本課程的教學目標是使同學明瞭在國際競爭與衝突的環境下，掌握衝突的解決方法，嫻熟談判理論架構與實務的操作，及發展對國際談判及第三者各項議題分析、解決、創造的能力，達到(1)了解與思考談判的本質，以為掌握談判運作的基礎；(2)發展對談判操作的信心，以作為在不同層次中解決衝突的有效方法；(3)增進對競爭環境下不同層次的行為的分析能力；(4)提供對談判過程的經驗分享，包括學習評估各項選擇方案的成本與收益，及如何控制管理過程；(4) 進行相關論文發表。The teaching goal of this course is to enable students to understand how to resolve conflicts in an environment of international competition and conflict, to be proficient in the theoretical framework and practical operation of negotiation, and to develop analysis, resolution and creation of various issues in international negotiations and third parties. The ability to achieve (1) understand and think about the essence of negotiation in order to master the basics of negotiation operation (2) develop confidence in negotiation operations as an effective method of resolving conflicts at different levels; (3) enhance the ability to analyze behavior at different levels in a competitive environment; (4) provide experience sharing on the negotiation process , including learning to evaluate the costs and benefits of various options and how to control the management process; (4) Publish relevant papers.
本課程主要探討下列主題：國際衝突的本質與內容、國際談判的過程、策略、行為者談判行為，將特別側重國際談判第三者的討論。從三個層面著手：第一層面著重「學」，對國際談判做研究與紮根的工作。包括談判的定義、結構、過程、策略、結果分析，第二層面著重「術」，對國際談判實務的操作的內容包括地點、代表的選擇，議程、座位的安排、讓步、表達的方法等。第三個層面則為個案討論與演練，使同學實際體認衝突的存在、評估自我談判潛力、培養談判技巧與實力，理論與實務並重。
This course mainly discusses the following topics: the nature and content of international conflicts, the process and strategies of international negotiations, and the negotiation behavior of actors, with special emphasis on the discussion of third parties in international negotiations. Start from three levels: The first level focuses on "learning", doing research and grounded work on international negotiations. It includes the definition, structure, process, strategy, and result analysis of negotiation. The second level focuses on "techniques." The practical operation of international negotiation includes location, selection of representatives, agenda, seating arrangement, concessions, expression methods, etc. The third level is case discussion and practice, allowing students to actually understand the existence of conflicts, evaluate their own negotiation potential, and cultivate negotiation skills and strength, paying equal attention to theory and practice.
基本用書
1. 鍾從定，國際談判學：過程、結構、策略、行為者、與結果(台中: 鼎茂圖書出版公司, 2008)
2. Jeffrey Rubin and Jacob Bercovitch, Studies in International Mediation: Essays in Honor of Jeffrey Rubin.( New York: Palgrave Macmillan, 2002).
3. Jacob Bercovitch, ed. Resolving International Conflict: The Theory and Practice of Mediation (Boulder, CO: Lynne Rienner Publishers, 1996).
4. 自編講義
參考書目
1. 苗豐強，雙贏策略 (台北：天下文化出版，民國86年）
2. 黃鈴媚, 談判與協商 （台北：五南出版社，民國90年）
3. 蔡宗揚譯，談判技巧手冊（台北：遠流出版社，民國81年）
4. 劉必榮，談判（台北：時報文化，民國78年）
5. 葉柏廷，決戰談判桌（台北：遠流出版社，民國85年）
6. Deutsch, K. “How Conflicts Arise Among States,” in The Analysis of International Relations, 2nd ed. (Englewood Cliffs, NJ: Prentice Hall, 1978)： 132-164
7. Peter Berton, Hiroshi Kimura, and I. William Zartman, International Negotiation: Actor, Structure/Process, Values (New York: St. Martin’s Press, 1999).
8. Howard Raiffa, The Art and Science of Negotiation (Cambridge, MA: Harvard University Press, 1982).
9. Trouval Saadia, and William Zartman, International Mediation in Theory and Practice (Boulder, CO: Westview, 1985)
10. Avinash K. Dixit, and Barry J. Nalebuff, Thinking Strategically: the Competitive Edge in Business, Politics, and Everyday Life (New York: W. W. Norton, 1991).
11. Thomas C. Schelling, The Strategy of Conflict (Cambridge, MA: Harvard University Press, 1960).
12. Robert Axelrod, The Evolution of Cooperation (New York: Basic Books, 1984).
Website
Strategy and Conflict: An Introductory Sketch of Game Theory
http://williamking.www.drexel.edu/top/eco/game/game.html
The Prison Dilemma:
http://ucsub.Colorado.EDU/`~danielsm/PD/PD.html
Basic books
1. Zhong Congding, International Negotiation: Process, Structure, Strategy, Actors, and Results (Taichung: Dingmao Book Publishing Company, 2008)
2. Jeffrey Rubin and Jacob Bercovitch, Studies in International Mediation: Essays in Honor of Jeffrey Rubin. (New York: Palgrave Macmillan, 2002).
3. Jacob Bercovitch, ed. Resolving International Conflict: The Theory and Practice of Mediation (Boulder, CO: Lynne Rienner Publishers, 1996).
4. Prepare your own handouts
Bibliography
1. Miao Fengqiang, a win-win strategy (Taipei: Tianxia Culture Publishing House, 1986)
2. Huang Lingmei, Negotiation and Negotiation (Taipei: Wunan Publishing House, 1990)
3. Translated by Cai Zongyang, Negotiation Skills Manual (Taipei: Yuanliu Publishing House, 1981)
4. Liu Birong, Negotiation (Taipei: Times Culture, 1978)
5. Ye Bo-ting, The Decisive Negotiation Table (Taipei: Yuanliu Publishing House, 1985)
6. Deutsch, K. “How Conflicts Arise Among States,” in The Analysis of International Relations, 2nd ed. (Englewood Cliffs, NJ: Prentice Hall, 1978): 132-164
7. Peter Berton, Hiroshi Kimura, and I. William Zartman, International Negotiation: Actor, Structure/Process, Values (New York: St. Martin’s Press, 1999).
8. Howard Raiffa, The Art and Science of Negotiation (Cambridge, MA: Harvard University Press, 1982).
9. Trouval Saadia, and William Zartman, International Mediation in Theory and Practice (Boulder, CO: Westview, 1985)
10. Avinash K. Dixit, and Barry J. Nalebuff, Thinking Strategically: the Competitive Edge in Business, Politics, and Everyday Life (New York: W. W. Norton, 1991).
11. Thomas C. Schelling, The Strategy of Conflict (Cambridge, MA: Harvard University Press, 1960).
12. Robert Axelrod, The Evolution of Cooperation (New York: Basic Books, 1984).
Website
Strategy and Conflict: An Introductory Sketch of Game Theory
http://williamking.www.drexel.edu/top/eco/game/game.html
The Prison Dilemma:
http://ucsub.Colorado.EDU/`~danielsm/PD/PD.html
| 評分項目 Grading Method | 配分比例 Grading percentage | 說明 Description |
|---|---|---|
| 課堂參與(含出席與演練)課堂參與(含出席與演練) Class participation (including attendance and practice) |
40 | 本課程除課堂講授外，亦著重同學們的參與。希望同學能仔細閱讀每週的指定功課。本課評分標準如下 |
| 課堂報告課堂報告 class report |
30 | |
| 期末報告期末報告 Final report |
30 |
