Type of Credit: Elective
Credit(s)
Number of Students
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。
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.
能力項目說明
培養同學談判的分析能力與實戰能力。
To cultivate students’ abilities of negotiation and provide them with analytical framework for analyzing negotiation cases in real world.
After a 36-hour training in negotiation, students are expected to equip themselves with better
negotiation skills and deep analytical insight.
| 教學週次Course Week | 彈性補充教學週次Flexible Supplemental Instruction Week | 彈性補充教學類別Flexible Supplemental Instruction Type |
|---|---|---|
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週次 |
課程主題 |
課程內容與指定閱讀 |
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1 |
談判總論 |
談判發生的三個條件 |
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|
2 |
談判發生的三個條件 |
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3 |
5 大元素 |
談判的五大元素: 事、人、力、時、情 |
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4 |
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5 |
談判工作坊 I |
老師給題目，小組討論，上台分享，老師講評 |
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6 |
談判的準備 |
談判準備的三個層次/衝突的矩陣/談判準備表/議程的設定 |
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7 |
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8 |
談判的出牌戰術 |
談判出牌: 開高、開低、開平的戰術邏輯 |
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9 |
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10 |
談判演練 I |
分組演練 |
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11 |
談判的拆招 |
談判的回應戰術與控制談判速度的機關 |
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12 |
中場與收尾 |
談判讓步的九種身段與談判的解題模型 |
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13 |
文化與心理 |
談判的心理學與文化智商 |
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14 |
談判戰術總結 |
談判戰術魚骨圖 |
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15 |
談判演練 II |
分組演練 |
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16 |
分組報告 |
第 1~3 組 |
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17 |
第 4~5 組 |
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18 |
第 7~8 組 |
課堂參與 20%
小組報告 80%
劉必榮。 2022.。《劉必榮談判精華課》。台北: 先覺。