國際模擬談判

Course Description: This international negotiation simulation centers around a virtual exchange with students at the IU McKinney School of Law in Indianapolis, United States. Students will be divided into two teams: one team composed of IU McKinney students representing a US technology company (IndyTech Corporation or “IndyTech”) and the other team composed of NYCU students representing a Taiwanese semiconductor company (Hsinchu Semiconductor Corporation or “HSC”). The two companies are interested in working together to exploit a new technology developed by IndyTech that uses semiconductor technology produced by HSC. The form of their collaboration could be a joint venture, a licensing agreement, a long-term supply contract, or a combination of one or more of these agreements. The negotiations will take place through written exchanges and through real-time virtual negotiations. The thrust of the virtual component of the course is to simulate the growing virtual nature of the negotiations process. Students are expected to spend time outside of class, working with their team, to prepare for class discussions involving email exchanges as well as to prepare for the virtual negotiations. Class discussions will focus on the strategy for, and progress of, the virtual negotiations, as well as the substantive legal, business, and policy matters that impact on the negotiations. This simulation exposes participants to the complexity of virtual negotiating between businesses across borders. Course Objectives: Upon completion of this course, an engaged student will be able to: • Conduct an interest-based negotiation. • Plan an effective strategy for negotiation that includes o Assessing the client’s position, by identifying the client’s interests, BATNA, Reservation Point, and Target Point. o Assessing the other party’s position, by estimating the party’s interests, BATNA, Reservation Point, and Target Point. o Estimating a Zone of Possible Agreement (ZOPA). o Assessing additional factors surrounding the negotiation (including cultural context, political situations, economic situation, industry, labor issues, and capital infrastructure). o Identifying the negotiation issues (conflicting interests between the parties). o Bundling issues in multi-issue negotiations. o Preparing an opening offer or responding to an offer. • Draft and properly time written communications, professional and appropriate in tone, to the other party. • Assess one’s own negotiation style and employ methods to strengthen weaknesses. Recognize and aptly respond to the other party’s negotiation style. • Determine and communicate a reasonable opening offer that maximizes value to your client. Adeptly respond to an opening offer. • Skillfully gather information from the other party and strategically reveal your client’s information to the other party. • Identify ethical issues and respond appropriately. • Employ appropriate blocking techniques to avoid answering certain questions. • Respond appropriately to surprise information. • Make properly timed principled concessions. • Distribute value between the parties. • Effectively employ strategies to move beyond counter-productive emotions and impasse. • Recognize when to walk away from a deal. • Conduct a post-negotiation evaluation.

Course Requirements: Required Text: DANIEL D. BRADLOW & JAY GARY FINKELSTEIN, NEGOTIATING BUSINESS TRANSACTIONS (2D ED, ASPEN 2018) Technical Requirements You will need the following in order to participate in this course: • Computer; • Reliable Internet connection; • Computer microphone; • Some way to make and post a simple video (e.g., using a webcam, or a smart phone); and • A compatible web browser.

Assignments, Quizzes, and Final Examination: In order to successfully complete this course, you must meet complete the following requirements: 1. Pre-negotiation strategy for the negotiation 30% • Strategy Chart (15%). • Preliminary Reflection Paper (15%). 2. Active, quality participation 30% 3. Reflective Diary 10% • Each student must keep a reflective diary of your impressions of the negotiations process, strategy, and progress. There will be class sessions where you will be asked to make an entry in your Reflective Diary. 4. Final Paper 30%

地點

TBD & e3 Online Platform

時間

Class Time: Friday Evenings & Asynchronous

聯絡方式

Contact via email: markshope@nycu.edu.tw CV: https://www.markshope.com/cv