國際模擬談判

Course Description: This course offers a dynamic and immersive international negotiation simulation, in collaboration with students from the National Yang Ming Chiao Tung University (“NYCU”) and National Chengchi University (“NCCU”). Participants will be organized into two teams, with NCCU students representing one company and NYCU students representing another. These teams will explore a partnership to harness the potential of a groundbreaking new element, Changesium, which promises to revolutionize the speed of semiconductor chips. The collaboration may take various forms, including a joint venture, licensing agreement, or long-term supply contract, among possible arrangements. Engagements will occur through a mix of written communications and live negotiations, offering a practical experience of the negotiation process. The primary goal of this course is to provide a realistic experience of business negotiations. Students will be required to dedicate time outside the classroom to strategize with their team, prepare for discussions that revolve around email exchanges, and gear up for the negotiation sessions. Classroom discussions will delve into negotiation strategies, progress updates, and the examination of legal, business, and policy considerations that influence the negotiations. By participating in this simulation, students will gain valuable insights into the complexities of cross-business negotiations, enhancing their practical negotiation skills in a global context. 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.

This course is taught in English, so proficiency in English is required.

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%

DANIEL D. BRADLOW & JAY GARY FINKELSTEIN, NEGOTIATING BUSINESS TRANSACTIONS (3D ED, ASPEN 2022)

地點

By appointment

時間

By appointment

聯絡方式

Contact via email: markshope@nycu.edu.tw