Events and Seminars

*There are requirements for obtaining credits. For details on the names of courses and how to obtain credits, please check the "Course Names" of Career Path Diversification Seminar and the event guidelines at the following link.

Lecturer

Koji Sumida Mr.
Professor, Faculty of Management, Tokyo Fuji University
Senior Visiting Researcher, Global Security Research Institute, Keio University

profile

He specializes in economic law, international economic law, and negotiation studies (dialogue studies). He has served as a member of the MOT (Management of Technology) Program Development Committee at the University of Tokyo's Research Center for Advanced Science and Technology, a specially appointed researcher at the University of Tokyo's Research Center for Advanced Science and Technology, and a part-time lecturer at Omiya Law School before assuming his current position. He also serves as a visiting professor at the Kanazawa Institute of Technology Toranomon Graduate School, a lecturer at the Japan Business Federation Green Forum, and a visiting consultant at Keio MCC. His publications include "Professional Strategic Negotiation Techniques" (Japan Business Federation Publishing), "Visual Commentary: An Introduction to Negotiation Studies" (Nihon Keizai Shimbun Publishing, co-authored), and "Introduction to Strategic Negotiations" (Nikkei Bunko, co-authored), as well as other papers on economic law and negotiation studies.

Video introducing negotiation theory by Professor Sumida

Introduction to Negotiation Studies for Graduate Students (Part 1) & (Part 2)

Lecture Outline

Overview of Negotiation Studies (Dialogue Studies)

Full-scale research and education programs in negotiation studies began at Harvard Law School in the early 1980s. In recent years, it has been incorporated not only into legal training, but also into a wide range of professional and leadership education and training. Today, Harvard University's negotiation studies research and education programs are widely accepted as the global standard for "negotiation studies (dialogue studies)."
The negotiation skills improvement program we are introducing today is based on cutting-edge research findings that build on the research findings of negotiation studies and also incorporate research findings from adjacent fields such as social psychology, decision-making theory, and organizational theory. In particular, this program provides methodologies for negotiating (communicating) effectively and efficiently with people of different cultures, customs, and values in the context of globalization. Specifically, it identifies psychological biases (heuristics) that can negatively affect negotiation outcomes and thought patterns that deviate from rationality, and introduces methodologies for overcoming such biases.

How to proceed with the program

In this program, we will have lectures on theories and frameworks of negotiation studies, followed by role simulations using simple negotiation cases.
The mock negotiation exercise consists of three sessions based on the materials: 1. a preparation session in which participants plan a negotiation strategy in advance, 2. a mock negotiation session in which participants actually simulate negotiations with each other, and finally, 3. a discussion and feedback session based on the mock negotiation.

program

13:00 Lecture

1. Psychological traps and negotiation skills (dichotomy traps, anchoring, etc.)
2. Negotiation as "dialogue" (problems with power plays, a negotiation studies framework to promote dialogue)
3. Negotiation preparation methodology
4. Methodology for Achieving Strategic Negotiations (Basics)

14:30 Exercises

1. orientation
2. Unit 1 Preparation Session
3. Unit 2 Mock Negotiation Session
4. Unit 3 Discussion and feedback session
5. Q&A

主催・共催・協力

Organizer

Hokkaido University　Institute for the Advancement of Graduate Education　Center for Advanced Human Resource Education and Development　Superior Skills Station S-cubic

担当教員：吉原　拓也、村上　理恵子

Co-organized by

• Hokkaido University　Institute for the Advancement of Graduate Education　Center for Advanced Human Resource Education and Development　Superior Skills Station I-HoP
• Hokkaido University　Institute for the Advancement of Graduate Education　Center for Advanced Human Resource Education and Development　Consortium Office for Fostering of Researchers in Future Generations COFRe
• Consortium for Career Development of Ph.D.

協力

北海道大学キャリアセンター