課程名稱 |
談判與協商 Negotiation Strategies and Skills |
開課學期 |
109-1 |
授課對象 |
管理學院 管理學院企業管理碩士專班(GMBA) |
授課教師 |
趙大維 |
課號 |
GMBA7128 |
課程識別碼 |
749EM1470 |
班次 |
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學分 |
2.0 |
全/半年 |
半年 |
必/選修 |
選修 |
上課時間 |
第13,14 週 |
上課地點 |
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備註 |
本課程以英語授課。密集課程。gmba.ntu.edu.tw/en/academics/2020_fall_course 限GMBA班學位生 總人數上限:36人 |
Ceiba 課程網頁 |
http://ceiba.ntu.edu.tw/1091GMBA7128_ |
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 |
課程大綱
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課程概述 |
Negotiation is a permanent feature of business and everywhere in our working environment. Investment bankers make multi-billion-dollar M&A deals to create synergies on behalf of their clients. Procurement managers negotiate with the vendors to cut down the cost for the company. We always negotiated with our superiors as well as our colleagues to ask for more resources or solve conflicts. So, implicitly or explicitly, we negotiate everywhere in our daily working life and that’s why knowing how to negotiate is so important for business professionals.
Thanks to an interactive format, this workshop aims at improving participants’ analytical and interpersonal skills in negotiation, and make sure they do first things first. They will learn how to utilize their own negotiation strengths and focus on key areas of improvement. Combining lectures, interactive discussions and hands-on activities, it will enable participants to develop cutting-edge negotiation strategies and be equipped with powerful influencing and persuasion tactics.
Moreover, since globalization created today’s world, an executive must also have the skills and knowledge to make deals and resolve conflicts in a cross-cultural context. Therefore, the instructor will also introduce the concepts and skills of cross-cultural negotiation, apply them to business reality and teach participants the techniques of making successful deals at different countries, to help them become truly global negotiators in the future. |
課程目標 |
· Increasing participants' awareness about negotiation complexity
· Making the participants better analysts of negotiation
· Enhancing participants' negotiation skills, broadening their repertoire
· Dealing efficiently with tensions, differences, and conflicts
· Improving working relationships, with subordinates, peers, and superiors
· Making better deals and contracts, especially in international contexts
· Knowing how to really learn from experiences |
課程要求 |
Grading Policy
To stimulate the best learning experience, individually and collectively, in class and out of class, students’ grades will be based on the following two components:
1.Attendance and participation in class (50%): Students need to actively participate in simulations and discussions afterward. Preparation of simulations before class is therefore required from time to time.
2.Professional project (50%): Students will form teams, choose different topics on their professional projects and do them after the class. More details on how to do this project assignment will be explained in class. |
預期每週課後學習時數 |
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Office Hours |
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指定閱讀 |
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參考書目 |
Brett, Jeanne. Negotiating Globally. How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries. San Francisco, CA : Jossey Bass, 2014.
Lempereur, Alain & Colson, Aurelien. The First Move: A Negotiator's Companion. Hoboken, NJ: John Wiley & Sons, 2010.
Lewicki, Roy J; Barry, Bruce & Saunders, David M. Essentials of Negotiation. New York : McGraw-Hill Education, 2015
Malhotra, Deepak & Bazerman, Max. Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. New York : Bantam Books, 2008
Malhotra, Deepak. Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle). Oakland, CA : Berrett-Koehler Publishers, 2016
Neale, Margaret A & Lys, Thomas Z. Getting (More Of) What You Want: How the Secrets of Economics & Psychology Can Help You Negotiate Anything in Business & Life. London : Profile Books, 2015
Subramanian, Guhan. Dealmaking: The New Strategy of Negotiauctions. New York : W. W. Norton & Company, 2010.
Thompson, Leigh L. The Mind and Heart of the Negotiator. London : Pearson, 2014 |
評量方式 (僅供參考) |
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