| 一、課程基本資料 Course Information |
科目名稱 Course Title：
(中文)談判理論與實務全英語授課
(英文)THEORIES AND PRACTICES OF NEGOTIATION |
開課學期 Semester：109學年度第1學期
開課班級 Class：政四Ａ |
| 授課教師 Instructor：劉必榮 LIU, BIH-RONG
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| 科目代碼 Course Code：BPO32101 |
單全學期 Semester/Year：單 |
分組組別 Section：全英語授課 |
| 人數限制 Class Size：52 |
必選修別 Required/Elective：選 |
學分數 Credit(s)：3 |
| 星期節次 Day/Session： 四789 |
前次異動時間 Time Last Edited：109年06月30日22時27分 |
| 政治學系基本能力指標 Basic Ability Index |
編號
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指標名稱
Basic Ability Index |
本科目對應之指標
Correspondent Index |
達成該項基本能力之考評方式
Methods Of Evaluating This Ability |
| 1 | 瞭解政治行為與政治互動的能力
Understanding political behavior and political interaction. | | | | 2 | 瞭解憲政體制與政法制度的能力
Understanding constitutional, political and legal systems. | | | | 3 | 瞭解國際事務與國際組織的能力
Understanding international affairs and organizations. | | | | 4 | 理解意識型態與政治思想的能力
Understanding ideology and political thought. | | | | 5 | 掌握專業外語與跨文化溝通能力
Enhancing foreign language and cross-cultural communication skills. | ● | 》外文閱讀
| | 6 | 瞭解與參與公共事務的能力
Understanding and getting involved in public affairs. | | | | 7 | 理性批判與民主溝通能力
Developing skills in rational criticism and democratic communication. | | | | 8 | 領導統御與組織管理能力
Developing leadership and organizational skills. | ● | 》課堂討論與表現
》報告(含個人或小組、口頭或書面、專題、訪問、觀察等形式)
| | 9 | 分析與決策能力
Developing analytical and decision-making skills. | | | | 10 | 論述表達能力
Training students to express their views and opinions clearly and effectively. | ● | 》報告(含個人或小組、口頭或書面、專題、訪問、觀察等形式)
》語言測試(含繳交錄音檔、口試、角色扮演等)
| | 11 | 解決問題能力
Developing problem-solving skills. | ● | 》報告(含個人或小組、口頭或書面、專題、訪問、觀察等形式)
| | 12 | 掌握基礎研究方法的能力
Helping students master basic research methods. | |
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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) |
●指定教科書 Required Texts
The main textbooks of this course are:
Liu, Bih-rong. The Negotiation Bible (in Chinese). Taipei: Business Week, 1995.
Fisher, Roger and William Ury. Getting to Yes, 2nd Ed. New York: Penguin Books, 1991.
Zartman, I. William and Maureen R. Berman. The Practical Negotiator. New Haven: Yale University Press, 1982.
If you are interested in classic Chinese strategic wisdom, you can also read
Sun Tzu (Translated by Ralph D. Sawyer). Art of War. Taipei: SMC Publishing Inc., 1994. (or any English translation of Sun Tzu’s Art of War)
For professional journal, please read Negotiation Journal.
Other hand-outs and teaching materials will be given by Professor Liu in the class as the course moves onto different topics.
●參考書資料暨網路資源 Reference Books and Online Resources
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| 三、教學目標 Objectives |
本課程主在帶領同學探討談判的理論、技巧，並經由實際案例，檢驗談判理論。課程的重點結合西方談判理論，以及東方的兵學藝術。所以孫子兵法的一些概念也會在課堂上介紹。本課程是以應為講授。最後的學期報告、口頭報告、考試，也都是英文。
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This course is attempted to explore the science and arts of bargaining and negotiation. Western negotiation theories will be introduced, investigated and blended with traditional Chinese strategic wisdom such as Sun Tzu’s Art of War. Active class participation and negotiation experience sharing is strongly encouraged.
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| 四、課程內容 Course Description |
●整體敘述 Overall Description
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●分週敘述 Weekly Schedule
| 週次 Wk |
日期 Date |
課程內容 Content |
備註 Note |
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1 |
9/17 |
Negotiation: an introduction
What is negotiation? What’s the difference between negotiation and communication?
What are the four elements of negotiation? How to analyze a negotiation case?
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2 |
9/24 |
The Basic Concept of Negotiation
Why people want to sit down to negotiate with us? How to form a coalition? How to ignite a conflict? And, how to “educate” your opponents during the negotiation process? What is pre-negotiation and post-negotiation?
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3 |
10/1 |
The Basic Concept of Negotiation
Structure analysis
What do we mean by structure analysis? How many kinds of structures are there in a negotiation process? What’s the relation between agent and principal? The art of leadership in Sun Tzu’s Art of War will be discussed here.
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4 |
10/8 |
Structure analysis |
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5 |
10/15 |
Power analysis
Negotiation is a power game rather than a psychological game. How to identify your negotiation power, i.e. your bargaining chips or leverages? How power, tactics and outcome constitutes a triangular relationship? What’s the “Tao” of power?
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6 |
10/22 |
Power analysis |
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7 |
10/29 |
Strategic analysis
What is negotiation strategy? What is the “straightforward strategy”? Can “decision tree” and game theory help us to determine the best strategies? Strategies discussed in Sun Tzu will be also introduced.
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8 |
11/5 |
Tactical analysis
What are the most frequent-employed negotiation tactics? Is there a general rule of negotiation tactics? What’s the relationship among party, issue, power and tactics?
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9 |
11/12 |
mid-term exam |
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10 |
11/19 |
Process Analysis
How to make the opening bid? What’s the art of concession-making? What’s the difference between concession rate and concession frequency? Tactics you can employed in opening, mid-game and end-game. |
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11 |
11/26 |
Psychological Analysis |
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12 |
12/3 |
End game
How to close a negotiation and strike a deal? What is post-settlement settlement? How to employ the tactic of tie-in in the detail phase of negotiation?
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13 |
12/10 |
The Chinese Negotiating Style
How the Chinese negotiate? What’s the difference between Chinese and Japanese negotiating styles? How equip yourself before going abroad to negotiate?
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14 |
12/17 |
Class Presentation |
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15 |
12/24 |
Class Presentation |
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16 |
12/31 |
Class Presentation |
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17 |
1/7 |
Class Presentation |
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18 |
1/14 |
Negotiation Game |
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五、考評及成績核算方式 Grading |
| 配分項目 Items |
次數 Times |
配分比率 Percentage |
配分標準說明 Grading Description |
| 出席 | 5 | 10% | | | 期中考 | 1 | 50% | | | 報告 | 1 | 40% | |
| 配分比率加總 |
100% |
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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
Wed. ane Thu, 13:00-15:00, or by appointment |
●聯絡方式 Contact Info
| 研究室地點 Office：D630 main campus |
EMAIL：brliu@hotmail.com |
| 聯絡電話 Tel：0937-043-758 |
其他 Others： |
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| 七、教學助理聯絡方式 TA’s Contact Info
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| 教學助理姓名 Name |
連絡電話 Tel |
EMAIL |
其他 Others |
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八、建議先修課程 Suggested Prerequisite Course |
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九、課程其他要求 Other Requirements |
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| 十、學校教材上網及教師個人網址 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 |
| 教師個人網址 Teacher's Website： |
| 其他 Others： |
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十一、計畫表公布後異動說明 Changes Made After Posting Syllabus |
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