为缓和本课程教学网站的流量，我们将每堂课的课程研讨主题、阅读教材及作业都配置到分别的网页。详列出课程各细节的教学大纲亦可在下方取得。

课程教学大纲及进度表，包括每周作业及指定阅读教材。
(英文PDF)、 (英文DOC)


课程描述

谈判与冲突管理课程所教授的谈判理论，包括了谈判策略及谈判风格，都是以能在实务中应用为范畴。本课程共计11堂课，每周均就不同的主题进行研讨，因此修课学员须每堂出席才不致疏漏学习内容。除了课堂上所教导的理论及课堂练习外，学员们还必须由各情境的角色扮演模拟中练习谈判之技巧。包括在不利的情境下进行谈判，如交叉文化之指导与紧急事件。其它讨论的特殊案例包括冲突摩擦、危机、性别歧视、密告及道德。本课程所教授的冲突管理除了就当事人的角度外，同时亦指导身为第三者的情况下如何帮助化解冲突、居中调停、进行调查、仲裁、并协助系统从争辩转化为冲突双方的均衡态势。


课程教材

本课程所需的三本课本都已保留在校内图书馆或可在校内书店购得，此三本都是谈判学的经典书籍，在未来的参考价值上助益颇大。Lewicki及Ury两位作者的教科书必须全部阅读，Moore的调解的程序则是部份阅读。学员可在图书馆取得。若你认为自己会经常扮演“第三者”的调停角色，亦不妨考虑购买本书。

• Lewicki, Roy J., David M. Saunders, and John W. Minton.《谈判要素》，2版，Irwin出版社，2000。这是新版的平装书，内容跟去年的并不一样。(美商麦格罗，希尔出版，张铁军编译，ISBN 9574933539)
  
  
• Moore, Christopher W.《调解的程序》，2版，Jossey-Bass出版，1996
  
  
• Ury, William.《让难缠的人也说好》Bantam出版，1992
  
  
• 其他的阅读教材 (15.667课堂笔记) 在学校的影印中心有售

如果你有兴趣与世界各地修习过谈判学的人以“相同的专业语言沟通”，则不妨阅读Roger Fisher与William Ury所合着的小本平装书《永不让步的谈判》(Arrow，1991，长河出版，黄宏义译)。(Ury 也有另出一本饱受争议的平装书，《第三方：为什么会有争执及如何停止争议》USA: Penguin出版社，2000年出版)。如果你对获致商业成功的社交技巧及谈判技巧感兴趣的话，则建议购买丹尼尔.高曼所著的《情绪智商》(Bantam出版，1997，时报出版社，张美惠译，ISBN 957-13-2021-8)并详加阅读。


课程期许

15.667教学内容包含以下各要项：阅读教材、情境模拟、课堂讨论、四次的自我评量、其他学员的谈判风格分析(分开的作业)、每周心得摘录以及三篇小论文。无期中或期末考。本课程仅11堂课，每堂课均就不同主题讨论，这也就是为何我要求各位学员必须承诺参与每堂课，健康因素及家中紧急事故除外(本课程不提供“补课”)。在第11堂课时，我们将以两堂课的时间邀请来宾演讲，并提供比萨，因此本课程将比一般课程提前一周结束。

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.


课程评分

课堂习作及作业各占50%：小论文、每周心得及其他学员谈判风格分析占50%。学员们应自行撰写非公开性之每周心得及同侪评比。以上作业将会由老师亲自审阅，不对外公开，并于下周上课时发回。请放心，所有作业都不会对任何人公开。

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.