商務談判
Business Negotiation
| 節 | 週三 |
|---|---|
2 09:00–09:50 | 商務談判 M105 3 節連堂 |
3 10:10–11:00 | |
4 11:10–12:00 |
* 根據陽明交大上課時間表所列
本課程的目標是希望能夠了解並分析談判相關的理論架構, 進一步協助同學發展談判技巧. 找出自己在談判上的優勢並強化自己的弱點. 本課程會提供一個完整性的架構, 了解談判相關的理論, 透過課堂上的各種角色扮演活動及個案分析等方式, 進一步增進你的談判能力.本課程提供你一個機會在課堂上及課堂外去實際體驗使用不同談判技巧, 並且發現自己的長處與不足之處.
不限
You are required to attend the class on-time and participate class activities because many sessions have role plays in which partners are assigned in advance, an unexpected absence typically has negative effects on other people.
Grading: 25% for the attendance and participation (role play, discussions and comments), 25% Homework assignments: exercise preparation sheets, Self-assessment questionnaire, Peer Videos Analysis, Phone Negotiation Worksheet, etc. 20% “Go get a deal” negotiation project, 30% Group case
- Role play and exercises
- Case Discussion
- Negotiation theory
| 週次 | 主題 |
|---|---|
| 第 1 週 | Introduction |
| 第 2 週 | Negotiation fundamentals |
| 第 3 週 | What kind of negotiator am I? |
| 第 4 週 | Distributive negotiations |
| 第 5 週 | Distributive negotiations |
| 第 6 週 | Integrative negotiations (hiring and salary) |
| 第 7 週 | Integrative negotiations (performance review) |
| 第 8 週 | Individual differences in negotiation |
| 第 9 週 | Resolving differences |
| 第 10 週 | Guest Speaker |
| 第 11 週 | Negotiation Report presentation and reflection |
| 第 12 週 | Negotiation Report presentation and reflection |
| 第 13 週 | Investigation, Arbitration & Exceptionally Difficult People |
| 第 14 週 | Negotiation in teams |
| 第 15 週 | Principals, Agents & Third Parties |
| 第 16 週 | Coalitions & Bargaining Power |
| 第 17 週 | Group case presentation |
| 第 18 週 | Group case presentation |
1. Lewicki, Saunders, & Barry (2009). Essentials of Negotiation, McGraw?Hill, 7th edition 談判學(鍾從定譯) 2. 哈佛這樣教談判力:增強優勢,談出利多人和的好結果(Getting to Yes) 作者: 羅傑.費雪、威廉.尤瑞、布魯斯.派頓 3. 談判個案
- 地點
- 管理一館M309
- 時間
- By appointment
- 聯絡方式
- paulachen@mail.nctu.edu.tw