授課內容
一、談判的本質：
陳彥豪、張琦雅，頁1-33；賴志超、蔡宏文等著，頁2-37.
二、分配行談判的策略與技巧：
陳彥豪、張琦雅，頁35-76；
賴志超、蔡宏文等著，頁140-143，頁177-204；黃鈴媚，頁17-34.
三、整合型談判的策略與技巧：
陳彥豪、張琦雅，頁77-107；賴志超、蔡宏文等著，頁143-146；黃鈴媚，頁83-104.
四、談判的策略與計畫：
陳彥豪、張琦雅，頁109-138；賴志超、蔡宏文等著，頁275-298.
五、談判中的溝通：
陳彥豪、張琦雅，頁176-195；梁憲初，頁5-88.
六、 談判的權力：
陳彥豪、張琦雅，頁176-195；劉必榮(時報周刊)，頁190-220；
羅傑˙道生，頁326-383.
七、談判的影響力：
陳彥豪、張琦雅，頁219-243.
八、談判倫理：
陳彥豪、張琦雅，頁251-293；賴志超、蔡宏文等著，頁316-336.
九、談判風格：
羅傑˙道生，頁281-306.
十、談判技巧：
羅傑˙道生，頁20-277.Teaching content
1. The essence of negotiation:
Chen Yanhao, Zhang Qiya, pages 1-33; Lai Zhichao, Cai Hongwen et al., pages 2-37.
2. Strategies and techniques for allocation bank negotiation:
Chen Yanhao and Zhang Qiya, pages 35-76;
Lai Zhichao, Cai Hongwen et al., pages 140-143, pages 177-204; Huang Lingmei, pages 17-34.
3. Strategies and techniques of integrated negotiation:
Chen Yanhao and Zhang Qiya, pages 77-107; Lai Zhichao, Cai Hongwen et al., pages 143-146; Huang Lingmei, pages 83-104.
4. Negotiation strategies and plans:
Chen Yanhao, Zhang Qiya, pages 109-138; Lai Zhichao, Cai Hongwen et al., pages 275-298.
5. Communication during negotiations:
Chen Yanhao and Zhang Qiya, pages 176-195; Liang Xianchu, pages 5-88.
6. Negotiation power:
Chen Yanhao and Zhang Qiya, pages 176-195; Liu Birong (Times Weekly), pages 190-220;
Roger Dawson, pp. 326-383.
7. Negotiation influence:
Chen Yanhao and Zhang Qiya, pages 219-243.
8. Negotiation ethics:
Chen Yanhao, Zhang Qiya, pages 251-293; Lai Zhichao, Cai Hongwen et al., pages 316-336.
9. Negotiation style:
Roger Dawson, pp. 281-306.
10. Negotiation skills:
Roger Dawson, pp. 20-277.
談判已成為日常生活中不可缺少的手段，其所應用的範圍，包括買賣、勞資、男女、夫妻、以及國與國之間的關係，為培養學生對談判的基本概念、理論與技巧的認識與了解，本課程強調之重點包括分配式與整合式談判的差異以其所採用的戰略與策略，如何化解衝突和管理衝突、談判議題之處理、談判因素之分析、談判戰術之運用、不同文化對談判的影響、以及以實例說明日常生活中%
Negotiation has become an indispensable means in daily life. Its scope of application includes business, labor, men and women, husband and wife, and the relationship between countries. In order to cultivate students' understanding and understanding of the basic concepts, theories and techniques of negotiation, Understand that the key points emphasized in this course include the differences between distributive and integrative negotiations and the strategies and tactics used, how to resolve and manage conflicts, the handling of negotiation issues, the analysis of negotiation factors, the use of negotiation tactics, and the interaction between different cultures. The impact of negotiation and examples of daily life%
1、陳彥豪、張琦雅譯（Lewicki, Saunders, Barry著）談判學，五版。台北：華泰文化，2007。
2、賴志超、蔡宏文、賴慧萍、陳嘉彬編著，談判：理論解析與實務應用。台北縣：華立書局，2007。
3、海瑞工作室譯（Roger Dawson著），優勢談判。台北縣：成智出版，1999。
4、蔡宗揚譯，談判技巧手冊。台北：遠流，1992。
5、劉必榮，談判兵法。台北：先覺，2005。
6、梁憲初，溝通萬歲。台北：實戰智慧叢書，1996。
7、黃鈴媚，談判與協商。台北，五南，2001。
8、劉必榮，談判。台北：時報文化，1997。
1. Translation by Chen Yanhao and Zhang Qiya (Lewicki, Saunders, Barry) Negotiation, fifth edition. Taipei: Huatai Culture, 2007.
2. Negotiation: Theoretical Analysis and Practical Application, edited by Lai Zhichao, Cai Hongwen, Lai Huiping, and Chen Jiabin. Taipei County: Holley Book Company, 2007.
3. Translated by Hai Rui Studio (written by Roger Dawson), Advantage Negotiation. Taipei County: Chengzhi Publishing, 1999.
4. Translated by Cai Zongyang, Negotiation Skills Handbook. Taipei: Yuanliu, 1992.
5. Liu Birong, The Art of Negotiation. Taipei: Xianjue, 2005.
6. Liang Xianchu, long live communication. Taipei: Practical Wisdom Series, 1996.
7. Huang Lingmei, negotiation and negotiation. Taipei, Wunan, 2001.
8. Liu Birong, negotiation. Taipei: Times Culture, 1997.
| 評分項目 Grading Method | 配分比例 Grading percentage | 說明 Description |
|---|---|---|
| 期中考期中考 midterm exam |
50 | 依出缺席增減學期成績 |
| 期末考期末考 final exam |
50 | 依出缺席增減學期成績 |
