Type of Credit: Elective
Credit(s)
Number of Students
In this course, you will have the opportunity to participate in an international negotiation simulation with students from the National Yang Ming Chiao Tung University (“NYCU”). Divided into two teams, NCCU students and NYCU students will represent different companies. Together, you will explore the potential of partnering to utilize Changesium, a new element that promises to revolutionize semiconductor chips' speed. The collaboration could take various forms such as a joint venture, licensing agreement, or long-term supply contract. Throughout the course, you will engage in both written communications and live negotiations, allowing you to gain practical experience in the negotiation process.
The primary objective of this course is to provide you with practical negotiation skills directly applicable to the business world. This will require time outside of class to strategize with your team, prepare for discussions based on email exchanges, and get ready for negotiation sessions. In-class discussions will cover negotiation strategies, progress updates, and examine legal, business, and policy considerations that influence negotiations. By participating in this simulation, you will gain valuable insights into the complexities of cross-business negotiations and enhance your practical negotiation skills in a global context.
(Note: The same course will be instructed in 2024 Fall by Prof. Mark Shope and Michael at NYCU School of Law. Most of the ideas and content of the syllabus are contributed by Mark.)
能力項目說明
By the end of this course, you will have the skills to:
- Engage in negotiation based on interests
- Develop effective negotiation strategies
- Write professional and appropriate communications to the other party, considering tone and timing
- Assess and improve your own negotiation style and respond to the other party's style
- Set a reasonable opening offer to maximize your client's value and respond skillfully to an opening offer
- Gather and strategically disclose information, both from and to the other party
- Recognize ethical issues and respond appropriately
- Use techniques to avoid answering certain questions
- Appropriately react to unexpected information
- Make principled concessions at the right time
- Fairly distribute value between the parties
- Employ strategies to move beyond counter-productive emotions and impasse
- Know when to walk away from a deal
- Conduct a post-negotiation evaluation
| 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 |
|---|---|---|
|
週次 Week |
課程主題 Topic |
課程內容與指定閱讀 Content and Reading Assignment |
教學活動與作業 Teaching Activities and Homework |
學習投入時間 Student workload expectation |
|
|
課堂講授 In-class Hours |
課程前後 Outside-of-class Hours |
||||
|
1 (9/12) |
Preparatory Negotiation Skills Class 1 |
Chapter 1, Chapter 2, Chapter 3, Chapter 6 (pp. 75-97) |
|
2 |
|
|
2 (9/19) |
Preparatory Negotiation Skills Class 2 |
Chapter 6 (pp. 98-114), Chapter 7, Chapter 9, Chapter 10 |
|
2 |
6 |
|
3 (9/26) |
Preparatory Negotiation Skills Class 3 |
Chapter 11, Chapter 12 |
|
2 |
6 |
|
4 (10/3) |
Preparatory Negotiation Skills Class 4 |
Chapter 4, Simulation Materials |
|
2 |
6 |
|
5 (10/10) |
Holiday |
||||
|
6 (10/17) |
Preparatory Negotiation Skills Class 5 |
Chapter 13, Chapter 14, Chapter 15, Chapter 16, Chapter 17 |
|
2 |
6 |
|
7 (10/24) |
Preparatory Negotiation Skills Class 6 |
Practice Simulation |
|
2 |
6 |
|
8 (10/31) |
Strategy Class 1 |
|
|
2 |
6 |
|
9 (11/7) |
Negotiation Simulation Class 1 |
|
Negotiation Simulation Class 1 |
2 |
6 |
|
10 (11/14) |
Strategy Class 2 |
|
|
2 |
6 |
|
11 (11/21) |
Negotiation Simulation Class 2 |
|
Negotiation Simulation Class 2 |
2 |
6 |
|
12 (11/28) |
Strategy Class 3 |
|
|
2 |
6 |
|
13 (12/5) |
Negotiation Simulation Class 3 |
|
Negotiation Simulation Class 3 |
2 |
6 |
|
14 (12/12) |
Strategy Class 4 |
|
|
2 |
6 |
|
15 (12/19) |
Negotiation Simulation Class 4 |
|
Negotiation Simulation Class 4 |
2 |
6 |
|
16 (12/26) |
Negotiation Simulation Class 5 |
|
Negotiation Simulation Class 5 |
2 |
6 |
|
17 (1/2) |
Final Exam Due |
|
|
2 |
6 |
|
18 |
Independent Study |
|
|
2 |
6 |
In order to pass this course, you need to fulfill the following criteria:
Pre-negotiation strategy for the negotiation (30%)
- Strategy Chart (15%)
- Preliminary Reflection Paper (15%)
Active, quality participation (30%)
Reflective Diary (10%)
Final Exam (30%)
Extra points for Class Participation (10%)
Daniel D. Bradlow & Jay Gary Finkelstein, Negotiating Business Transactions (3d ed, Aspen 2022)
| 書名 Book Title | 作者 Author | 出版年 Publish Year | 出版者 Publisher | ISBN | 館藏來源* | 備註 Note |
|---|