Business Negotiation

Course Code: NEG101
End Date: 2022/11/19 Day: Sat Time: 11:00-12:50 Hours: 20 Sessions: 10 Semester: Fall Core certificate: International Business Communication Elective certificate: International Business Management, Leadership Skills Medium of Instruction: English Location: Tokyo

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Course Description

"Business Negotiations" is the basic course in Negotiations, where we discuss the fundamentals of how to negotiate and practice what we learn. This course is designed to allow students to learn what type of negotiator they are, the various systems and tactics involved and how to choose the best for themselves. Areas covered include how cultures affect negotiation, the role of emotions and negotiation in difficult situations including abrasiveness, racism, sexism and emergencies. Students will learn negotiation theory, strategies and tactics; and practice negotiating with role-playing simulations that cover a wide range of topics.

Learning Objectives

1. Gain an understanding of the key concepts of negotiation
2. Learn how to properly prepare for a negotiation
3. Begin to develop professional negotiation skills

Who should take this course

Anyone who would like to improve their negotiation skills.


Negotiation (Harvard Business Essentials)


Paul Kates

Instructor Biography

Originally from Toronto (Canada), Paul Kates has over 20 years of diverse professional experience. After the completion of his MBA from the Schulich School of Business at York University, he began his career in the Entrepreneurial Services Practice of Ernst & Young, providing accounting, auditing, and consulting services to a wide variety of businesses. He then moved on to management positions for companies operating in both the consumer goods and hospitality sectors, including a Fortune 500 company, where he was engaged primarily in marketing, sales, customer service, and merchandising activities. Paul arrived in Tokyo in 2006 and has spent the majority of his time here as a University Instructor and Corporate Trainer. Among other things, he teaches an assortment of business courses and workshops at TUJ.