瞭解談判程序之內容，掌握企業談判相關實務，建立進行談判所應具備之基本認知，未來從事法律談判工作領域時能加以運用。Understand the content of negotiation procedures, master the relevant practices of corporate negotiations, and establish the basic knowledge required for negotiation, which can be used when engaging in legal negotiation work in the future.
由於社會日趨多元，各種不同的聲音和利益競相出現，透過折衝妥協來化解彼此衝突的技巧，也因此變得越來越重要，學者們由不同的領域出發，或從心理學、或從經濟學、或從政治學、或從企業管理，各自發展出他們一套命題，一套對談判行為和結果的解釋方法，這些理論有些可以用在實際的談判上，有些則因為運用了太多的數學或統計，而只能停留在學術的層次。在這門課裡我們主要是將理論中較實用的部分，配合中、外實例來作一些說明，了解談判的方法不該只是一招招零星的戰術，它應該有一個架構能夠整合，並賦予這些零星招式意義。
As society becomes increasingly diverse, various voices and interests compete to emerge, and the skills of resolving conflicts through compromise have become increasingly important. Scholars start from different fields, either from psychology or from economics. , or from political science, or from business management, they each developed their own set of propositions and a set of explanation methods for negotiation behaviors and results. Some of these theories can be used in actual negotiations, while others use too much mathematics. Or statistics, but can only stay at the academic level. In this course, we mainly explain the more practical parts of the theory with examples from China and abroad. Understanding negotiation methods should not be just a matter of sporadic tactics. It should have a structure that can be integrated and empowered. The meaning of these sporadic moves.
教材： 劉必榮 著，談判，時報出版，1994年6月10日
Roger Fisher& William Ury 著/羅竹茜 譯，實質利益談判法─跳脫立場之爭，遠流出版，1994年
參考書籍：
Roger Fisher& William Ury 著，Getting To Yes─Negotiation Agreement Without Giving In，林口圖書，1984年
Michael R. Carrell& Christina Heavrin著/黃丹力 譯，談判新時代─談判要領之理論、技巧與實踐，學富文化，2010年
Textbook: Negotiation, written by Liu Birong, published by The Times, June 10, 1994
Written by Roger Fisher & William Ury/Translated by Luo Zhuqian, Substantial Interest Negotiation Method - Escape from the Battle of Positions, Yuanliu Publishing, 1994
Reference books:
Roger Fisher & William Ury, Getting To Yes─Negotiation Agreement Without Giving In, Linkou Books, 1984
Written by Michael R. Carrell & Christina Heavrin/Translated by Huang Danli, New Era of Negotiation - Theory, Skills and Practice of Negotiation Essentials, Xuefu Culture, 2010
| 評分項目 Grading Method | 配分比例 Grading percentage | 說明 Description |
|---|---|---|
| 平時成績平時成績 usual results |
20 | |
| 期末演練期末演練 Final exercise |
80 |
