一、課程基本資料 Course Information | ||||||||||||||||||||||||||||||||||||||||||||||||||||
科目名稱 Course Title: (中文)涉外溝通與談判(三) (英文)INTERNATIONAL BUSINESS COMMUNICATION AND NEGOTIATION (III) |
開課學期 Semester:110學年度第2學期 開課班級 Class:涉外碩三 |
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授課教師 Instructor:楊健弘 YANG, CHIEN-HUNG | ||||||||||||||||||||||||||||||||||||||||||||||||||||
科目代碼 Course Code:WLWC9901 | 單全學期 Semester/Year:單 | 分組組別 Section: | ||||||||||||||||||||||||||||||||||||||||||||||||||
人數限制 Class Size:20 | 必選修別 Required/Elective:選 | 學分數 Credit(s):2 | ||||||||||||||||||||||||||||||||||||||||||||||||||
星期節次 Day/Session: 三AB | 前次異動時間 Time Last Edited:110年12月08日01時01分 | |||||||||||||||||||||||||||||||||||||||||||||||||||
法律學系碩士在職專班涉外商務談判法律組基本能力指標 Basic Ability Index | ||||||||||||||||||||||||||||||||||||||||||||||||||||
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二、指定教科書及參考資料 Textbooks and Reference (請修課同學遵守智慧財產權,不得非法影印) |
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●指定教科書 Required Texts 1. 華頓商學院的高效談判學(經典紀念版):讓你成為最好的談判者!經濟新潮社,2018/9Bargaining for Advantage, Negotiation Strategies for Reasonable People. 2nd Ed. , by G. Richard Shell, Penguin Books (2018) 2. 哈佛這樣教談判力:增強優勢,談出利多人和的好結果。遠流出版社,2013/7 Getting to Yes, Negotiation Agreement Without Giving In, Roger Fisher and William Ury, 3rd Ed., Penguin Books (2011) 3. 談判學(7版) (Negotiation, 7e) 作者: Roy J. Lewicki, David M. Saunders, Bruce Barry,譯者: 鍾從定,出版社:華泰文化 (出版日期:2017/04/05) ●參考書資料暨網路資源 Reference Books and Online Resources 1.哈佛商學院的雙贏談判課(Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond) 原文作者: Deepak Malhotra, Max H. Bazerman (出版日期:2020/07/08) 2.華頓商學院最受歡迎的談判課 (Getting More: How to Negotiate to Achieve Your Goals in the Real World) 原文作者: Stuart Diamond (出版日期:2018/01/01) | ||||||||||||||||||||||||||||||||||||||||||||||||||||
三、教學目標 Objectives | ||||||||||||||||||||||||||||||||||||||||||||||||||||
本堂課會著重於「涉外溝通」與「談判理論」兩大領域,以及兩者之重疊部分。 談判理論方面,本課程藉著研讀指定書籍及資料、課堂討論及報告,深入探討關於溝通與談判之理論、過程及實例,以增進學生獨立思考、主動解決問題的能力及溝通與談判的技巧。 涉外溝通方面,本課程將邀請涉外溝通與談判經驗豐富之專業人士蒞臨課堂,配合上課進度分享其談判實務經驗並參與討論,以印證談判理論在實際談判過程中所發揮之作用。(擬邀請之專業人士包括:經貿談判人員、美國及我國律師、知名企業律師、檢察官等專家學者等,教師將依學員之需求積極洽邀)。相信藉由與談判專業人士之互動,可以讓學生學習第一手的談判與涉外溝通技巧。 |
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By exploring the theory, process and practice of alternative approaches to negotiation this course is designed to improve not only a student's critical thinking, problem solving, and communication and negotiation skills but also his or her confidence and English proficiency in conducting business and negotiation in English. Also, this class will invites experienced professional to share their negotiation experience and to proof the application of the negotiation theories in the real world. The instructor plan to invite negotiation professionals such as trade negotiators, U.S. and Taiwan lawyers, in-house legal counsels, prosecutors, etc. It depends on students' need.) | ||||||||||||||||||||||||||||||||||||||||||||||||||||
四、課程內容 Course Description | ||||||||||||||||||||||||||||||||||||||||||||||||||||
●整體敘述 Overall Description 第一部: 有效談判的六大基礎 (Shell書) ●基礎一: 你的談判風格 (Your Bargaining Styles) ●基礎二: 你的目標與期望 (Your Goals and Expectations) ●基礎三: 權威標準與規範 (Authoritative Standards and Norms) ●基礎四: 關係 (Relationships) ●基礎五: 你的對手的利益 (The Other Party’s Interests) ●基礎六: 籌碼 (Leverage) 第二部: 談判過程 (The Negotiation Process) ●第一步: 準備好你的策略 (Preparing Your Strategy)/(談判學Ch.4) ●第二步: 交換資訊 (Exchanging Information) ●第三步: 開場與讓步 (Opening and Making Concessions)/(談Ch.2) ●第四步: 結束與取得承諾 (Closing and Gaining Commitment) ●專題: 僵局—談判破裂時怎麼辦?(Impasse: What to Do When Negotiations Break Down) ●專題: 談判的道德 (Ethics: Bargaining with the Devil Without Losing Your Soul) ●小結: 成為一個有效的談判者 (Becoming an Effective Negotiator) 談判方法 (Fisher書) ●別陷入立場之爭 (Don’t Bargain Over Positions)、把人跟問題分開 (Separate the People from the Problem)、撇開立場,聚焦利益 (Focus on Interests, Not Positions) ●為彼此利益創造選擇方案 (Invent Options for Mutual Gain)、堅持客觀標準(Insist on Using Objective Criteria) ;若對方更具優勢呢?(What If They Are More Powerful?)、若對方不配合呢?(What If They Won’t Play?)、如果對方出老千呢?(What If They Use Dirty Tricks?) ●談判常見的10個問題(Fisher書) 談判理論(談判學) ●國際與跨文化談判(談判學Ch.13) ●談判中的溝通(談判學Ch.6) —基本模式、如何溝通、如何改善 ●談判的環境(談判學Ch.8) —談判中的關係因素;代理人、委託人及觀眾 ●談判者個人差異 (談判學Ch.11) — 性別與談判、性格與能力 ●談判實務的最佳建議 (談判學Ch.15) 、第三方介入之方式 (談判學Ch.14) |
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●分週敘述 Weekly Schedule |
五、考評及成績核算方式 Grading | ||||||||||||||||||||
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六、授課教師課業輔導時間和聯絡方式 Office Hours And Contact Info | ||||||||||||||||||||
●課業輔導時間 Office Hour 請預約時間 |
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●聯絡方式 Contact Info
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七、教學助理聯絡方式 TA’s Contact Info | |||||
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八、建議先修課程 Suggested Prerequisite Course | |||||
無,本課程並無擋修,不必修過涉外溝通與談判(一)或(二),歡迎涉外組各年級同學選修。 | |||||
九、課程其他要求 Other Requirements | |||||
十、學校教材上網、數位學習平台及教師個人網址 University’s Web Portal And Teacher's Website | |||||
學校教材上網網址 University’s Teaching Material Portal: 東吳大學Moodle數位平台:http://isee.scu.edu.tw |
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學校數位學習平台 University’s Digital Learning Platform: ☐東吳大學Moodle數位平台:http://isee.scu.edu.tw ☑東吳大學Tronclass行動數位平台:https://tronclass.scu.edu.tw | |||||
教師個人網址 Teacher's Website:https://www.linkedin.com/in/oscar-yang/ | |||||
其他 Others: | |||||
十一、計畫表公布後異動說明 Changes Made After Posting Syllabus | |||||