| 當期課號 |
1718 |
Course Number |
1718 |
| 授課教師 |
王馬克 |
Instructor |
O'BRIEN,MARK WILLIAM |
| 中文課名 |
商務談判 |
Course Name |
Commercial Negotiation |
| 開課單位 |
應用外語系(四日)二A |
Department |
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| 修習別 |
選修 |
Required/Elective |
Elective |
| 學分數 |
3 |
Credits |
3 |
| 課程目標 |
本課程目標即是以商業談判相關英文商業個案為藍本，讓同學實際分組以英文談判，從中學習談判技巧及商業知識。 |
Objectives |
The students will have to study some commercial negotiation cases as the basic skills. The students will learn the business knowledge and commercial negotiation skills on real negotiation practice. |
| 教材 |
Text: Negotiation, Lewicki, |
Teaching Materials |
|
| 成績評量方式 |
Topics covered will include: negotiation methodology, planning, pre-negotiation preparation, developing strategy and tactics, negotiation techniques, and the successful conclusion of negotiations. Upon completion of the course, the student should be able to employ successful negotiating techniques to common business situations. |
Grading |
Grades: Final Case 50%, Case One 20%, Case Two 30% |
| 教師網頁 |
|
| 教學內容 |
請參考英文 |
Syllabus |
Weeks 1-3 Introductions, video, Lecture
Sections 1 & 2, Lecture
Sections 3, 4, 5, Lecture
Weeks 4-6 Sections 6, 7.1, 8, Lecture
Sections 9, 10, Lecture
Begin work on Case #1 (Newtown School)
Weeks 7-9 Section 11, Lecture
Case #1 Due, Begin work on Case #2 (Town of Tamarack)
Section 12, Lecture
Weeks 10-12 Section 13, Lecture
In-Class Group Meetings
Second Case Due, Begin work on Final Case
Weeks 13-15 Section 14
In-Class Group Meetings
In-Class Group Meetings
Weeks 16-18 Final Case Due, Group Presentations
Presentations, Continued |