East West Negotiation I Introduction

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East West Negotiations Course Introduction and Methodology

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  • Reason: Relaxed environment where everyone is comfortable talking.
  • Traditional and Target Learning Curves: PON 17
  • Any human experience is complex in terms of the amount of information involved. Language is simply too imprecise and inefficient to convey all the necessary information conveniently. Besides we would forget most of it and probably mis-interpret much of it anyway. PON 17.
  • East West Negotiation I Introduction

    1. 1. Seminar in East-West Negotiations, Culture & Challenges (MBA 4436) Steve Varela
    2. 2. Today’s Agenda <ul><li>Welcome </li></ul><ul><ul><li>Instructor </li></ul></ul><ul><li>Participants: Index Card </li></ul><ul><ul><li>English Name, Number, Email & work experience, academic major, goals for this course, travel/overseas experience, sales experience. </li></ul></ul><ul><li>Individual Student Introductions </li></ul><ul><li>Preview </li></ul><ul><ul><li>Syllabus </li></ul></ul><ul><ul><li>Ebook Discussion </li></ul></ul><ul><ul><li>Group Divisions </li></ul></ul><ul><ul><li>Feedback </li></ul></ul><ul><li>Class Style: Informal for a free discussion </li></ul>
    3. 3. Your Instructor: <ul><li>Personal </li></ul><ul><li>Born in Chicago, 1964 </li></ul><ul><li>BS – MS – MBA </li></ul><ul><li>PHD ABD International Strategy - 2011 </li></ul><ul><li>25+ Countries/200+ Intl.Trips </li></ul><ul><li>Resident of: </li></ul><ul><ul><li>Brazil, Chile, Mexico, Taiwan </li></ul></ul><ul><li>Married & New Father </li></ul><ul><ul><li>February 8 th , 2009 </li></ul></ul><ul><li>Professional </li></ul><ul><li>National Account Manager (AT&T) </li></ul><ul><li>Market Dev. Consultant (Chile) </li></ul><ul><li>Business Program Mgr (Motorola-America’s) </li></ul><ul><li>Business Development Director (Motorola Brazil) </li></ul><ul><li>Commodity Producer/Broker </li></ul><ul><li>Asst. Professor (Tunghai) </li></ul>
    4. 4. Significant Experience <ul><li>International Expansion: </li></ul><ul><ul><li>Multinationals & </li></ul></ul><ul><ul><li>Start-up’s </li></ul></ul><ul><li>International Program Management : </li></ul><ul><ul><li>“ Greenfield” Environment </li></ul></ul><ul><ul><li>Technical Implementation </li></ul></ul><ul><li>International Supplier Agreements --Telco’s </li></ul><ul><li>Shareholder Agreements: </li></ul><ul><ul><li>4 Party: US, IT, BR, AR </li></ul></ul><ul><ul><li>Board of Director Rep. </li></ul></ul><ul><li>Joint Venture Negotiations & Management: </li></ul><ul><ul><li>Executive Recruitment </li></ul></ul><ul><ul><li>Create Local Teams </li></ul></ul><ul><ul><li>Government Licensing </li></ul></ul><ul><ul><li>Site Selection (HQ & Technical) </li></ul></ul><ul><ul><li>Market Assessment </li></ul></ul>
    5. 5. Student Background: <ul><ul><li>English name, number & email </li></ul></ul><ul><ul><li>Work experience </li></ul></ul><ul><ul><li>Negotiation experience </li></ul></ul><ul><ul><li>Academic focus </li></ul></ul><ul><ul><li>Goals for this course </li></ul></ul><ul><ul><li>Travel/overseas experience </li></ul></ul><ul><ul><li>Other comments??? </li></ul></ul>Joe Student, F123456 joe @ gmail.com
    6. 6. Syllabus Overview: <ul><ul><li>Two Parts </li></ul></ul><ul><ul><ul><li>Part I Western Negotiation Fundamentals </li></ul></ul></ul><ul><ul><ul><li>Part II Cross Cultural Negotiations (East-West) </li></ul></ul></ul><ul><ul><li>Negotiation Simulations (4-5 role-play’s) </li></ul></ul><ul><ul><li>Case (1) </li></ul></ul><ul><ul><li>A-Teams: Relate course theory to personal experience </li></ul></ul><ul><ul><li>Practical Nature: Executive Planning Memo’s & Briefings </li></ul></ul>
    7. 7. Detailed Syllabus
    8. 8. eLearning, eBook, case materials <ul><li>www.slideshare.net </li></ul><ul><ul><li>Lecture slides: search “Tunghai East West” </li></ul></ul><ul><li>CustomBook: McGraw-Hill </li></ul><ul><ul><li>7 day availability </li></ul></ul><ul><li>Cases/Simulations: pay & receive from department office </li></ul><ul><ul><li>~US$3.50 each </li></ul></ul>
    9. 9. A-Team (Application Team) <ul><li>Helps us translate our class theory and experiences to our own personal lives </li></ul><ul><ul><li>Meet frequently (at least 5 times) and also at the end of class. </li></ul></ul><ul><ul><li>Note (journal) your learning's from class and related life experiences. </li></ul></ul><ul><li>Will be used for your final group assignment. </li></ul>
    10. 10. A word on Active Learning <ul><li>Old Factory Based Economies: </li></ul><ul><li>Collaborative, Student Centered: </li></ul><ul><li>Innovative Economies </li></ul><ul><li>“ Tell me and I'll forget; show me and I may remember; involve me and I'll understand.” Chinese proverb </li></ul>
    11. 11. Learning goals for this course: <ul><li>Participants to understand critical concepts: </li></ul><ul><ul><li>Learn through doing </li></ul></ul><ul><ul><li>Share your ideas, take your own risks </li></ul></ul><ul><ul><li>Improve your memory & understanding </li></ul></ul>
    12. 12. Learners Dilemma <ul><li>Q: How do you learn? </li></ul><ul><ul><li>A: I buy a book, </li></ul></ul><ul><ul><li>I go to class, I study… </li></ul></ul><ul><ul><li>And memorize stuff. </li></ul></ul><ul><li>Q: Then what happens? </li></ul><ul><ul><li>A: I take the test. </li></ul></ul><ul><li>Q: And? </li></ul><ul><ul><li>A: I forget. </li></ul></ul>
    13. 13. Course Method:  <ul><li>Theory and Practice required to Master a Skill/Concept </li></ul><ul><li>Theory: Understand how to use new information/skills & why they work. </li></ul><ul><li>Without Theory, we can not adapt our skills to a new or changing environment. </li></ul><ul><li>Practice: Shows us how theory applies and to develop competence & habits. </li></ul><ul><li>Sometimes, we have to try to do something before we do it so the abstract theory has meaning. </li></ul><ul><li>Many experts say: “We have to learn for ourselves”. </li></ul>
    14. 14. Words… <ul><li>In any language, words are not sufficient to tell the whole story… </li></ul><ul><ul><li>We can use role-plays and case studies to complement our theory, make the subject concrete in our minds… </li></ul></ul><ul><ul><li>In class we can try the theory under varying environments, circumstances. </li></ul></ul>
    15. 15. Complementary and Necessary <ul><li>Then he declared: </li></ul><ul><li>Daddy, I’ve learned how to drive a jeep: Listen . </li></ul><ul><li>Cycle: theory + practice + theory + practice… </li></ul><ul><li> practice + theory + practice + theory. </li></ul><ul><li>Rodger Fischer’s boy always liked jeeps. </li></ul><ul><li>The boy insisted on learning how to drive… </li></ul><ul><li>One rainy Saturday he memorized the explanation: </li></ul><ul><li>” How To Drive a Jeep” </li></ul>
    16. 16. Team Divisions <ul><li>Group Size: 4 or 5 Persons </li></ul><ul><li>Used for: </li></ul><ul><ul><li>Application Teams (A-Team) </li></ul></ul><ul><ul><li>Final Role-play Simulation </li></ul></ul><ul><ul><li>Executive Briefing (Negotiation Planning Presentation) </li></ul></ul><ul><li>Let me know in the next two weeks what the group members are. </li></ul>
    17. 17. Evaluation Criteria <ul><li>Participation is key to Success </li></ul><ul><ul><li>50% of final Grade depends on participation either through group presentation or case discussions </li></ul></ul><ul><li>Midterm & Individual Case Write Up </li></ul><ul><ul><li>20% </li></ul></ul><ul><li>Final Simulation/Written Plan: 30% </li></ul>
    18. 18. Break Next: How do You Negotiate
    19. 19. Assignment I: How Do You Negotiate? <ul><li>Prepare a one page internal business memo detailing how you would negotiate an important contract . </li></ul><ul><li>eMail: </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><ul><li>Subject: EMBA #1 </li></ul></ul><ul><li>MEMO </li></ul><ul><li>Date: February 20, 2010 </li></ul><ul><li>To: VP Purchasing </li></ul><ul><li>Fr: Me </li></ul><ul><li>Re: Contract with new Supplier </li></ul><ul><li>Purpose: Here is how we should plan and negotiate our new contract. </li></ul>
    20. 20. Next Up: <ul><li>“ WIN” Simulation </li></ul><ul><li>Negotiating with your Professor </li></ul><ul><li>Read: Getting to Yes. Chapter 1 </li></ul><ul><ul><li>Available on eLearning tomorrow. </li></ul></ul>
    21. 21. Feedback: <ul><li>Any questions, doubts: </li></ul><ul><ul><li>Office: M615B </li></ul></ul><ul><ul><li>Cellular: 0918-877-500 </li></ul></ul><ul><ul><li>Email: [email_address] </li></ul></ul><ul><ul><li>Office Hours: </li></ul></ul><ul><ul><ul><li>Monday 1:10-3:00PM </li></ul></ul></ul><ul><ul><ul><li>Thursday 3:20-5:10 PM </li></ul></ul></ul><ul><ul><ul><li>Or by appointment. </li></ul></ul></ul>

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