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);
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.
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 CriteriaClass Participation / 50%
In-class Presentation / 50%
5.18.5 Pre-Class Assignment
(1) Read all 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:
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
May 9, Thursday
Introduction to Negotiation & Dispute Resolution
Communication for Conflict Resolution
Negotiation Tactics & Strategies
Mediation & Conciliation of Disputes
May 10, Friday
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.
Skim the following
The book: Getting To Yes -
Cross Cultural Negotiations
36 Chinese Negotiation Strategies
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.