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課程名稱 |
談判: 合作之決策
Negotiation: Collaborative Decision Making |
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開課學期 |
112-2 |
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授課對象 |
管理學院 工商管理學系 |
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授課教師 |
江炯聰 |
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課號 |
MBA7039 |
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課程識別碼 |
741 M9990 |
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班次 |
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學分 |
3.0 |
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全/半年 |
半年 |
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必/選修 |
選修 |
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上課時間 |
星期三A,B,C(18:25~21:05) |
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上課地點 |
管一402 |
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備註 |
限學士班三年級以上
總人數上限：60人 |
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課程簡介影片 |
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核心能力關聯 |
核心能力與課程規劃關聯圖 |
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課程大綱
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課程概述 |
This course discusses two major types of negotiation – deal making and dispute resolution. It emulates the basic framework of Harvard University’s Negotiation Program initiated by Howard Raiffa and covers five topics as follows:
I. Fundamentals
1. Decision perspectives and game theory
2. Negotiation analysis
II. Two-party distributive negotiations
3. Complexities: uncertainty and time
4. Auction and bids
III.Two-party integrative negotiations
5. Template design, evaluation, and analysis
6. Behavioral realities and noncooperative others
IV. External help
7. Facilitation and mediation
8. Arbitration
9. Fairness
V. Many parties
10. Group decisions and consensus
11. Coalitions and pluralistic parties
12. Multiparty interventions
This course focuses more on the science than on the art of negotiation. Therefore this course follows the academic legacy of decision science and game theory and a significant effort is devoted to understanding game theory, asymmetric information and mechanism design. In this regard, the contributions of several Nobel laureates in economics (with award year) will be emphasized: Nash (1994); Akerlof, Spence and Stiglitz (2001); Schelling (2005); Ostrom and Williamson (2009); and Shapley (2012).
待補 |
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課程目標 |
This course aims to teach learners to grasp the essentials of two major types of negotiation – deal making and dispute resolution. |
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課程要求 |
After-class case studies and role-playing negotiation games will be a major design of this course. |
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預期每週課後學習時數 |
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Office Hours |
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指定閱讀 |
Raiffa, Howard (2002), Negotiation Analysis, Harvard University Press. |
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參考書目 |
Reference Books
1. Dixit, A, S. Skeath and D. Reiley (2015), Games of Strategy (4th edition), W.W. Norton.
2. Fisher, R. and W. Ury (2011), Getting to Yes: Negotiation Agreement Without Giving In, Penguin Books.
3. Wheeler, M. (2013), The Art of Negotiation: How to Improvise Agreement in a Chaotic World, Simon & Schuster.
4. Subramanian, G. (2010), Negotiauction: New Dealmaking Strategies for a Competitive Marketplace, W.W. Norton.
5. Lewicki, R.J., B. Barry, and D.M. Saunders (2015), Negotiation (7th edition), McGraw-Hill.
6. Lewicki, R.J., D.M. Saunders, and B. Barry (2015), Negotiation: Readings, Exercises, and Cases (7th edition), McGraw-Hill. |
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評量方式
(僅供參考) |
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