Course Title: Strategic Negotiation: Tactics for Business Challenges

¥19,800

Course Code: NEG201-WS

Course Period: 2025/11/8

Day: Sat

Time: 10:00-16:30

Hours: 6

Sessions: 1

Instructional Language: English

English Proficiency Level: Advanced,High Intermediate

Location: In-Person (Tokyo)

Course Description: In today’s complex business environment, negotiation success requires more than preparation and tactics. It demands the ability to recognize and overcome subtle, layered, and often hidden barriers to agreement. This one-day workshop offers a focused look at the key challenges that derail negotiations—especially in cross-border or organizational contexts. Through interactive exercises, real-world examples, and a case-based discussion, participants will build practical strategies for diagnosing negotiation breakdowns and moving forward. This workshop is suitable for both new and experienced negotiators, and serves as a refresher module of the full Business Negotiation (NEG101) course.

Learning Objectives: By the end of this workshop, students will be able to:
・Identify key barriers that derail negotiations (e.g., interpersonal, cultural, organizational).
・Analyze complex negotiation challenges using structured frameworks.
・Learn how to respond to impasses with effective problem-solving techniques.
・Strengthen cross-border and organizational negotiation awareness through case analysis.

Who should take this course: Professionals who negotiate across functions, cultures, or organizations and want to strengthen their ability to manage complexity and avoid common pitfalls. Open to both new and experienced negotiators.

Textbook: No required textbook

Instructor: Paul Kates

Instructor Biography: With over 30 years of experience spanning consulting, industry, and executive education, Paul Kates brings a wealth of practical and academic expertise to the field of Continuing and Corporate Education. Originally from Toronto, Canada, Paul began his career as a management consultant with Ernst & Young, later expanding into roles in auditing, accounting, and advisory services across a range of industries. He then held management positions in the consumer goods and hospitality sectors, focusing primarily on marketing and sales. Since relocating to Tokyo in 2006, Paul has become a respected educator and trainer, known for delivering practical, high-impact business education. Formerly the Director of Continuing and Corporate Education at TUJ, Paul continues to teach a range of business courses and workshops through TUJ. He has also taught at the MBA level and provides training and consulting services to organizations across Japan.