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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 |
101-1 |
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授課對象 |
管理學院 商學研究所 |
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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 |
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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 |
星期二A,B,C(18:25~21:05) |
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上課地點 |
管一402 |
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備註 |
本課程中文授課,使用英文教科書。
總人數上限：50人 |
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Ceiba 課程網頁 |
http://ceiba.ntu.edu.tw/1011negotiation |
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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 |
Negotiation: Collaborative Decision Making
談判：協同之決策
Prof. Jong-Tsong Chiang
Email: jtchiang@ntu.edu.tw, Tel: 33661047, Fax: 23634103, Office: 2/812
Tuesday 6:30-9:30 PM
This course discusses two major types of negotiation – deal making and dispute resolution – by studying systematically how to manage the four major phases – diagnosing the situation, shaping the structure, managing the process, and assessing the results – both at and away from the negotiation table. The first part of this course emulates the basic framework and core content of Harvard University’s Negotiation Program initiated by Howard Raiffa and jointly implemented by Harvard Business, Law, and Government Schools. More specifically, this part covers five topics as follows:
Part I. Fundamentals
1. Decision perspectives and game theory
2. Negotiation analysis
Part II. Two-party distributive negotiations
3. Complexities: uncertainty and time
4. Auction and bids
Part III. Two-party integrative negotiations
5. Template design, evaluation, and analysis
6. Behavioral realities and noncooperative others
Part IV. External help
7. Facilitation and mediation
8. Arbitration
9. Fairness
Part V. Many parties
10. Group decisions and consensus
11. Coalitions and pluralistic parties
12. Multiparty interventions
The second part of this course goes beyond the basic models and dives deep into several special topics, including strategic moves, using non-peaceful means, collective bargaining, government games, international negotiation, and legal issues.
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課程目標 |
This course is designed mainly for MBA students (hopefully with some working experiences). It will draw important implications from game theory, transaction cost theory, and mechanism design theory. To acquaint learners with improvisational challenges often encountered in real-world negotiation, role playing and simulation will proceed with random assignment of various roles played by students. |
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課程要求 |
Grading will be based on individual assignment performance (30%), group assignment and term project performance (40%), and class participation (30%). |
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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, H. (2007), Negotiation Analysis: The Science and Art of Collaborative Decision Making, Harvard University Press. (Textbook)
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參考書目 |
Subramanian, G. (2010), Negotiauction: New Dealmaking Strategies for a Competitive Marketplace, W.W. Norton & Company.
Lewicki, R.J., B. Barry, and D.M. Saunders (2010), Negotiation (6th edition), McGraw-Hill.
Lewicki, R.J., D.M. Saunders, and B. Barry (2010), Negotiation: Readings, Exercises, and Cases (6th edition), McGraw-Hill.
Katz, H.C., T.A. Kochan, and A.J.S. Colvin (2008), An Introduction to Collective Bargaining and Industrial Relation (4th ed.), McGraw-Hill.
Watkins, M. (2002), Breakthrough Business Negotiation, Jossey-Bass.
Watkins, M. and S. Rosegrant (2001), Breakthrough International Negotiation, Jossey-Bass.
Mnookin, R.H., S.R. Peppet, and A.S. Tulumello (2000), Beyond Winning, Harvard University Press.
Teply, L.L. (2005), Legal Negotiation, Thomson/West.
Malhotra, E. and M.H. Bazerman (2007), Negotiation Genius, Bantam Books.
Avenhaus, R. and I.W. Zartman, eds. (2007), Diplomacy Games: Formal Models and International Negotiations, Springer.
Harvard Business School Series:
(2003), Negotiation.
(2004), Winning Negotiations That Preserve Relationships.
(2000), Negotiation and Conflict Resolution.
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評量方式
(僅供參考) |
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週次 |
日期 |
單元主題 |
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第1週 |
9/11 |
Overview |
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第2週 |
9/18 |
Two-Party Distributive Negotiations (1/2) |
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第3週 |
9/25 |
Two-Party Distributive Negotiations (2/2) |
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第4週 |
10/02 |
Two-Party Integrative Negotiations (1/2) |
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第5週 |
10/09 |
Two-Party Integrative Negotiations (2/2) |
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第6週 |
10/16 |
External Help (1/2)
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第7週 |
10/23 |
External Help (2/2)
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第8週 |
10/30 |
Many Parties Negotiation (1/2) |
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第9週 |
11/06 |
Many Parties Negotiation (2/2) |
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第10週 |
11/13 |
Using Non-Peaceful Means
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第11週 |
11/20 |
Government Games |
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第12週 |
11/27 |
Strategic Moves |
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第13週 |
12/04 |
International Negotiations |
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第14週 |
12/11 |
Collective Bargaining and Legal Issues |
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第15週 |
12/18 |
Mechanism Design and Deal Structuring |
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第16週 |
12/25 |
Term Project Presentations (1/2) |
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第17週 |
1/01 |
Term Project Presentations (2/2) |
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