1. 谈判 101及
   Negotiation 101, and
2. 协助同学们分析，给予同侪意见及观察其他人谈判的问题列表
   lists of questions to help students analyze, give feedback, and observe the negotiations of others.

谈判学101
Negotiation 101

本课程最精华的讲义内容都已收录在谈判学101的讲义集中。讲义集的内容可以整份下载阅读，或是在下表中个别下载。
The most essential handouts from the course have been assembled into a packet called Negotiation 101. The individual contents are available in the table below, or the packet can be viewed in its entirety:

• 谈判学 101完整版 (PDF - 1.0 MB)
  Negotiation 101, complete (PDF - 1.0 MB)
• 谈判 学101笔记 (PDF)
  Notes on Negotiation 101 (PDF)

谈判学101的内容：
Contents of Negotiation 101:

分析、给予意见回馈及观察其他人的谈判(PDF)
Analyzing, Giving Feedback, and Observing the Negotiations of Others (PDF)

下面是一些有助于分析和意见回馈的问题，对于同侪谈判风格作业格外有所助益。

Here are questions that may be useful analysis – and feedback – especially when writing the Separate Page assignments.

分析谈判对手
Analyzing the Negotiations of the Other Negotiator

• 对方对你们的利益感到兴趣吗？或是对你们影响力的来源感到兴趣吗？对方有积极倾听吗？(必要时请注意范例)
  Did the Other appear interested in your interests? In your possible sources of power? Did the Other appear to listen effectively? (Note examples if you like.)
• 对方是否有表现出清楚的了解他们的利益吗？如果是的话, 他们把利益清楚地表达到什么程度呢？
  Did the Other appear to you to know his or her own interests? If so, to what extent were they clearly presented to you?
• 对方是否有一致性的策略呢？对方所采用的谈判型式是那一种？对方所使用的影响力来源是那一种？
  Did the Other appear to have a consistent strategy? What was the style of the Other? Which sources of power did you feel the Other was using?
• 对方的准备是就你所知的事实吗？对方是否按照明确或含糊的“游戏规则”适切地准备谈判？(或是按照当地法律或公司政策等等)？
  Was the Other prepared on the facts, as far as you can tell? Did the other appear to be negotiating appropriately within the implicit or explicit "rules of the game" (or the laws of the land/company policy, etc.)?
• 对方所使用的战术为何(请参考谈判学101讲义集中的策略菜单)？特别是，有共同开发出来新的选项吗？有共同拟定争议中的停止点吗? 如果有让步的话，是双方面的吗?依你之见，对方有使用特别有效或是无效的战术吗？这个战术对别人比对你是有效呢？或是比较无效？
  What tactics did the Other use (refer to the Tactics sheet in Negotiation 101)? In particular, was there any shared development of options? Of principles to decide any given point in dispute? If there were concessions were they reciprocal? Did the Other exhibit any especially effective or ineffective tactic? Would this – in your opinion – have been effective or ineffective with others than yourself?
• 你感受到对方的尊重或是不尊重吗？你觉得对方对于你的策略、战术、影响力的使用与成功或错误如何反应呢？
  Did you feel respect or disrespect from the Other? How did you feel that the Other responded to your own strategy, tactics, uses of power, successes or errors?
• 概括来说，你觉得整个谈判过程如何？结果如何？在你自己的谈判中你会相信对方吗？
  Overall – how do you feel about the process? And about the outcome? Would you trust the Other with an important negotiation of your own?

回馈意见给对方
Giving Feedback to the Other Negotiator

对于上述几点你或许对每一点都有意见，或是对几点有深入的意见及看法。

You may want to comment on all of the points above. Or you might want to elaborate on one or a few.

有效的意见回馈是具体明确并根据事实的，并以事例佐证。意见的起头通常是以“我”作为开端（“我认为你……”而非“你这么做……”）。以合宜的方式强调正面及／或未来的改善，并且要客气且尊重对方，目的是要帮助对方看到他需要改进的部份，而不是使对方找理由来维护颜面。（一般来说，揣测对方幕后的动机是没有用的，除非你有特别的理由，像是在本课程中要给同学意见回馈）幽默在给予意见回馈中有很好的效果，因为幽默本身就有略表不赞同的味道，但至少不会让人觉的难堪或是被人揶揄。

Effective feedback is specific and factual. It uses examples. It is couched in "I statements" ("I thought that you..." rather than "You did this..."). It emphasizes the positive and/or the future, where at all appropriate. It is always civil and respectful - with the intention to bring the Other to one's side rather than making the Other defensive. (In general it is not useful to speculate on the motives of the Other unless you need to for a very unusual reason such as feedback in this class.) Wry or humorous feedback often works very well where the mode of humor is self-deprecatory or at least clearly not sarcastic or offering ridicule to the Other.

当你在使用此问券给予别人意见时，你势必也会想到自己的谈判方式。请清楚地思考什么样的战术或是什么样的影响力来源对你是最有胜算的或是最没胜算的。

As you use this worksheet, you will obviously be thinking about your own negotiating. Please in specific think about which tactics and sources of power work best for you? To which are you personally the most vulnerable?

以第三方的身份观察谈判
Observing the Negotiations of Others as a Third Party

• 有任一方的开场说明揭示出实质的利益吗？
  Did A or B's opening statements reveal any true interests?
• 有任一方与对方分享相关的资讯吗？
  Did A or B share relevant information?
• 双方各有什么样的影响力？
  What sources of power did each party appear to have?
• 双方各使用什么样的影响力？
  What sources of power did each party appear to use?
• 有任何一方采用承诺战术吗？
  Did either party use commitment tactics?
• 有任何一方试着去测试对方的弱点吗？
  Did either party try to exploit weaknesses of the other?
• 双方各采用什么样的协议型态：调解性，竞争性，妥协性，避免性，合作性，或是混合的型态？
  What bargaining style did the parties exhibit: accommodative, competitive, compromising, avoiding, collaborative, or mixed?
• 双方各采行什么策略？(分配性，整合性，混合动机)
  What strategy was each party using? (distributive, integrative, mixed motive)
• 双方有哪些策略是特别值得注意的？
  What tactics of either party were especially noteworthy?
• 有任何一方试图去了解并尊重另一方的利益吗？
  Did either party seek to understand and respect the interests of the other?
• 有任何一方试着提出新的选择吗?
  Did either party help to develop new options?
• 有任何一方试着提出能为对方留颜面的解决方案吗？
  Did either party participate in the creation of a face-saving solution?
• 有认何一方把结果等同于关系来重视呢？
  Did either party emphasize the relationship as much as the settlement?
• 主观来说，你信任哪一方呢？
  Subjectively speaking, do you trust either A or B?