為緩和本課程教學網站的流量，我們將每堂課的課程研討主題、閱讀教材及作業都配置到分別的網頁。詳列出課程各細節的教學大綱亦可在下方取得。

課程教學大綱及進度表，包括每週作業及指定閱讀教材。
(英文PDF)、 (英文DOC)


課程描述

談判與衝突管理課程所教授的談判理論，包括了談判策略及談判風格，都是以能在實務中應用為範疇。本課程共計11堂課，每週均就不同的主題進行研討，因此修課學員須每堂出席才不致疏漏學習內容。除了課堂上所教導的理論及課堂練習外，學員們還必須由各情境的角色扮演模擬中練習談判之技巧。包括在不利的情境下進行談判，如交叉文化之指導與緊急事件。其它討論的特殊案例包括衝突摩擦、危機、性別歧視、密告及道德。本課程所教授的衝突管理除了就當事人的角度外，同時亦指導身為第三者的情況下如何幫助化解衝突、居中調停、進行調查、仲裁、並協助系統從爭辯轉化為衝突雙方的均衡態勢。


課程教材

本課程所需的三本課本都已保留在校內圖書館或可在校內書店購得，此三本都是談判學的經典書籍，在未來的參考價值上助益頗大。Lewicki及Ury兩位作者的教科書必須全部閱讀，Moore的調解的程序則是部份閱讀。學員可在圖書館取得。若你認為自己會經常扮演「第三者」的調停角色，亦不妨考慮購買本書。

• Lewicki, Roy J., David M. Saunders, and John W. Minton.《談判要素》，2版，Irwin出版社，2000。這是新版的平裝書，內容跟去年的並不一樣。(美商麥格羅，希爾出版，張鐵軍編譯，ISBN 9574933539)
  
  
• Moore, Christopher W.《調解的程序》，2版，Jossey-Bass出版，1996
  
  
• Ury, William.《讓難纏的人也說好》Bantam出版，1992
  
  
• 其他的閱讀教材 (15.667課堂筆記) 在學校的影印中心有售

如果你有興趣與世界各地修習過談判學的人以「相同的專業語言溝通」，則不妨閱讀Roger Fisher與William Ury所合著的小本平裝書《永不讓步的談判》(Arrow，1991，長河出版，黃宏義譯)。(Ury 也有另出一本飽受爭議的平裝書，《第三方：為什麼會有爭執及如何停止爭議》USA: Penguin出版社，2000年出版)。如果你對獲致商業成功的社交技巧及談判技巧感興趣的話，則建議購買丹尼爾.高曼所著的《情緒智商》(Bantam出版，1997，時報出版社，張美惠譯，ISBN 957-13-2021-8)並詳加閱讀。


課程期許

15.667教學內容包含以下各要項：閱讀教材、情境模擬、課堂討論、四次的自我評量、其他學員的談判風格分析(分開的作業)、每週心得摘錄以及三篇小論文。無期中或期末考。本課程僅11堂課，每堂課均就不同主題討論，這也就是為何我要求各位學員必須承諾參與每堂課，健康因素及家中緊急事故除外(本課程不提供「補課」)。在第11堂課時，我們將以兩堂課的時間邀請來賓演講，並提供比薩，因此本課程將比一般課程提前一週結束。

Ethical expectations: Students are encouraged to work together with a classmate on any assignment. However, in preparing for a role, they may only work together with someone else who has the same role.


課程評分

課堂習作及作業各佔50%：小論文、每週心得及其他學員談判風格分析佔50%。學員們應自行撰寫非公開性之每週心得及同儕評比。以上作業將會由老師親自審閱，不對外公開，並於下週上課時發回。請放心，所有作業都不會對任何人公開。

To ease navigation through the 15.667 web site, the topics, readings, and assignments for each class have been split into separate pages. A version of the syllabus is also available below that lists all aspects of each class together.

Course syllabus and calendar, including assignments and readings (PDF)


Course Description

Negotiation and Conflict Management presents negotiation theory – strategies and styles – within an employment context. 15.667 meets only eleven times, with a different topic each week, which is why students should commit to attending all classes. In addition to the theory and exercises presented in class, students practice negotiating with role-playing simulations that cover a range of topics, including difficult situations such as cross-cultural mentoring and an emergency. Other special cases discussed include abrasiveness, dangerousness, racism, sexism, whistleblowing, and ethics. The course covers conflict management as a first party and as a third party: third-party skills include helping others deal directly with their conflicts, mediation, investigation, arbitration, and helping the system change as a result of a dispute.


Course Materials

Three books for the class are on reserve and at the campus bookstore – these textbooks are classics which may be useful for reference in the future. I assign all of Lewicki, and all of Ury. I assign brief sections of Moore. You can read Moore on reserve – or consider buying the book, if you will often be a "third party".

• Lewicki, Roy J., David M. Saunders, and John W. Minton. Essentials of Negotiation. 2nd ed. Irwin, 2000. This is a new paperback – not the same text as last year.
  
  
• Moore, Christopher W. The Mediation Process. 2nd ed. Jossey-Bass, 1996.
  
  
• Ury, William. Getting Past No: Negotiating with Difficult People. Bantam, 1992.
  
  
• Other readings are on sale in the campus copy center, (15.667 Class Notes).

If you are interested in "speaking the same language" as others who have had negotiations courses around the world, buy and read all of Roger Fisher and William Ury's little paperback, Getting to Yes (Arrow, 1991). (Ury has also just published a controversial paperback, The Third Side: Why We Fight and How We Can Stop. USA: Penguin, 2000.) If you are interested in the importance of social skills and negotiation skills to business success, buy or borrow Daniel Goleman's Emotional Intelligence (Bantam, 1997) – and read all of it when you can.


Course Expectations

The course is based on: readings, simulations and class discussions, four self-assessments, your analysis of the negotiations of others (known as Separate Pages), writing each week in your journal, and writing three Little Papers. There is no exam. 15.667 meets only eleven times – with a different topic each week – which is why I ask for a commitment that students come to all classes, barring health or family emergencies. (Students basically cannot do a "make-up.") The course ends a week early. There is a double class for Session 11 with pizza and a guest speaker so the course can end early.

Ethical expectations: Students are encouraged to work together with a classmate on any assignment. However, in preparing for a role, they may only work together with someone else who has the same role.


Grading

Grades are based 50% on class work and 50% on writing: your Little Papers, the journal and Separate Pages. Students should write in their confidential journals and write evaluations of their colleagues every week. I will read the papers, keep them confidential, and return them at the next class – no one else sees them.