Facilitation and Negotiation

Course Objectives

In facilitation and negotiation, the focus is often on ways to handle meetings, including how to ask questions. In addition to this, this course covers preparations for facilitation and negotiation, such as clarifying the objective of a meeting or project and considering what issues should be taken into account.

Through exercises and role-plays, students will learn the following:

・ The role of a facilitator and negotiator
・ How to structure an entire discussion and minimize peripheral discussions
・ How to encourage the commitments of participants
・ How to build consensus through discussion
・ How to prepare for negotiations
・ How to resolve conflicting interests between parties appropriately and enhance the value achieved through negotiations

Students will acquire reproducible, practical skills and learn how a facilitator and negotiator thinks.

This course is particularly suitable for people who encounter issues such as the following:
- Discussion tends to stray into confusion.
- When you draw conclusions, you trigger complaints from attendees who say you are too forceful.
- You tend to be pushy when you host meetings and cannot encourage attendees to be independent.

Course Details

Programs: Full-time MBA, Part-time MBA, Pre-MBA
Discipline: Critical and Analytical Skills
Course Level: Applied Course
Required/Elective Course: Elective Course
Number of Credits: 1.5
Report (Report Day): Day 4
Hours Per Class: 3 hours
Class Capacity: 35 (Part-time MBA)

Preliminary Recommended Courses

- Critical Thinking

Click here to see a list of Preliminary Recommended Courses

Theme/Reading Materials

Day 1
Session A
THEME An Overview of Facilitation
CASE ・Original Textbook
Session B
THEME An Overview of Facilitation (continued)
CASE ・Original Textbook
 
Day 2
Session A
THEME Preparation for Facilitation 
CASE ・Original Textbook
Session B
THEME Preparation for Facilitation (continued)
CASE ・Original Textbook
 
Day 3
Session A
THEME Ways to Handle Meetings
CASE ・Original Textbook
Session B
THEME Practicing Preparations and Handling Meetings, with Points to Keep in Mind
CASE ・Original Textbook
 
Day 4
Session A
THEME Comprehensive Exercise for Facilitation and Management of Conflicts
CASE ・Original Textbook
Session B
THEME Overall Image and Basic Concepts of Negotiation (single-issue negotiation between two parties)
CASE ・Original Textbook

 
Day 5
Session A
THEME Value Creation in Negotiations and Styles of Negotiating
CASE ・Original Textbook
・Riggs-Vericomp Negotiation(A) or (B)
Session B
THEME Value Creation in Negotiations and Styles of Negotiating (Continued)
CASE ・Original Textbook
・Riggs-Vericomp Negotiation(A) or (B)
 
Day 6
Session A
THEME Impediments to Negotiations and Ways to Overcome Impediments
CASE ・Original Textbook
・Negotiating on Thin Ice The 2004-2005 NHL Dispute(A)
Session B
THEME Impediments to Negotiations and Ways to Overcome Impediments (Continued)
CASE ・Original Textbook
・Negotiating on Thin Ice The 2004-2005 NHL Dispute(A)・(B)

 

If you wish to start from the Pre-MBA,

Tuition Fee per course: 126,000 yen
Please find more about the Pre-MBA Program.

Course Schedule

Faculty

Gil Chavez
Gil Chavez
Critical and Analytical Skills, Management Philosophy, Marketing and Strategy
The ability to assess a given situation, to quickly sift through data to indentify key factors, is essential in any profession. In business, it is the foundation of management and leadership.
Oshima Hirohide
Oshima Hirohide
Accounting and Finance
名古屋大学法学部卒業、ヴァージニア大学ダーデンスクール経営学修士(MBA)修了 東京銀行(現三菱東京UFJ銀行)にて市場性商品営業、米ドル資金調達を担当する。
Trond Varlid
Trond Varlid
Organizational Behavior and HRM
Various skills and knowledge are required to be successful in business. Arguably one of the most difficult skills to master, however, is managing and dealing with people. Are leaders born or made? Why do people and organizations tend to resist change? How can you bring about change in your team or organization when it is needed? How do you empower and motivate your team to be successful and achieve their best performance? These are some of the key themes we will cover in our Organizational Behavior and Leadership class—and I look forward to your active participation. See you in class!