| 學分數 |
2
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修課時數 |
2
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開課班級 |
日間部四年制4年級 A班
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| 本課程培養學生下列知識： |
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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。1.Introduce concepts and theories about negotiation and business2.Develop an understanding of the nature, scope, conflict management and strategies of negotiation3.Understand the importance of preparation negotiation and what information should be acquired4.Understand process and strategies to use during a negotiation to achieve the optimal outcome5.Develop critical thinking abilitiesThe 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.
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| 每週授課主題 |
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第01週：Introduction, Expectations, Objectives and Informa第02週：Preparing to negotiate第03週：Relationship building第04週：Establishing a procedure第05週：The proposal stage第06週：The proposal stage第07週：Questioning techniques第08週：Questioning techniques第09週：Midterm exam第10週：Exploring interests第11週：Exploring interests第12週：The bargaining zone第13週：The bargaining zone第14週：Powers of persuasion 第15週：Powers of persuasion 第16週：Handling breakdowns第17週：Closing the deal第18週：Final exam
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| 成績及評量方式 |
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Class attendance：10%Online Quizzes：20%Midterm exam and/or project：25%Final exam and/or project：35%Conscientious attitude：10%
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| 證照、國家考試及競賽關係 |
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本課程無證照、國家考試及競賽資料。
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| 主要教材 |
1.International NegotiationsMark PowellCambridge Education (教科書)
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| 教師資料 |
教師網頁：http://www.cyut.edu.tw/~philcraigie/
E-Mail： philcraigie@cyut.edu.tw
Office Hour：
星期二,第A~B節,地點:G-515;
星期四,第3~4節,地點:G-515;
分機:7374
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