112年第1學期-6335 國際談判專題研究 課程資訊

評分方式

評分項目	配分比例	說明
1) Participation (40% of your grade) Everyone will be expected to participate in the dialogue and negotiations. Class and cluster team participation and contributions are a very important part of the	5

教育目標

Turn disputes into deals. Transform deals into better deals internationally. Resolve intractable problems. Negotiating effectively requires the ability to change the game—moving away from conflict and toward collaboration. In this intensive, interactive class, you acquire a proven framework for maximizing the value of your negotiation, whether you are behind the bargaining table with a client or across the table from an opposing party. Therefore, the objectives of this class include strategies building and exercises in critical thinking, listening and identity based negotiation. We will explore how to negotiate, facilitate and mediate globally and international settings involving employment, contracts, licensing and joint venture, merger and Acquisition, etc. Our goal is to begin the process of understanding the theory, concepts and skills necessary for developing the cultural mobility among participants required to successfully embrace competitive and often conflicted globally diverse environments that will yield effective value added relationships and outcomes.

課程概述

本課程主要探討下列主題：國際衝突的本質與內容、國際談判的過程、策略、行為者談判行為，將特別側重國際談判第三者的討論。從三個層面著手：第一層面著重「學」，對國際談判做研究與紮根的工作。包括談判的定義、結構、過程、策略、結果分析，第二層面著重「術」，對國際談判實務的操作的內容包括地點、代表的選擇，議程、座位的安排、讓步、表達的方法等。第三個層面則為個案討論與演練，使同學實際體認衝突的存在、評估自我談判潛力、培養談判技巧與實力，理論與實務並重。

基本資料

選修課，學分數：3-0
上課時間：四/7,8,9[SS427]
修課班級：政治碩博1,2
修課年級：1年級以上
選課備註：

參考書目

1. Roy Lewicki, Bruce Barry, David Saunters, Essentials of Negotiation, 7rd ed. (Boston, MA: McGraw Hill, 2019)
2. Leigh L. Thompson, ed., Negotiation Theory and Research (New York: Psychology Press, 2006)
3. 自編講義