Mock Negotiations and Unscripted Role Plays) |
| 4 | Distributive Negotiation (1): Introduction, Examples from the Real World, and Role-Plays |
| 5 | Distributive Negotiation (2): Additional/Leftover Role-Plays; plus Reflection/Debriefing Session |
| 6 | Integrative Negotiation (1): Introduction, Examples from the Real World, and Role-Plays |
| 7 | Integrative Negotiation (2): Additional/Leftover Role-Plays; plus Reflection/Debriefing Session |
| 8 | Negotiation Style Analysis: Understanding Your Own Style(s) and Practicing Adjusting to Various Styles on the "Other Side of the Table" |
| 9 | Business and/or Legal Negotiation (1): Introduction, Examples from the Real World (e.g., M&A Negotiations), and Role-Plays |
| 10 | Business and/or Legal Negotiation (2): Additional/Leftover Role-Plays; plus Reflection/Debriefing Session |
| 11 | Considering How Negotiations Are Influenced by Differences: Culture, Customs, Gender, Race, Religion, Language, Etc. |
| 12 | Multiple Party Negotiation: Introduction, Examples from the Real World (e.g., UN Convention on the Rights of the Child), and Role-Plays; plus Reflection/Debriefing Session |
| 13 | Integrative Negotiation and Distributive Negotiation: *Revisited* with New Higher-Level Partially Scripted Mock Practices and Unscripted Role-Plays |
| 14 | Update on Real-World Negotiations in the News; Key Takeaways from Our Course; Discussion of Future Negotiation Influences (e.g., Artificial Intelligence and the Metaverse) |
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
| 補足事項 (Supplementary Items) |
|---|
| Partially scripted mock negotiations. Unscripted negotiation role-plays. Reflection/debriefing sessions during which we will comfortably and openly discuss our performances and key learning points. |
This is an interactive seminar that will involve weekly readings and, for certain class sessions, a degree of preparation for mock negotiations and/or negotiation role-plays.
Mock negotiations and negotiation role-plays are the primary and most interesting/enjoyable activities for this class, and thus your willingness to participate as best you can will be highly valued. However, this does not mean that the students who talk the most or who are most aggressive/confident in our negotiation practices will automatically receive the best evaluations; doing your best and contributing to the course in ways that make you the most comfortable (e.g., via conversations or supplementary email communication with the lecturer) will be very much appreciated by the lecturer.
From time to time, you will be asked to write and submit short reflection sheets/papers as personal assessments of your own performances and learnings. There will also be two to three short written exercises in which you will be asked to share your opinions on real-world negotiations in the news.
| 種類 (Kind) | 割合 (%) | 基準 (Criteria) |
|---|---|---|
| 平常点 (In-class Points) | 100 |
Attendance + Participation/Best Effort(40%) Assessments of Historic and Modern Negotiations(25%) Midterm Test(25%) Reflection/Self-Assessment Sheets(10%) |
| 備考 (Notes) | ||
| その他 (Others) | |||||
|---|---|---|---|---|---|
| Your professor will provide copies of reading materials. |
| No | 著者名 (Author/Editor) | 書籍名 (Title) | 出版社 (Publisher) | 出版年 (Date) | ISBN/ISSN |
|---|---|---|---|---|---|
| 1 | Roger Fisher, William Ury | Getting to Yes: Negotiating an Agreement Without Giving In | Penguin Books | 2011 | |
| 2 | Harvard Business Review | Negotiation (Harvard Business Essentials) | Harvard Business Review Press | 2003 | 9781591391111 |
| 3 | Richard Thaler, Cass Sunstein | Nudge | Penguin Books | 2009 | 9780143115267 |
| その他 (Others) | |||||
| The above are simply for reference and/or further studies should you be interested. Your professor will provide copies of short excerpts from certain reading materials. | |||||
A suitable English language proficiency level is a minimum of IELTS 6.0 or equivalent.