MBA Online

ICS , Graduate School of International Corporate Strategy

[Term 3] Negotiation (S. Akutsu) (2009/Term 3&4 (Spring&Summer))

The goal of this course is to enable students to be more effective negotiators. In many situations, such as transactions between suppliers and buyers, deals between venture capitalists and entrepreneurs, conflicts between management and unions, and alliances between two firms, different parties typically have different interests, perceptions, and values; thus, negotiation skill is a key factor for success.

The course will provide a brief introduction of game theory, behavioral decision-making theory, and social psychology, which are fundamental to effective negotiation. The course will also emphasize practice so that students will have a chance to test theories and understand them based on hands-on negotiation experience.

Since this is a relatively short, basic course, the focus is limited. The focus is to provide a conceptual framework, which will help students analyze problems, and to provide a general approach, which will help students reach successful outcomes. Thus, while the course will draw on examples from a variety of contexts, each situation may be simplified to clarify the point at the cost of discussion of details. Students are encouraged to apply what they have learned in this course to real, complex situations, such as job hunting, negotiation with venture capitalists, etc.
Course Structure

In the first session, the course overview, some basic concepts and negotiation frameworks will be presented. Thereafter, students will go through different kinds of negotiation exercises, such as developer-tenant negotiation, cross-cultural joint-venture negotiation, and negotiation for corporate change. The last session will synthesize what has been learned to wrap up the course.
Teaching Method

While this course will be primarily exercise oriented, lectures, videos and guest speaker sessions will be effectively combined to teach both theory and practice. On top of participation, each exercise will typically require students to be well prepared before negotiation, and to reflect on and discuss key lessons after negotiation. Lectures by the instructor and insights of guest experts will help students better prepare and reflect on negotiation exercises.

Managerial Negotiations
When managing human resources in an organisation, many outcomes and decisions are determined by the process of negotiation. This course uses actual negotiating experiences to enhance your skills as a negotiator. Concepts developed in the behavioural sciences, economics and game theory are used as guides to improve your negotiating.

Project Management (EKM 3304)

This course identifies the tools and techniques in problem solving associated with bringing projects in on time and within an established budget. Discussion will include topics such as project scheduling, PERT/CPM, resource leveling, team dynamics and cost estimates. The course objectives are (1) to enable students to explain the concept of virtual organization of project management, design a system for a given manufacturing, service or program which meet the criteria of POM, (2) to enable students design a temporary organization and the negotiation/contract arrangement for a project or program, (3) to enable students to identify and differentiate strategic decisions from tactical decisions in project management, and (4) to implement the concepts of TQM, re-engineering, benchmarking, core competence, and ISO in the international bidding process for projects or programs in order to establish capability-based competition.

Shanghai Institute of Foreign Trade (SIFT)

Japanese (Business Japanese) four years

This program is intended to cultivate advanced specialized personnel for foreign economics and trade departments and enterprises, foreign-funded enterprises, multinationals and overseas enterprises. Students graduating from this program will be acquainted with the basic concepts and general practices of international trade and economics, while at the same time acquire solid basis of Japanese language and convincing abilities of listening , speaking, reading and writing, especially the ability to apply Japanese language to business field. Moreover, students will have deep understanding of Japanese society and culture and good mastery of English communication skills.

Major courses include: Comprehensive Japanese, Talking in Japanese, Listening, Audio-visual Japanese, Survey of Japan, Japanese Journal Reading, Foreign Economic and Trade Japanese (negotiation), Business Japanese, Finance Japanese, Japanese Writing, Japanese-Chinese Translation, Macroeconomics, Microeconomics, International Trade Practices, International Finance, Business Law International, Marketing Rationales, Second Foreign Language.