Business Negotiation

Course Code: NEG101
Start Date: 2023/1/28 End Date: 2023/4/8 Day: Sat Time: 13:30-15:20 Hours: 20 Sessions: 10 Semester: Spring Core certificate: International Business Communication Elective certificate: International Business Management, Leadership Skills Medium of Instruction: English Location: In-Person (Tokyo)

Registration Open

Course Description

Negotiation is both a necessary and challenging part of life — especially in business. Great business negotiators are capable of achieving highly successful outcomes and, as a result, are extremely valuable to the companies they work for. This course is designed to provide participants with everything they need to become an effective negotiator. The course begins with developing an understanding of several foundational concepts. That foundation is then built upon by introducing topics that will help participants: recognize the different types of negotiation; properly prepare before getting to the table; understand how to use an array of tactics and tips; determine sources of power; identify potential barriers to agreement and ways to prevent or overcome them; and realize the impact of cultural differences. Role-playing simulations are used to reinforce understanding of the course content and to allow participants to learn what type of negotiator they are.

Learning Objectives

• Gain an understanding of the key concepts of negotiation
• Learn how to properly prepare for a negotiation
• 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.