教學大綱與進度
課程基本資料:
學年期
課號
課程名稱
階段
學分
時數
修
教師
班級
人
撤
備註
96-2
106525
溝通與談判
1
3.0
3
★
楊韻華
四英四
13
2
教學大綱與進度:
教師姓名
楊韻華
Email
yhyang@ntut.edu.tw
最後更新時間
2008-03-06 14:59:14
課程大綱
本課程因應二十一世紀工商領軍時代的需求,透過國際語言進行訓練生活,經貿,勞資及國際事務之溝通與談判,理論與實務並重,循序漸進,培訓英語溝通及談判人才。 Course Description: This course is designed for senior English-major students who are equipped with advanced level of English language competence to develop comprehensive understanding of the principles, strategies and tactics of effective negotiation and to strengthen professional relationship management skills. This course adopts case study approach to engage and motivate students in the real-life scenarios of conflicts and concessions. The examination of these cases is also a prominent means to develop a high level of awareness of cultural differences and the impact of inconformity on negotiations and conflict resolutions. Course Objectives: Students are expected to become confident in their communicative competence in a variety of communication and negotiation settings, and thence an effective negotiator. Students can (1)Develop an understanding of the principles, process and strategies of effective negotiation. (2)Plan integrative strategies and effectively execute negotiation plan (3)Strengthen persuasive, analytical and interpersonal skills (4)Enhance their abilities in dealing with contingent situations. (5)Use communication techniques and persuasive ploys to achieve goals. (6)Promote a high level of awareness of ethical issues in a wide variety of situations.
課程進度
Course requirements: All students are expected to participate in the communicative exchange for material discussions and negotiations. A total of five cases will be submitted for in-class case discussion. Each student pair is responsible for analyzing and performing ONE case, on which simulated negotiation is based. The simulation is recommended to be conducted as suggested and instructed. And yet it is also preferred that students develop their own strategic negotiation plan to play out. In addition to the case negotiation, students are also required to give a report on the reading assigned. Each student pair (panel) should 1)report on the assigned reading 2)brief the class on the case with complete analysis of its various spheres in its reality 3)examine the negotiation plan in use and other possible strategies in question 4)demonstrate the happenings of negotiation 5)identify the various of spheres of reality at play 6)evaluate the negotiation 7)submit an analysis report on the current negotiation with the above content included Tentative Assignment Schedule Wk / Date Reading Case Negotiation Wk 1 Orientation / Types of Negotiation Wk 2 Four Key Concepts Competing Approaches to Negotiation Practice Wk 4 Preparation Personality and Negotiation Wk 5 Sun and Fun Tours vs. Hotel De La Playa (Compensation for Breach of Agreement) Negotiation Demo Wk 6 Table Tactics / Dealing with Negotiators Wk 7 Sansung Sporting Goods Seeks A Scandinavian Distributor ( An Agency Agreement) Negotiation Demo Wk 8 Frequently Asked Tactical Questions TBD Wk 9 Barriers to Agreement Mental Errors TBD Wk 10 American Auto Corp. vs. Auto Workers’ Union (Wage and Working Conditions Negotiations) Negotiation Demo Wk 11 When Relationships Matter TBD Wk 12 Tourism Comes to Zanir (Development of a Tourist Resort)Conflict Resolution Negotiation Demo Wk 13 Negotiating for Others TBD Wk 14 Chemi Suisse vs. the State of India (A Catastrophe and Claims for Compensation) Negotiation Demo Wk 15 Negotiation Skills TBD Wk 16 TBD TBD Wk 17 TBD TBD Wk 18 TBD * * Each panel will be assigned to complete the writing tasks. Tasks will be determined and announced as the class proceeds.
評量方式與標準
Grading System: Case Negotiation (1) chapter presentation (2) negotiation briefing & demo performance (3) analysis report 70% Attendance (Each unexcused absence will result in a penalty of grade deduction of 10 %.) 30% *(The grading policy is subject to contingent alternations as the class proceeds.)
使用教材、參考書目或其他
【遵守智慧財產權觀念,請使用正版教科書,不得使用非法影印教科書】
使用外文原文書:
Harvard Business Essentials on Negotiation & Compiled Handouts
課程諮詢管道
備註