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课程评分50%为课堂表现及50%书面报告。书面报告包括了小论文、每周心得及同侪谈判风格分析。学员们应于每周自行撰写非公开性之心得及同侪评比。我会亲自阅读各位的作业，做好保密工作，并在下一堂课时发回作业。除了我之外，不会有其他人看到。
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.
有关作业的相关资料请参考课堂讲稿网页
Many of the documents that relate to these assignments can be found on the lecture notes page.
| 1 |
课程简介及概论
Introduction and Course Overview |
请于课后立刻着手写第一篇心得报告，请参阅教学大纲的附件页。你的第一篇心得应包括 :
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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你对本课程的看法? 你平常所采用的谈判策略为何?什么样的情况下你对谈判感到自在, 而什么样的情况下你对谈判感到不自在?
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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你如何处理冲突?请阅读第二堂课的课堂笔记─“选项与选择”一文，内容同时需要各位“练习”观察自己是如何处理冲突的，同时也观察周遭的人又是如何处理冲突的
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问卷(请见第一堂课课堂讲稿中的问卷及得分表)。答案卷的部分共分三个部分，这是配合课程需要而设计，以让你加以思考在不同的背景之下你的表现为何。换句话说，你可以以三种方式回答此问券，包括你在家中、工作环境中，以及面对上司或下属的环境中的表现。你也可以将这份问卷拿去问你身边重要的友人，请他们协助你完成这份问卷。请在你的心得中讨论在这份问卷所得到的结果。
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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心得中也应包括同侪谈判风格分析，并分析且讨论任一位同学的谈判或报告内容。在研习资料网页中包含了一些资料，这些资料中的问题对于各位分析及意见回馈将甚有助益。
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 |
了解个人谈判风格
What Kind of Negotiator am I? |
记得缴交每周心得，里面应该包含以下内容：
Hand in your journal, which should include the following four assignments:
- 今天的指定阅读作业；〈职场中解决冲突的选项与选择〉，由Rowe及Mary所著。刊于《谈判─双赢策略》Lavinia Hall着，Sage 出版公司，1993年，105-119页，最后的“练习”部分是你的第一个自我评量。写下你所喜爱的冲突管理方式及跟你偏好相同冲突管理方式的人。
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 问卷的得分结果─你的第二次自我评量。请将你在三种情境下的得分列出。如果你是影印后交由周遭重要的友人填写的话，可以请对方直接为你作答，或是请对方将他觉得你会写的答案写出来，两种方法均可。
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.
- 写出你对2元游戏的心得：你对谈判中各种状况的感觉及你在这个游戏中所使用或观察到的谈判战术。哪一位同学的谈判手腕令你印象深刻，谁的谈判手法又让你觉得不舒服，为什么?
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?
- 至少要缴交一份同侪谈判风格分析，写下你觉得在今天第一次上课中其谈判技巧最值得记下一笔的同学。
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.
在研习资料中有几页对于谈判风格的分析非常有帮助。在同侪谈判风格分析作业中请将你所观察的同学的姓名写下。你可以不用在上面签名，但是如果你要匿名交上这份作业，又要我知道该把分数给谁的话，请用便利贴写上你的名字，我会在将你的分析发给该同学时把你的名字取下。这些同侪谈判分析将会在课程结束后全数发还给各位。之前教的那一班同学的反应是收到同侪分析后对于自我谈判的改善非常有帮助。但我所关心的是，透过同侪谈判风格的分析，你应该学会如何分析及了解其他人是如何进行谈判的，以及各种不同的谈判策略及风格如何影响你的反应。
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.
本周个案：Stratego Aero I. (请将本案例留档)
Case this week: Stratego Aero I. (Please save your copy of the case)
下周准备：开始准备“道德及马基维利问卷”及其得分表，本作业须于第三堂课缴交。请准备你在泰瑞及侨瑟芬 个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 |
分配性及混合动机谈判
Distributive and Mixed Motive Bargaining |
缴交；道德及马基维利小论文一 (PDF)
Hand in: Ethics and Machiavelli Little Paper #1 (PDF)
“道德及马基维利”是本课程中的第三及第四个自我评量。“道德及马基维利问卷”的资料可以在课堂笔记的部分找到。你也可以把问卷影印后请你熟识的友人帮你填写完后交还给你。马基维利问卷是非常细致而有趣的，而且没有所谓的正确答案。重点就是要了解你的思维及行为在别人眼中有几分的马基维利，同时也是要了解你是否相信你的思维及行为反应了你自己的价值观。请(再)阅读《君王论》，或是回想你喜欢马基维利的地方。或者是只要深思马基维利主义，并想想是否适合你。
＜译注＞The Prince─君王论，是由马基维利所著。书中探讨君王统治的方式及管理权术。其主要论点为只要能达成目地，则任何手段，不论道德与否，都是好手段。本书在西方哲学上具有重要的地位，台湾各出版社均有译本, 有兴趣者不妨购读.
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.
同时，记得要写每周心得以及同侪谈判风格分析，一如往常。(每周心得请于第六堂课时缴交)
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).
个案：准备在泰瑞及侨瑟芬个案中所扮演的角色。可以的话，找一个与你扮演相同角色的同学一起准备。
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.
下周准备：请准备在下周雇用／薪水个案(律师)及绩效评估(年度检讨)个案中所欲扮演的角色。可以的话请与扮演相同角色的同学一同准备。
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 |
整合性及混合动机谈判
Integrative and Mixed Motive Bargaining
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本周有许多的阅读、作业及个案报告，但是今天没有作业要交。
This week there is a lot of reading, writing and case preparation but nothing to hand in.
书面作业：要写每周心得报告(第六堂课缴交)。一如往常，也请记得要观察一位同学以写出同侪谈判风格分析。
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?
个案：请准备在下周雇用／薪水个案及绩效评估(年度检讨) 个案中所欲扮演的角色。可以的话请与扮演相同角色的同学一同练习。
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.
记得要拿〈强势积极的谈判者〉及〈税务手册〉个案以准备下周课程。下周的谈判练习是二对二谈判练习，所以请记得找你的同组组员。
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 |
竞争与合作谈判风格 及 性别或文化在谈判上的影响
Competitive and Cooperative Styles and Do Gender or Culture Make a Difference? |
书面作业：每周心得，并同时以的一位优秀的同学(或令你印象深刻)作为“同侪谈判风格分析”的主题
Write: Write in your journal, plus the "separate page" about the excellent (or otherwise remarkable) negotiation of a classmate.
个案：与你的组员一同准备〈税务手册〉个案。请参阅研习资料中的谈判学101，内有一份策略菜单，请与你的组员选一个两人都同意的谈判风格、策略及战术。记得不要让你们的对手知道你们的策略，在每周心得的作业中告诉我你们所计划的策略、风格及战术，以及这样的选择如何影响你们的谈判及其结果。你能了解你的对手那一组所采用的策略及风格吗?在现实生活中的二对二谈判中，你能分辨出对手所采取的策略及谈判风格吗?
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)
请与你的组员一同练习〈强势积极的谈判者〉个案，并请想一些如何与ACN交涉的建议。
Please also prepare the Aggressive Competitive Negotiator with your partner. Come up with several suggestions about how you might deal with this ACN.
请准备下周在Telemachus个案中所扮演的角色，并请与扮演相同角色的同学一同准备。
Pick up your role in Telemachus, for next week. Please prepare with someone who has the same role. |
| 6 |
结盟谈判
Negotiating in Context |
缴交每周心得报告，作业的内容为从第二堂课到今天的内容进度及指定阅读。今日是缴交期限。同侪谈判风格分析的内容请以令你印象深刻的同学或表现有疑义的同学作为分析的范本。
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.
个案：准备Telemachus个案，(不是Coalition 个案)。请与和你扮演相同角色的同学一同准备。请特别注意你所选择的谈判策略、战术及风格。这方面别忘参考谈判学101的策略菜单, 以及参考在研习资料中的谈判学101的最后两页，Ury说明对于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).
下周准备：写认知伤害经济信之前, 请先把第七堂课的指定阅读教材念完，并且将课堂笔记中关于如何写认知伤害经济信的说明读完。你的第二篇小论文缴交截止期限是第七堂课。如果因为下周放假旅行的关系，你也可以提早缴交作业。请切实遵循说明上的指示，即便你认为这些说明的要求过于严格。
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 |
选读作业：先前建议过各位阅读的《战争游戏》，呈现了武装冲突中的权力来源。另一本Joan Slonczewski的科幻小说《通往海洋之门》，Avon出版社，1986年出版；本书深入地呈现不同的观点。在《战争游戏》，这本书可能会让你对世界各地的冲突感到兴趣。如果你念了其中一本或是两本都念了，请依第四堂课所提出的问题写出你对于《战争游戏》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 |
冲突的源起─避免争端 –- 由争辨的双方来作冲突管理
Origins of Conflict – Dispute Prevention – Delegating Conflict Management to the Disputant |
书面作业：每周心得，且别忘了写一位激发你对谈判产生新想法的同学。
Write: In your journal – and look for behavior in a classmate that will inspire a separate page.
缴交：小论文二─“认知伤害经验”
Hand in Little Paper #2: "Perceived Injurious Experience."
- 认知伤害经验信作业说明 (PDF)
Assignment Description for the PIE Letter (PDF)
- 拟一份草稿或是写一封私下的信给冒犯或是骚扰你的人 (PDF)
Drafting – and Perhaps Sending – A Private Letter to a Person Who has Harassed or Offended You (PDF)
- 乔和侨瑟芬在生化合公司 (PDF)
Joe and Josephine at Biochemix (PDF)
即便说明上的要求可能很困难，但请且实依循。
Please try hard to follow the instructions, even if you think they are too rigid? |
| 8 |
员工的争端化解与抱怨申诉处理制度
Your Employer's Dispute Resolution and Complaint Handling System |
作业：每周心得，行有余力的话建议再写同侪谈判风格分析。如果你已读完或浏览过了麻省理工侵扰处理手册，请试着针对这个手册写一段评论或看法。 同时，请就上周读过的问题并加以回答。
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?
下周准备：请阅读课堂笔记中小论文三(检视争议中的双方)的写作说明，缴交期限为第九堂课。
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.
记得要拿Stratego Aero II。同时请确认你手上还有Stratego Aero I。因为下周的准备需要有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.
为任何重要的谈判作好事前的准备工作是最重要的谈判技巧，特别是如果你要扮演调解的角色，因此下课前请与一位以上扮演相同角色的同学约好为下堂课练习的时间。Moore的这本书对于准备非常有帮助，因此在与同学练习前请先把下周的本书指定阅读部份读完。同时也请参阅书中的图表2-1.书目资料如后： 调解的程序：化解冲突的实战策略，Moore, Christopher W着，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 |
选读作业：去附近的出租店找《马丹．盖赫返乡记》这部电影来看。看完后回答，片中谁是你可以相信的？可以辨别出谁在说谎吗?可以的话，身为经理的你要如何处置？不行的话，你又要如何管理呢?
<译注> The Return of Martin Guerre 中译《马丹．盖赫返乡记》或是《军士返乡记》，是由史学家史家戴维斯(Natalie Zemon Davis)所著，由哈佛大学大学于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 |
妥协与调停
Conciliation and Mediation |
书面作业：每周心得，可以的话，还有同侪谈判风格分析.
Write: Write in your journal and – if possible – a separate page.
缴交：小论文三─检视争执中的双方 (PDF)
Hand in: Little Paper #3: Seeing Both Sides of a Dispute (PDF)
个案：准备 Stratego Aero II。准备前请重阅Stratego Aero I和你的Stratego II特别说明。请与扮演相同角色的同学一同准备。请充分准备，否则会影响到其他同学的表现。不满的同学时常写信反映给我要求同学们必须认真准备，所以请各位特别注意。
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.
记得领取下周的个案，这些个案可能具有争议性。建议找一位与你截然不同的同学或朋友一同阅读这些个案，并且协助你准备课堂讨论。
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?
别忘记下周是两堂课而且有提供Pizza。
Remember the double class (6 hours) next week with pizza. |
| 10 |
调查、仲裁及非常难缠的人
(两堂课，6小时)
Investigation, Arbitration and Exceptionally Difficult People
(Double Class, 6 hours) |
作业：每周心得，并尽可能的写同侪谈判风格分析。我了解各位现在都很累了，但是你所写的同学(可能)会很感谢你的付出。此外，各位还需要多加练习分析谈判对手。
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.
最后一篇心得报告(范围为自第六堂课起至今)及同侪谈判风格分析，请于下课后或是本周缴交。
The last journal (covering the period Session 6 through today) and separate pages, are due after this class, any time later this week.
课程：注册会计师公司个案(偷窃)；个案讨论大纲将于上课时发下。(吸毒、密告及被控告的员工)
Class: Certified Public Accountants, Inc. (Theft); Discussion of Cases Distributed in Class (Drugs, Whistleblowers, and a Convicted Employee).
个案：请准备于课堂上进行个案讨论。准备时可以问未修习本课程的人，最好是找背景跟你不同的人，问他们在这几个个案中最后会发生什么事。本个案不需角色扮演准备。
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. |
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谈判研讨─更多与难缠的人谈判的技巧
More Negotiating with Difficult People |
缴交：每周心得(范围为第六堂课起至现在)及同侪谈判风格分析，之前没交的话今天是最后缴交期限
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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