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 the discussion:
Chen Yaohao, Zhang Qiya, pages 1-33; Zhao Zhichao, Cai Hongwen, etc., pages 2-37.
2. Strategies and techniques for distributing line discussion:
Chen Yaohao, Zhang Qiya, pages 35-76;
Feng Zhichao, Cai Hongwen, etc., page 140-143, page 177-204; Huang Jingmei, page 17-34.
3. Strategies and techniques for integrated discussion:
Chen Yaohao, Zhang Qiya, page 77-107; Chen Zhichao, Cai Hongwen, etc., page 143-146; Huang Jingmei, page 83-104.
4. Strategies and plans for discussion:
Chen Yaohao, Zhang Qiya, page 109-138; Zhao Zhichao, Cai Hongwen, etc., page 275-298.
5. Communication in discussion:
Chen Yaohao and Zhang Qiya, pages 176-195; Liang Yingchu, pages 5-88.
6. The right to discuss:
Chen Yaohao and Zhang Qiya, page 176-195; Liu Birong (Time News), page 190-220;
Luo Jie Daosheng, page 326-383.
7. The influence of discussion:
Chen Yaohao and Zhang Qiya, page 219-243.
8. Discussing ethics:
Chen Yaohao, Zhang Qiya, page 251-293; Zhao Zhichao, Cai Hongwen, etc., page 316-336.
9. Talk about style:
Luo Jie Daosheng, page 281-306.
10. Discussion skills:
Luo Jie Daosheng, page 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%

Discussion has become an indispensable means in daily life. The scope of its application, including purchase, sales, income, men and women, husband and wife, as well as the relationship between the country, is to cultivate students' understanding and understanding of the basic concepts, theories and techniques of discussion. The key points of this course are emphasized. Including the differences between distributive and integrated discussions, how to resolve conflicts and management conflicts, handling of debate issues, analysis of debate factors, application of debate techniques, impact of different cultures on debates, and using examples to illustrate 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. Chen Yaohao and Zhang Qiyaru (by Lewicki, Saunders, Barry) discuss and judge, fifth edition. Taipei: Huatai Culture, 2007.
2. Edited by Qi Zhichao, Cai Hongwen, Qi Huiping, and Chen Jiabin, Discussion: Theoretical analysis and practical application. Taipei County: Huali Book Bureau, 2007.
3. Translation of Hairui Studio (by Roger Dawson), a discussion on advantages. Taipei County: Chengzhi Publishing, 1999.
4. Cai Zongyan translated and discussed skills manual. Taipei: Far, 1992.
5. Liu must be honored and discuss military tactics. Taipei: First think, 2005.
6. Liang Xingchu was at the beginning of the year, and he was in communication with all ages. Taipei: The Book of Real Wisdom, 1996.
7. Huang Jingmei, discuss and negotiate. Taipei, Wunan, 2001.
8. Liu must be honored and discuss. Taipei: Times Culture, 1997.