本課程主要從實務上採購談判，藉由各類案例討論，引導大家思考如何達成雙贏，讓買越多省越多而讓公司擁有更大的利潤競爭力

商場如戰場，雖然不見刀光劍影，卻暗湧著智慧與膽略的較量，而這種較量往往體現在商務溝通與談判中。課堂從初識商務溝通與談判開始，系統地講解了商務溝通的方式與技能、商務談判心理、商務談判前的準備、商務談判的過程

每個人都需要學習的談判技巧，根據是否重視利益和是否重視關係，可以形成一個矩陣。如果過分重視利益而忽視關係，就會變成競爭；如果過度重視關係而忽視利益，就會變成退讓。要實現共贏，就必須既爭取利益又看重關係。

這其中的核心在於，通過談判儘可能地弄清楚雙方的利益需求所在。只有這樣，我們才能夠通過不斷地交換籌碼達成共贏。因此，談判的核心實際上是摸清雙方利益所在並進行交換，這就是談判過程的意義所在。

同時學習談判新法也要搭配場景，我擁有14年全球採購經理人的談判經驗並在課堂上分享公司採購的運作，得以一窺國際企業如何在貿易戰、關稅戰、國際貿易下的因應，尤其美國川普2.0該如何觀察關鍵公司在全球永續供應鏈影響下如何佈局他們的戰略和戰術。

除了室內課，也會安排專家到課堂演講，期末考前也會安排合適的戶外教學來讓同學更能深刻的了解知名企業的運作（如2024年安排去后里美光最先製程A3廠參訪

This course focuses on practical procurement negotiations. Through various case discussions, it guides everyone to think about how to achieve a win-win situation, so that the more you buy, the more you save, and the company has greater profit competitiveness.

The shopping mall is like a battlefield. Although there are no swords and swords, there is an undercurrent of competition between wisdom and courage, and this competition is often reflected in business communication and negotiation. The class starts with the first introduction to business communication and negotiation, and systematically explains the methods and skills of business communication, business negotiation psychology, preparation before business negotiation, and the process of business negotiation.

The negotiation skills that everyone needs to learn can form a matrix based on whether they value interests and whether they value relationships. If you pay too much attention to interests and ignore relationships, it will turn into competition; if you pay too much attention to relationships and ignore interests, it will turn into concessions. To achieve a win-win situation, we must both strive for benefits and value relationships.

The core of this is to clarify the interests and needs of both parties as much as possible through negotiation. Only in this way can we achieve a win-win situation through constant exchange of chips. Therefore, the core of negotiation is actually to find out the interests of both parties and exchange them. This is the meaning of the negotiation process.

At the same time, learning new negotiation methods also requires matching scenarios. I have 14 years of negotiation experience as a global procurement manager and share the operation of corporate procurement in class. I can get a glimpse of how international companies respond to trade wars, tariff wars, and international trade. In particular, how Trump 2.0 in the United States should observe how key companies layout their strategies and tactics under the influence of global sustainable supply chains.

In addition to indoor classes, experts will also be arranged to give lectures in the classroom. Appropriate outdoor teaching will also be arranged before the final exam to allow students to have a deeper understanding of the operations of well-known companies (for example, a visit to the A3 factory of Micron, the first process in Houli, will be arranged in 2024

1. 川普著作：交易的藝術
2. 劉必榮老師的談判課：利與贏
3. 中華採購協會出版：採購管理

1. Trump’s Book: The Art of the Deal
2. Teacher Liu Birong’s Negotiation Class: Profit and Win
3. Published by China Purchasing Association: Procurement Management