1.1. HM-504 Art of Negotiation (Nov 9 & 10, 2017)

5.18.1 Profiles of faculty

Main lecturer: John Barkai

Professor, William S. Richardson School of Law,

University of Hawaii at Manoa

Education: University of Michigan, B.B.A. (1967), M.B.A. (1968), J.D. (1971)

1978 - Present: Professor of Law, University of Hawaii Law School, Honolulu, Hawaii

1973 - 1978: Associate Professor of Law, Wayne State University Law School, Detroit, Michigan

1972 - 1973: Deputy Defender, Legal Aid & Defender Association, Detroit, Michigan (criminal trial lawyer);

5.18.2 Description

This course focuses on deal-making and dispute resolution in the context of international business transactions with a special emphasis on cross-cultural conflicts. Participants will study, discuss, and practice negotiation and other forms of conflict resolution with the goals of better understanding the major cultural differences in international conflict styles and improving their abilities to negotiate cross-culturally in business and personal situations. Participants will also learn the advantages and disadvantages of using alternative dispute resolution (ADR) methods to resolve business conflicts and how to assist others in resolving conflicts by using mediation. The primary teaching method will be role play and simulation. Participants will practice negotiation and mediation skills.

5.18.3 Objective

In this course you will:

・Develop negotiation and mediation skills to influence others, resolve issues, and attain your goals.

・Learn and practice various approaches to negotiation used in personal and business situations.

・Increase the effectiveness of your communication in negotiation situations.

・Understand the major cultural differences in international negotiation styles and improve your ability to negotiate cross-culturally.

・Learn the advantages and disadvantages of using alternative dispute resolution (ADR) methods to resolve business conflicts.

・Develop the skill of mediation / conciliation to assist other people resolve conflicts.

5.18.4 Grading Criteria

Class Participation / 50%
In-class Presentation / 50%

5.18.5 Pre-Class Assignment

(1) Read all materials
5.18.6 Materials

(+++:Must-read doc / ++: Important doc / +: Supplemental doc)

Title / Media / Priority / Handouts / Purpose / Notes
"Getting To Yes" by Roger Fisher, available on the web at:
/ Book / ++ / Yes / For Pre-Class Assignment
Photocopied materials (called “Handouts”), available on the web at:
http://www2.hawaii.edu/~barkai/GLIK.html
The easiest way to get all the Handouts (including a pdf copy of the book Getting To Yes), and PowerPoints, Syllabus, and the exam is to go to Dropbox folder at
and download all files at one time – COPY but do not CUT or MOVE the files or else they will disappear for everyone. / For Lecture

5.18.7 Schedule

May 9, Thursday

TOPICS

Introduction to Negotiation & Dispute Resolution

Communication for Conflict Resolution

Negotiation Tactics & Strategies

Mediation & Conciliation of Disputes

Arbitration

May 10, Friday

TOPICS

Cross-Cultural Negotiations

36 Chinese Negotiation Strategies

Tongue Fu & Why Can't You Shut Up?

On Friday afternoon, students will be expected to make a presentation about national and local negotiation styles in their home countries. If you have two or more people from your country in the class, please give us a demonstration of the negotiation style in your home language.

READINGS:

Skim the following

The book: Getting To Yes -

Handouts titled:

Negotiation

Communication

Mediation

Arbitration

Cross Cultural Negotiations

36 Chinese Negotiation Strategies

Tongue Fu

Handouts are available on the web at: www2.hawaii.edu/~barkai/GLIK.html and in the Dropbox for this course at:

Please only copy files, do NOT cut and move them.