International Team Negotiation a graduate course and also for undergraduates proven in China to successfully educate Chinese business students and managers.
Team negotiation is a powerful new concept in the study and application of NEGOTIATION practice. It is far superior to any training focused only on individual skills building.
A powerful negotiation method that fits perfectly with Asian collective society.
First developed by Professor Bob March during his 15 years in Japan as a professor, consultant and advisor.
Perfected from his 4 years teaching & training in China.
Professor March' s TEAM NEGOTIATION METHOD is the clever Chinese collective approach for the future.
It is far superior to any training focused only on individual skills building.First developed by Professor Bob March during his 15 years in Japan as a professor, consultant and advisor.
Perfected from his 4 years teaching & training in China.
Section 1 What the Study of International Negotiation Does and Doesn't Include 1
Team Role Play No. 1 How Class Grades in This Course Are to Be Decided
Section 2 Selecting Your Team and Leader
NEGCOM Inventory Score Test
Section 3 The Method for Forming the Teams
Team Role Play No.2 Negotiation Preparation
Section 4 Negotiation between Inexperienced or Untrained Negotiators
Team Role Play No.3 China Life Insurance Case
Section 5 Anticipating Outcomes in International Negotiation
Case 1 Frazier Air Conditioning Global
Case 2 Protecting GUANXI from GWAILO
Section 6 The 8-Step Negotiation Preparation Process
Comprehensive Opening Statement (COS)
Section 7 Culture Learning Lessons for the Chinese Negotiator
Preparation for Team Role Play No.4 Idelux Motors vs. PK City
Section 8 Full Session Role Play Negotiation
Team Role Play No.4 Idelux Motors vs. PK City
Section 9 Professional Skills for International Negotiators
Section 10 More on Professional Skills
Section 11 Reviewing the Course and Understanding What Is Still to Come
Section 12 Team Role Play No.4 Motion Inc. vs. Precedent Computer Co.
Section 13 Team Role Play No.5 Crude Oil Sale Pricing
Section 14 Team Role Play No.6-8 Vessel Acceptance
Section 15 Final Course Activities
Learning from Two Model Reports and
Submitting Your Own Final Reports
Appendices
Ⅰ. Standard Instructions for Team Role Play Process and Skills
Ⅱ. Key Words and Terms Used in the Oil Industry
Ⅲ. Supplementary Team Role Play*
Ⅳ. The Order of Negotiating Activities -- Expert's Ranking
Bibliography
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