課程目的：
本課程之主要目的是藉著探討及介紹談判的理論，並配合日常生活與未來職場生涯中可能遇到的假設案例進行模擬談判，來說明談判技巧於公共部門管理人員的重要性。本課程所介紹的談判原則與技巧，可適用於各類談判過程，訓練的目的是提供學習者依各尋求對談雙方雙贏的實用策略。本課程有下列目標：
1. 提供學習者系統化的談判準則與技巧。
2. 幫助學習者分析與解釋談判對方的意圖與期望。
3. 幫助學習者在混沌不明的情況下掌握方向。
4. 提供學習者模擬談判來磨練技巧累積經驗。
5. 幫助學習者了解本身談判技巧與特殊的行為表相。
6. 幫助學習者建立談判信心。
本課程上課方式包含理論簡介與探討、模擬談判、與模擬談判結果簡報。學習者應每堂出席因為你的對談者需要你扮演好一個對談者的角色。事先預習下週進度因為你需要配合進度來準備模擬談判的假設案例。請準備一個模擬談判的紀錄簿，針對模擬談判的過程作一忠實的紀錄。紀錄簿於期末前繳交以做為評分依據。記錄簿中應包含：
1. 詳述你對模擬談判案例議題的資料搜集過程與談判策略準備。
2. 在談判的過程中，對談者所採用的策略與其準備的妥善狀況。
3. 仔細觀察任何對談者所用出人意表的策略及效果，並仔細記錄談判的結果。
4. 仔細記錄談判結果簡報其他各組值得你學習的新方向、新思維及新方法，並說明對你的啟示為何？對你下次談判的影響為何？
5. 仔細觀察你及對談者的表現並未雙方打個分數。
6. 仔細記錄你認為，如就同一案例作一新談判，你的修正建議為何？每個案例應做三頁左右的觀察紀錄，並以電腦文書處理於期末前繳交。Course Purpose:
The main purpose of this course is to demonstrate the importance of discussion skills to public department administrators by exploring and introducing theories of discussion, and to coordinate with daily life and possible hypothetical cases that may be encountered in future careers. The discussion principles and techniques introduced in this course can be used in various discussion processes. The purpose of training is to provide practical strategies for learners to discuss and win both parties according to their respective requirements. This course has the following goals:
1. Provide systematic discussion and skills for learners.
2. Help learners analyze and explain the other party’s ideas and expectations.
3. Help learners to master the direction in a chaotic and unclear situation.
4. Provide learners with cumulative experience in simulation and discussion training skills.
5. Help learners understand their own judgment skills and special behavioral manifestations.
6. Help learners build confidence in talking.
The coursework method of this course includes theoretical introduction and discussion, simulation discussion, and simulation discussion results brief. Learners should attend each class because your talker needs you to play the role of a talker. Prepare the progress of next week in advance because you need to prepare a hypothetical case for simulation discussion with progress. Please prepare a record book for the simulation and make a faithful record of the simulation and discussion process. Records are submitted before the end of the period to be used as a rating basis. The record book should contain:
1. Describe your data collection process and discussion strategy preparation for the simulation debate case topic.
2. During the discussion, discuss the strategies adopted by the talker and the proper preparations.
3. Carefully observe any unexpected strategies and effects used by the talker, and carefully record the results of the talk.
4. Carefully record the results of the discussion and judgment and briefly report other new directions, new ideas and new methods that are worth learning from, and explain what it is causing you? What will affect your next debate?
5. Pay attention to your and your talkers’ performance without giving a score from both sides.
6. Carefully record what you think if you make a new discussion on the same case, what are your suggestions for corrections? Each case should be conducted with about three pages of observation and submitted before the end of the period.
哈佛商學院的雙贏談判課，狄帕克、馬哈特拉/麥斯、貝澤曼著，梁東屏譯，台北市：樂金文化出版。
自編講義
Double-win talks and judgment classes at Harvard Business School, written by Deepak, Mahatra/Muss, Betman, screen translation by Liang Dong, Taipei City: Le Jin Culture Publishing.
Self-edited lecture
| 評分項目 Grading Method | 配分比例 Grading percentage | 說明 Description |
|---|---|---|
| 課堂練習的參與與準備課堂練習的參與與準備 Participation and preparation for class practice |
50 | |
| 談判記錄簿談判記錄簿 Discussion Record Book |
50 |
