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1、NTU EMBA 談判：合作之決策談判：合作之決策 NEGOTIATION: COLLABORATIVE DECISION MAKING (Spring Semester, 2010) Prof. Jong-Tsong Chiang Email: jtchiangntu.edu.tw, Tel: 33661047, Fax: 23634103, Office: 2/812 This course discusses two major types of negotiation deal making and dispute resolution by studying systematical
2、ly how to manage the four major phases diagnosing the situation, shaping the structure, managing the process, and assessing the results both at and away from the negotiation table. The first part of this course emulates the basic framework and core content of Harvard Universitys Negotiation Program
3、initiated by Howard Raiffa and jointly implemented by Harvard Business, Law, and Government Schools. More specifically, this part covers five topics as follows: Topic I. Fundamentals 1. Decision perspectives and game theory 2. Negotiation analysis Topic II. Two-party distributive negotiations 3. Com
4、plexities: uncertainty and time 4. Auction and bids Topic III. Two-party integrative negotiations 5. Template design, evaluation, and analysis 6. Behavioral realities and noncooperative others Topic IV. External help 7. Facilitation and mediation 8. Arbitration 9. Fairness Topic V. Many parties 10.
5、Group decisions and consensus 11. Coalitions and pluralistic parties 12. Multiparty interventions The second part of this course goes beyond the basic models as mentioned above and dives deep into several special topics, including strategic moves, using non-peaceful means, legal issues, government g
6、ames, and international negotiations. This course is designed mainly for experienced managers, thus emphasizing both theory and practice. As to the former it will draw many important implications from game theory, information economics, transaction cost theory, and mechanism design theory. As to the
7、 latter it will apply the method of case study, role playing and computer-aided simulation extensively throughout the whole semester. Grading will be based on class participation, after-class assignment, and group term project. Tentative Schedule First Half: Basic Models Session 1: Overview Sessions
8、 2 & 3: Two-Party Distributive Negotiations Sessions 4 & 5: Two-Party Integrative Negotiations Sessions 6 & 7: External Help Sessions 8 & 9: Many Parties Negotiation Second Half: Special Topics Session 10: Government Games Session 11: International Negotiations Session 12: Strategic Moves Session 13
9、: Using Non-Peaceful Means Session 14: Legal Issues Sessions 15 & 16: Term Project Presentations Suggested Readings Raiffa, H. (2002), Negotiation Analysis: The Science and Art of Collaborative Decision Making, Harvard University Press. (Textbook) Lewicki, R.J., D.M. Saunders, and B. Barry (2006), N
10、egotiation (5th edition), McGraw-Hill. Lewicki, R.J., B. Barry, and D.M. Saunders (2007), Negotiation: Readings, Exercises, and Cases (4th edition), McGraw-Hill. Watkins, M. (2002), Breakthrough Business Negotiation, Jossey-Bass. Watkins, M. and S. Rosegrant (2001), Breakthrough International Negoti
11、ation, Jossey-Bass. Mnookin, R.H., S.R. Peppet, and A.S. Tulumello (2000), Beyond Winning, Harvard University Press. Teply, L.L. (2005), Legal Negotiation, Thomson/West. Malhotra, E. and M.H. Bazerman (2007), Negotiation Genius, Bantam Books. Avenhaus, R. and I.W. Zartman, eds. (2007), Diplomacy Games: Formal Models and International Negotiations, Springer. Harvard Business School Series: (2003), Negotiation. (2004), Winning Negotiations That Preserve Relationships. (2000), Negotiation and Conflict Resolution.
