Facilitation and Negotiation

Course Objectives

Facilitation and negotiation skills are vital for many people in business. The objective of this course is to give students reproducible and practical skills that will better prepare them for meetings and projects. In this course students will learn:

  • The role of the facilitator and negotiator, and how they think
  • How to clarify the objective of the meeting or project, and what issues to take into account
  • Techniques to handle meetings and how to ask questions
  • How to structure an entire discussion and minimize diversions
  • How to encourage the commitments of participants and build consensus through discussion
  • How to appropriately resolve conflicting interests between parties and enhance the value achieved through negotiations

This course is intended for those students who encounter issues in meetings, such as unclear and unfocused discussions, and want to build consensus in meetings while avoiding being perceived as too forceful.

 

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

 

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
Mr. Oshima has worked for Tokyo Bank (currently Mitsubishi Tokyo UFJ Bank) and was engaged in selling marketable bank products and fundraising US dollars. He then moved to Goldman Sachs Securities and was involved with M&A advisory services. He was engaged in corporate strategy, restructuring, and global fundraising at Toyota Financial Service, a financial company which has control of Toyota-related financial services. He joined GLOBIS in 2007.
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!