Course Plan

Subject Information

Year: 2015, Fall Semester

Subject Name: Communication & Negotiation, 국제통상연습1(005)

Credit: 3

Instructor Information

Name: Ahn Mi-Young

Contact: 010 2355 6360

Email: amyahn1216@hanmail.net

Course Goal:

-to help students understand and adapt to global perspectives about the strategic interaction aspects of negotiation that govern the international trade or business reality level.

- to improve students’ ability to strategically react to diverse business & trade negotiating reality by learning both theories and cases that shape the negotiating varieties at a global level.

Textbook & References:

- Negotiating for Success: Essential Strategies and Skills, George Siedel, University of Michigan

-『글로벌 협상전략』 안세영, 전면개정 제5판, 박영사, p388-518

- Negotiation Genius, 2010, Deepak Malhotra, Harvard Business Schools

- Harvard research articles (PDF files)

Evaluation Item:

Class attendance 10

Class participation & task 20

Mid-term exam 35

Final exam 35

Weekly plan:

Week/Dates	Global negotiating strategies	Global trade negotiation
Week1 0901	PIP Introduction
Week2 0908	R1: Claim value: Manage risk Keywords: BATNA, decision-tree analysis	Factors of global trade nego (1)
Week3 0915	R2 Create value: Increase power Keywords: MESO, Logrolling, anchoring	Factors of global trade nego (2)
Week4 0922	R3 Negotiating strategies 1: Prepare NAP (Negotiation action plan) Keywords: decoy, belly-up, fake authorities	Level I game factors at global negotiation scenes
Week5 0929	R4 Negotiating strategies 2: Organize your negotiation team Keyword: Trade-off	KORUS (Korea-US) negotiation (1)
Week6 1006	R5. Negotiating strategies 3: scenario in time-sequence	KORUS (Korea-US) negotiation (2)
Week7 1013	R6 Cross-cultural negotiation Keywords: context, power, status	KORUS (Korea-US) negotiation (3)
Week8 1020	Mid-term exam	Mid-term exam
Week9 1027	R7. Cross-cultural negotiation Keywords: partyline, limits, form	Korea-China trade & business negotiation (1)
Week10 1103	R8. Use contract to close your agreement (1)	Korea-China trade & business negotiation (2)
Week11 1110	R9. Evaluate and perform your agreement (1)	Korea-China trade & business negotiation (3)
Week12 1117	R10. Evaluate and perform your agreement (2)	Business & trade case analysis
Week13 1124	Negotiation simulation game (1)	Negotiation simulation game (1)
Week14 1131	Negotiation simulation game (2)	Negotiation simulation game (2)
Week15 1207	Negotiation simulation game (3)	Negotiation simulation game (3)
Week16 1214	Final exam	Final exam