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課程評分50%為課堂表現及50%書面報告。書面報告包括了小論文、每週心得及同儕談判風格分析。學員們應於每周自行撰寫非公開性之心得及同儕評比。我會親自閱讀各位的作業，做好保密工作，並在下一堂課時發回作業。除了我之外，不會有其他人看到。
Grades are based 50% on class work and 50% on writing: your Little Papers, the journal and Separate Pages. Please write in your confidential journal and write evaluations of your colleagues every week. I will read your papers, keep them confidential, and return the papers at the next class – no one else sees them.
有關作業的相關資料請參考課堂講稿網頁
Many of the documents that relate to these assignments can be found on the lecture notes page.
| 1 |
課程簡介及概論
Introduction and Course Overview |
請於課後立刻著手寫第一篇心得報告，請參閱教學大綱的附件頁。你的第一篇心得應包括 :
Please write your first journal soon after the first class. Note the page attached to this syllabus on writing a journal. The first journal should include:
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你對本課程的看法? 你平常所採用的談判策略為何?什麼樣的情況下你對談判感到自在, 而什麼樣的情況下你對談判感到不自在?
How did you feel about the class negotiations? Which negotiation strategies do you most naturally follow? Which conditions in a negotiation make you most and least comfortable?
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你如何處理衝突?請閱讀第二堂課的課堂筆記─「選項與選擇」一文，內容同時需要各位「練習」觀察自己是如何處理衝突的，同時也觀察週遭的人又是如何處理衝突的
How do you handle conflicts? Read the Class Notes for Session 2 – the article "Options and Choice" includes an "Exercise" requiring you to observe how you personally handle conflicts, and how other people around you handle conflicts.
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完成Thomas-Kilmann問卷(請見第一堂課課堂講稿中的問卷及得分表)。答案卷的部分共分三個部分，這是配合課程需要而設計，以讓你加以思考在不同的背景之下你的表現為何。換句話說，你可以以三種方式回答此問券，包括你在家中、工作環境中，以及面對上司或下屬的環境中的表現。你也可以將這份問卷拿去問你身邊重要的友人，請他們協助你完成這份問卷。請在你的心得中討論在這份問卷所得到的結果。
Fill out the Thomas-Kilmann Questionnaire (see Session 1 lecture notes for questionnaire and scoring sheet). There is a triplex answering sheet – developed for this course – which permits you to think about yourself in three different contexts. In other words, you should answer the questionnaire in three ways, e.g. thinking about yourself at home, at work, with a boss or subordinates, etc. You could also copy it and ask a significant other to fill it out about you, if you wish. Please discuss your results on this questionnaire in the journal.
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心得中也應包括同儕談判風格分析，並分析且討論任一位同學的談判或報告內容。在研習資料網頁中包含了一些資料，這些資料中的問題對於各位分析及意見回饋將甚有助益。
Include a Separate Page, analyzing and discussing the negotiations or presentation of a classmate. There are pages on the study materials page with questions that may be useful analysis – and feedback.
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| 2 |
了解個人談判風格
What Kind of Negotiator am I? |
記得繳交每週心得，裡面應該包含以下內容：
Hand in your journal, which should include the following four assignments:
- 今天的指定閱讀作業；〈職場中解決衝突的選項與選擇〉，由Rowe及Mary所著。刊於《談判─雙贏策略》Lavinia Hall著，Sage 出版公司，1993年，105-119頁，最後的「練習」部分是你的第一個自我評量。寫下你所喜愛的衝突管理方式及跟你偏好相同衝突管理方式的人。
The Class Notes reading assignment for today: Rowe, Mary. Options and Choice for Conflict Resolution in the Workplace, in Negotiation: Strategies for Mutual Gain, by Lavinia Hall, ed., Sage Publications, Inc., 1993, pp. 105-119, ends with an "Exercise" which is your first self-assessment. Write about your conflict management preferences and those of people close to you.
- 算出Thomas-Kilmann 問卷的得分結果─你的第二次自我評量。請將你在三種情境下的得分列出。如果你是影印後交由周遭重要的友人填寫的話，可以請對方直接為你作答，或是請對方將他覺得你會寫的答案寫出來，兩種方法均可。
Score the Thomas-Kilmann Questionnaire – the second self-assessment. Please write about your scores in three areas of your life. Some people photocopy the questionnaire and the answer sheet for a Significant Other before filling it out, either to find out the self-analysis of the Other, or to see how the other person thinks you would answer it, or both.
- 寫出你對2元遊戲的心得：你對談判中各種狀況的感覺及你在這個遊戲中所使用或觀察到的談判戰術。哪一位同學的談判手腕令你印象深刻，誰的談判手法又讓你覺得不舒服，為什麼?
Write about the $2 game: How did you feel about the negotiation conditions, and the tactics you used or observed in the $2 game? Whose negotiating behavior particularly impressed or irritated you, and why?
- 至少要繳交一份同儕談判風格分析，寫下你覺得在今天第一次上課中其談判技巧最值得記下一筆的同學。
Turn in at least one Separate Page, about the negotiation behavior of someone in the class which you found particularly noteworthy on the first day.
在研習資料中有幾頁對於談判風格的分析非常有幫助。在同儕談判風格分析作業中請將你所觀察的同學的姓名寫下。你可以不用在上面簽名，但是如果你要匿名交上這份作業，又要我知道該把分數給誰的話，請用便利貼寫上你的名字，我會在將你的分析發給該同學時把你的名字取下。這些同儕談判分析將會在課程結束後全數發還給各位。之前教的那一班同學的反應是收到同儕分析後對於自我談判的改善非常有幫助。但我所關心的是，透過同儕談判風格的分析，你應該學會如何分析及了解其他人是如何進行談判的，以及各種不同的談判策略及風格如何影響你的反應。
There are pages on the study materials page with questions that may be useful in this analysis. The separate page should include the name of the person whose negotiation you are describing. You do not need to sign the page but if you want to write an anonymous page – and also wish me to give you credit for writing a great assessment – then put your name on it with a sticky note, and I will remove the note before giving the page to the person named. These pages will be sent to all of you after the end of the course. Previous classes have suggested that this feed-back is useful to the recipients of the pages. My first interest, however, is that you should be able to analyze and understand how others negotiate, and how various negotiations strategies and styles affect you.
本周個案：Stratego Aero I. (請將本案例留檔)
Case this week: Stratego Aero I. (Please save your copy of the case)
下周準備：開始準備「道德及馬基維利問卷」及其得分表，本作業須於第三堂課繳交。請準備你在泰瑞及僑瑟芬 個案中所欲扮演的角色。
For next week: Please find the Ethics and Machiavelli Questionnaires, and scoring sheets in the Class Notes, for the assignment due in Session 3. Pick up your part in Terry and Josephine at Navigational Systems. |
| 3 |
分配性及混合動機談判
Distributive and Mixed Motive Bargaining |
繳交；道德及馬基維利小論文一 (PDF)
Hand in: Ethics and Machiavelli Little Paper #1 (PDF)
「道德及馬基維利」是本課程中的第三及第四個自我評量。「道德及馬基維利問卷」的資料可以在課堂筆記的部分找到。你也可以把問卷影印後請你熟識的友人幫你填寫完後交還給你。馬基維利問卷是非常細緻而有趣的，而且沒有所謂的正確答案。重點就是要了解你的思維及行為在別人眼中有幾分的馬基維利，同時也是要了解你是否相信你的思維及行為反應了你自己的價值觀。請(再)閱讀《君王論》，或是回想你喜歡馬基維利的地方。或者是只要深思馬基維利主義，並想想是否適合你。
＜譯註＞The Prince─君王論，是由馬基維利所著。書中探討君王統治的方式及管理權術。其主要論點為只要能達成目地，則任何手段，不論道德與否，都是好手段。本書在西方哲學上具有重要的地位，台灣各出版社均有譯本, 有興趣者不妨購讀.
The Ethics and Machiavelli Questionnaires are the third and fourth self-assessments of this class. You will find the Ethics and Machiavelli Questionnaires, and scoring sheets, in the Class Notes. If you wish, photocopy the questionnaires and give a copy to someone who knows you well, to fill out about you and return to you. NB: The Machiavelli Questionnaire is at best quaint and sexist, and there are no right answers. The point is to assess the extent to which you think or act in a way that others might think is "Machiavellian," and to see if you believe that your thinking and behavior reflect your own values. Please feel free to (re) read The Prince, or recall anything you would like about Machiavelli, as you think about this. Alternatively, just deal with the image of "Machiavellianism" and whether you think it suits you.
同時，記得要寫每週心得以及同儕談判風格分析，一如往常。(每週心得請於第六堂課時繳交)
Also – please write in your journal and, as usual, please write a separate page about the negotiation of someone in the class (journals are handed in during Session 6).
個案：準備在泰瑞及僑瑟芬個案中所扮演的角色。可以的話，找一個與你扮演相同角色的同學一起準備。
Case: Prepare your role in the Terry and Josephine case. If you can, prepare together with anyone who is playing the same role as you.
下周準備：請準備在下週雇用／薪水個案(律師)及績效評估(年度檢討)個案中所欲扮演的角色。可以的話請與扮演相同角色的同學一同準備。
For Next Week: Pick up your roles for next week in the Hiring/Salary case (Barrister) and the Performance Evaluation case (The Yearly Review). Prepare with someone else with the same role if you can. |
| 4 |
整合性及混合動機談判
Integrative and Mixed Motive Bargaining
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本週有許多的閱讀、作業及個案報告，但是今天沒有作業要交。
This week there is a lot of reading, writing and case preparation but nothing to hand in.
書面作業：要寫每週心得報告(第六堂課繳交)。一如往常，也請記得要觀察一位同學以寫出同儕談判風格分析。
Write: Write in your journal, (which is due in Session 6). As usual, please write a separate page about your observations of someone in the class?
個案：請準備在下週雇用／薪水個案及績效評估(年度檢討) 個案中所欲扮演的角色。可以的話請與扮演相同角色的同學一同練習。
Cases: Prepare your role in Barrister, Counselor, Solicitor and Avocat, and your role in The Yearly Review. Please prepare together with anyone who is playing the same role as you.
記得要拿〈強勢積極的談判者〉及〈稅務手冊〉個案以準備下週課程。下週的談判練習是二對二談判練習，所以請記得找你的同組組員。
Pick up copies of the Aggressive Competitive Negotiator and Tax Books cases to prepare for next week. Choose a partner for next week – the negotiation next week will be two on two. |
| 5 |
競爭與合作談判風格 及 性別或文化在談判上的影響
Competitive and Cooperative Styles and Do Gender or Culture Make a Difference? |
書面作業：每週心得，並同時以的一位優秀的同學(或令你印象深刻)作為「同儕談判風格分析」的主題
Write: Write in your journal, plus the "separate page" about the excellent (or otherwise remarkable) negotiation of a classmate.
個案：與你的組員一同準備〈稅務手冊〉個案。請參閱研習資料中的談判學101，內有一份策略選單，請與你的組員選一個兩人都同意的談判風格、策略及戰術。記得不要讓你們的對手知道你們的策略，在每週心得的作業中告訴我你們所計劃的策略、風格及戰術，以及這樣的選擇如何影響你們的談判及其結果。你能了解你的對手那一組所採用的策略及風格嗎?在現實生活中的二對二談判中，你能分辨出對手所採取的策略及談判風格嗎?
Cases: Prepare the Tax Books case with a partner. NB: Please together choose a negotiating style and strategy and tactics that you and your partner will pursue – see the tactics sheet from Negotiation 101 (refer to the study materials section). Keep your plans secret from the other side, but please tell me in your journals how the planned choice of strategy, style and tactics influences (if at all) your negotiating, and the outcome of the case. See if you are able to figure out which strategy and style the other team adopted? In real life, can you recognize the strategy and style of others? (negotiated two on two)
請與你的組員一同練習〈強勢積極的談判者〉個案，並請想一些如何與ACN交涉的建議。
Please also prepare the Aggressive Competitive Negotiator with your partner. Come up with several suggestions about how you might deal with this ACN.
請準備下週在Telemachus個案中所扮演的角色，並請與扮演相同角色的同學一同準備。
Pick up your role in Telemachus, for next week. Please prepare with someone who has the same role. |
| 6 |
結盟談判
Negotiating in Context |
繳交每週心得報告，作業的內容為從第二堂課到今天的內容進度及指定閱讀。今日是繳交期限。同儕談判風格分析的內容請以令你印象深刻的同學或表現有疑義的同學作為分析的範本。
Hand in your journal – plus separate pages about people who have inspired you, or who have done something you find questionable, in class negotiations. The journal – covering classes and readings (and your life?) during the period of Session 2 up to today – is due today.
個案：準備Telemachus個案，(不是Coalition 個案)。請與和你扮演相同角色的同學一同準備。請特別注意你所選擇的談判策略、戰術及風格。這方面別忘參考談判學101的策略選單, 以及參考在研習資料中的談判學101的最後兩頁，Ury說明對於第三方所可能扮演的角色。
Case: Prepare Telemachus, (but not the Coalition case). Prepare together with anyone who is playing the same role as you in Telemachus. Please pay special attention to the question of choosing a strategy and style and planning your tactics – again please review the Tactics sheet from Negotiations 101 and review the possible roles Ury describes for a Thirdsider – two pages at the end of N101 (refer to the study materials section).
下週準備：寫認知傷害經濟信之前, 請先把第七堂課的指定閱讀教材唸完，並且將課堂筆記中關於如何寫認知傷害經濟信的說明讀完。你的第二篇小論文繳交截止期限是第七堂課。如果因為下週放假旅行的關係，你也可以提早繳交作業。請切實遵循說明上的指示，即便你認為這些說明的要求過於嚴格。
Next Week: Please do the reading for Session 7, before you write your Perceived Injurious Experience letter. Then read the instructions in the Class Notes on how to write a P.I.E. letter. This letter is your Little Paper #2, due in Session 7. You may turn this assignment in early if you wish to because you are taking a trip. Please try hard to follow the instructions even if you think they are too rigid. |
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放假
Holiday Week |
選讀作業：先前建議過各位閱讀的《戰爭遊戲》，呈現了武裝衝突中的權力來源。另一本Joan Slonczewski的科幻小說《通往海洋之門》，Avon出版社，1986年出版；本書深入地呈現不同的觀點。在《戰爭遊戲》，這本書可能會讓你對世界各地的衝突感到興趣。如果你唸了其中一本或是兩本都唸了，請依第四堂課所提出的問題寫出你對於《戰爭遊戲》的想法。
Optional Assignment: Enders Game, as suggested earlier and/or Joan Slonczewski's A Door Into Ocean, Avon, 1986, science fiction, which presents a profoundly different view – from Enders Game – of sources of power in dealing with armed conflict. As with Enders Game, this book may interest you especially in the light of hostilities in many parts of the world. If you do read either or both books, please consider writing in your journal your responses to the questions I asked for Session 4, with respect to Enders Game. |
| 7 |
衝突的源起─避免爭端 –- 由爭辨的雙方來作衝突管理
Origins of Conflict – Dispute Prevention – Delegating Conflict Management to the Disputant |
書面作業：每週心得，且別忘了寫一位激發你對談判產生新想法的同學。
Write: In your journal – and look for behavior in a classmate that will inspire a separate page.
繳交：小論文二─「認知傷害經驗」
Hand in Little Paper #2: "Perceived Injurious Experience."
- 認知傷害經驗信作業說明 (PDF)
Assignment Description for the PIE Letter (PDF)
- 擬一份草稿或是寫一封私下的信給冒犯或是騷擾你的人 (PDF)
Drafting – and Perhaps Sending – A Private Letter to a Person Who has Harassed or Offended You (PDF)
- 喬和僑瑟芬在生化合公司 (PDF)
Joe and Josephine at Biochemix (PDF)
即便說明上的要求可能很困難，但請且實依循。
Please try hard to follow the instructions, even if you think they are too rigid? |
| 8 |
員工的爭端化解與抱怨申訴處理制度
Your Employer's Dispute Resolution and Complaint Handling System |
作業：每週心得，行有餘力的話建議再寫同儕談判風格分析。如果你已讀完或瀏覽過了麻省理工侵擾處理手冊，請試著針對這個手冊寫一段評論或看法。 同時，請就上週讀過的問題並加以回答。
Write: In your journal and, if possible, a separate page. If you read or skimmed the MIT Guide to Dealing with Harassment consider writing a paragraph of critique or commentary. Read the questions posed for last week and answer them?
下週準備：請閱讀課堂筆記中小論文三(檢視爭議中的雙方)的寫作說明，繳交期限為第九堂課。
Preparing for Next Week: Read the instructions (in the Class Notes) for Little Paper #3, "Seeing Both Sides of a Dispute", due on Session 9.
記得要拿Stratego Aero II。同時請確認你手上還有Stratego Aero I。因為下週的準備需要有I 及 II。
Pick up Stratego Aero II. Check to see that you still have Stratego Aero I. You will need both I and II to prepare for next week.
為任何重要的談判作好事前的準備工作是最重要的談判技巧，特別是如果你要扮演調解的角色，因此下課前請與一位以上扮演相同角色的同學約好為下堂課練習的時間。Moore的這本書對於準備非常有幫助，因此在與同學練習前請先把下週的本書指定閱讀部份讀完。同時也請參閱書中的圖表2-1.書目資料如後： 調解的程序：化解衝突的實戰策略，Moore, Christopher W著，2版，Jossey-Bass出版社，1996出版。
Before you leave class please arrange to prepare together with one or more people playing the same role as you in the mediation next week. Preparing for any important negotiation is probably the most important skill in negotiations. It is especially vital if you are going into a mediation in any role. You will find the Moore readings useful, so try to do the readings for next week before you meet with a colleague who has the same role. See also the Moore chart: Figure 2.1 from Moore, Christopher W. The Mediation Process: Practical Strategies for Resolving Conflict. 2nd ed. Jossey-Bass, 1996. |
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放假
Holiday Week |
選讀作業：去附近的出租店找《馬丹•蓋赫返鄉記》這部電影來看。看完後回答，片中誰是你可以相信的？可以辨別出誰在說謊嗎?可以的話，身為經理的你要如何處置？不行的話，你又要如何管理呢?
<譯註> The Return of Martin Guerre 中譯《馬丹•蓋赫返鄉記》或是《軍士返鄉記》，是由史學家史家戴維斯(Natalie Zemon Davis)所著，由哈佛大學大學於1984年出版， ISBN: 0674766911
Optional Assignment: Rent the video The Return of Martin Guerre. The question is, whom can you believe? Is it possible to tell if someone is lying? If so – how will you do it as a manager? If not – how will you manage?
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| 9 |
妥協與調停
Conciliation and Mediation |
書面作業：每週心得，可以的話，還有同儕談判風格分析.
Write: Write in your journal and – if possible – a separate page.
繳交：小論文三─檢視爭執中的雙方 (PDF)
Hand in: Little Paper #3: Seeing Both Sides of a Dispute (PDF)
個案：準備 Stratego Aero II。準備前請重閱Stratego Aero I和你的Stratego II特別說明。請與扮演相同角色的同學一同準備。請充分準備，否則會影響到其他同學的表現。不滿的同學時常寫信反映給我要求同學們必須認真準備，所以請各位特別注意。
Case: Prepare Stratego Aero II. To do so, you should have re-read Stratego Aero I as well as your Stratego II Secret Instructions. Prepare together with someone who is playing the same role as you and please prepare carefully. Otherwise you will mess up your colleagues' role-playing, and they will write me fierce notes about requiring people to prepare better.
記得領取下週的個案，這些個案可能具有爭議性。建議找一位與你截然不同的同學或朋友一同閱讀這些個案，並且協助你準備課堂討論。
Pick up cases for next week. These cases are somewhat controversial. Can you find a classmate, or someone else quite different from you, to read the cases together with you, and help prepare for the class discussion?
別忘記下週是兩堂課而且有提供Pizza。
Remember the double class (6 hours) next week with pizza. |
| 10 |
調查、仲裁及非常難纏的人
(兩堂課，6小時)
Investigation, Arbitration and Exceptionally Difficult People
(Double Class, 6 hours) |
作業：每週心得，並盡可能的寫同儕談判風格分析。我了解各位現在都很累了，但是你所寫的同學(可能)會很感謝你的付出。此外，各位還需要多加練習分析談判對手。
Write: In your journal - and try for a separate page? By now you are totally exhausted with the semester, but the colleagues you write about will (probably) be grateful - and you need all the practice you can get in evaluating Others.
最後一篇心得報告(範圍為自第六堂課起至今)及同儕談判風格分析，請於下課後或是本週繳交。
The last journal (covering the period Session 6 through today) and separate pages, are due after this class, any time later this week.
課程：註冊會計師公司個案(偷竊)；個案討論大綱將於上課時發下。(吸毒、密告及被控告的員工)
Class: Certified Public Accountants, Inc. (Theft); Discussion of Cases Distributed in Class (Drugs, Whistleblowers, and a Convicted Employee).
個案：請準備於課堂上進行個案討論。準備時可以問未修習本課程的人，最好是找背景跟你不同的人，問他們在這幾個個案中最後會發生什麼事。本個案不需角色扮演準備。
Cases: Please prepare to discuss the cases. If you possibly can, prepare by asking people outside the class – preferably ask someone who is not of your own background – what should happen in any of these cases. There is no role-play preparation. |
| 11 |
談判研討─更多與難纏的人談判的技巧
More Negotiating with Difficult People |
繳交：每週心得(範圍為第六堂課起至現在)及同儕談判風格分析，之前沒交的話今天是最後繳交期限
Hand in: Your journal (covering the period since Session 6) and separate pages are due today if you did not send them in during this past week. |
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