朝陽科技大學 097學年度第2學期教學大綱
Commercial Negotiation 商務談判

當期課號 2250 Course Number 2250
授課教師 程杏華 Instructor CHENG,HSING HUA
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  
修習別 選修 Required/Elective Elective
學分數 2 Credits 2
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 1.教材: 談判 原理與實務
作者: 張國忠
出版社:前程文化事業有限公司
2.補充教材來源:In Company Case Studies
In Company Intermediate
Teaching Materials 1.Textbook: Negotiation Priciples and
Practices
作者: 張國忠
出版社:前程文化事業有限公司
2.補充教材來源:In Company Case Studies
In Company Intermediate
成績評量方式 1. 平常成績: 40% 含出席率,課堂表現,作 業,小考. 個案研討
2. 期中考:30%
3. 期末考:30%
Grading 1. Regular Performance: 40% including attendance, participation, assignment, quiz and case discussion
2. Mid-term Exam: 30%
3. Final Exam 30%
教師網頁  
教學內容 Week one: Orientation
Week two: Chapter 1
Introduction of Negotition
Case Study 1 (hand out)
Week three: Chapter 2
Theory of Negotiation;
Week four: Chapter 3
Nature of Negotiator
Case Study 2 (hand out)
Week five: Chapter 4, 12 ; Movie
Heart of Negotiator
Interpersonal Negotiation
Week six: Chapter 5
Social Context and Ethics in
Nogotiation ; Quiz
Week seven: Chapter 6
Week eight: Chapter 6 and 7
Power in Negotiation
Role of Time, Place and
People
Week nine: Mid-term Exam
Week ten: Chapter 8
Negotiating Process
Case Study 3 (hand out)
Week eleven: Chapter 9
Negotiation Tactics
Week twelve: Chapter 10
Negotiation Skills; Movie
Week thirteen: Chapter 10
Negotiation Skills
Case Study 4 (hand out)
Week fourteen: Chapter 11; Quiz
Mediation and Arbitration
Week fifteen: Chapter 12
Interpersonal Negotiation
Week sixteen: Chapter 13
Business Negotiation
Week seventeen: Chapter 14
International Negotiation
Week eighteen: Final Exam
Syllabus Week one: Orientation
Week two: Chapter 1
Introduction of Negotition
Case Study 1 (hand out)
Week three: Chapter 2
Theory of Negotiation
Week four: Chapter 3
Nature of Negotiator
Case Study 2 (hand out)
Week five: Chapter 4, 12 ; Movie
Heart of Negotiator
Interpersonal Negotiation
Week six: Chapter 5
Social Context and Ethics in
Nogotiation ; Quiz
Week seven: Chapter 6
Week eight: Chapter 6 and 7
Power in Negotiation
Role of Time, Place and
People
Week nine: Mid-term Exam
Week ten: Chapter 8
Negotiating Process
Case Study 3 (hand out)
Week eleven: Chapter 9
Negotiation Tactics
Week twelve: Chapter 10
Negotiation Skills; Movie
Week thirteen: Chapter 10
Negotiation Skills
Case Study 4 (hand out)
Week fourteen: Chapter 11; Quiz
Mediation and Arbitration
Week fifteen: Chapter 12
Interpersonal Negotiation
Week sixteen: Chapter 13
Business Negotiation
Week seventeen: Chapter 14
International Negotiation
Week eighteen: Final Exam
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