The course is conducted in English。Required to bring to each class: At least 1 laptop/tablet per group. For non-exchange students, please come to the classroom to get the authorization code.

This course draws on global marketing/business situations and contexts to introduce students to the theory and practical application of negotiations with an emphasis on practical skill development. This is a highly relevant subject for business students and also provides value to students from other departments who are interested in learning how to achieve goals through negotiation. No matter if you are selling your services as an employee to a company during the job interview process, negotiating with upstream channel members on behalf of a retail shop, or trying to choose which restaurant to go to lunch with your classmates, the ability to negotiate is a useful everyday skill. Negotiation can be taught and—with practice—improved with experience. Many scholars research negotiation-related issues, which are covered in the lecture and presentation portions of this class. However, the ability to negotiate is not easily transmitted through textbook reading and attending lectures. This course overcomes this problem by providing students with a platform to develop actual negotiation skills and practice them in-class (and optionally online) using group negotiation simulations in a role-playing-game format (RPG). Students put theory into use. After taking this course, students will understand the fundamentals of negotiation in global marketing and business contexts, as well as develop practical negotiation skills through the simulations. The skills development is an opportunity that is normally unavailable in traditional classroom settings. Specific content includes negotiation and marketing terminology, generic negotiation strategies and tactics and the effects of psychological and cultural factors. This course is composed of three integrated components: lectures of the core concepts, group research presentations of specific timely issues, and the group simulations. Each component is integrated with the other to provide feedback and learning experiences that go beyond traditional lecture-style classroom teaching methodologies.

Lectures The instructor-led lectures introduce core concepts and the role of negotiations in business and marketing. Lectures are given in the first half-dozen meetings. These provide students with the theoretical foundations of negotiation and related issues. Lectures may be supplemented with some short participation/discussion activities. Research presentations Each group will do one research presentation on a specific negotiation topic. In this short presentation, you should introduce your topic and how its effects or relevance to negotiations. You can illustrate this with examples to better express your message. You can be creative in this presentation if you wish (can make it a role play or make an instructional video). The content should be based on real findings (need to do some basic research on the topic using respectable sources such as textbooks and academic articles). The goal is to report what effects this subject has on negotiations and how to leverage it for your benefit, or reduce its negative consequences if the issues can be a detriment to effective negotiation. Presentations will be done at the beginning of class (see schedule) before the RPG round begins. Groups that are attending class online should submit a video presentation, which will be played in front of the class during the scheduled presentation. The topic is chosen by your group. Some suggested topics include the following (remember to focus on business/marketing contexts) Presentations should be 9-12 minutes in length. Time limit is strictly enforced. Each presentation is followed by a few minutes of a Q&A session. Quizzes Online quizzes will be assigned on a schedule (see course schedule). The content of the quizzes is directly from the coursebook. You will need the book to answer the questions correctly. There are 7 quizzes in total. Your grade is the average of the best 6 of these quizzes. In other words, your poorest quiz score will be dropped from the calculation. Choose this option if you want to focus on vocabulary and concepts. Simulations This component of class consists of in-person and/or simulations in the form of a role-playing-game (RPG). Each group takes on the role of a company (buyer or seller). Each group has to make deals with other groups negotiating the price, quality, production and purchase volumes of the product, which is changed each round. These negotiations are informed by the lecture and presentation topics and are combined with the learning by doing methodology of the simulations. Simulations can take place in the classroom and/or online. Each round is open for about 5 days, allowing groups to make deals outside of class time. After agreeing to the terms of a deal, both groups must submit matching deal forms through the web application’s online Deal Report. The simulation software automatically calculates the deal results and populates the groups’ scoresheet with points. Each deal generates different points for the buyer and seller. More points are awarded to groups that have done a better job at negotiating to their advantage. For example, buyer groups earn a greater number of points for deals that have purchase prices that are much lower than their price ceiling or for buying products of better quality than required. All negotiable variables and several additional factors (such as number of partners the group completes deals with during a negotiation round) have an effect on the score. This means students need to be motivated and actively seek trading partners in class and/or online. At the end of each round, groups are ranked by score. Each new round starts fresh. The group with the best overall rank over all the rounds of simulations receives the top score for this component and then other groups' scores follow according to relative rank. *Details and examples of the negotiation simulations will be provided in class, and one whole class is dedicated to a trial run of the simulation. “Learning by doing” is the best method for becoming acquainted with the system and for negotiations in general.

The weighting of the course score is as follows: Classroom Performance(I):35% Presentation:15% Negotiation simulations(II) & closure report(III):50% I Classroom performance includes 1) attendance 10%, 2) quizzes 15%, and 3) semester group evaluation 10%. II I Negotiation simulations can be done at any time within the assigned period, but each simulation must be completed with all deal information reported online before the deadline. Final simulation grades are calculated relative to the performance of the other groups. 40% III Each student must individually complete a closure report. 10%

Required ● Negotiation Simulation RPG. (REQUIRED FOR SIMULATIONS and for quizzes), Qbook.org. ● Additional lecture content (PowerPoint slides, article links, and other items) are provided online. Reference Resources ● Luecke, R. (2003). Harvard Business Essentials: Negotiation. Harvard Business School Press. ● Lewicki, Saunders, & Barry (2020). Negotiation (8th or 9th ed.). McGraw-Hill