コース要綱

2017

[Lecture Course Basic Information]

Lecturer: Gregory Laurence(Education)
Other Lecturers:
Course Type:
Semester: Intensive Course
Year: 3-4
Course Periods:
Credits: 2
Whether mandatory or not:
Classroom: -

 

Outline of Lecture Course Upon graduating from university, students will enter a world of negotiations. Students will soon negotiate job offers, apartment contracts, and interpersonal relationships. This course provides an introduction to theory and practice of negotiation and resolution of conflict. An emphasis is placed on methods of and preparation, and motivation, processes and outcomes of negotiation. Students build negotiation competencies through experiential learning focused on realistic situations such as salary negotiations, performance appraisals, contract negotiations, and business proposals.
Course Objectives Students will learn to appreciate the importance of negotiation in the domain of industrial and organizational psychology.
Textbooks

Fisher, R. & Ury, W. (1981). Getting To Yes: Negotiating Agreement Without Giving In. Boston: Houghton Mifflin

三笠書房 「ハーバード流交渉術 必ず「望む結果」を引き出せる! [単行本] 」ロジャー・フィッシャー、ウィリアム・ユーリー、岩瀬大輔(翻訳)

Ury, W. (1991). Getting Past No: Negotiating with Difficult People. Bantam Publishing.

三笠書房「ハーバード流“NO”と言わせない交渉術」」ウィリアム・ユーリー、斎藤 精一郎(翻訳)

Cialdini, R. B. (2001). Influence: Science and practice (4th ed.). Boston: Allyn & Bacon.

誠信書房「影響力の武器[第三版]: なぜ、人は動かされるのか」ロバートB.チャルディーニ

Course Materials/Supplementaries To be distributed in class.
Assessment

Participation and contribution 40%

Term paper 60%

Prerequisites This course will be conducted in English, so a good level of English language ability is a must.
Other Notes

 

Lecture Theme Lecture Course Description Learning outside the class Related page
1 Introductions and “What is Trust?” Theory, Exercises, Discussion
2 Exercise: Oil Pricing Negotiation
3 Theory of Reservation Price, BATNA, and the Elegant Solution
4 Distributive Negotiation
5 Distributive Negotiation 2 Investigating Home Field Advantage in Negotiation
6 Trust, Influence, and Negotiation at the Movies 1
7 Trust, Influence, and Negotiation at the Movies 2:
8 Research Discussion: Workspace Personalization – Influence and Trust
9 Toward Integrative Negotiation
10 Integrative Negotiation
11 Integrative Negotiation 2
12 Research Discussion; Social Support at Work
13 Multi-Party Negotiation
14 Multi-Party Negotiation with Coalitions
15 Group Decision Making

 

Assignments Summary:

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