週次

Week

課程主題

Topic

課程內容與指定閱讀

Content and Reading Assignment

教學活動與作業

Teaching Activities and Homework

學習投入時間

Student workload expectation

課堂講授

In-class Hours

課程前後

Outside-of-class Hours

1

Course Introduction

2

1

2

Preparing to negotiate

Unit 1A:

p.80

review p7 three broad cultural type

2

1

3

Preparing to negotiate

Unit 1B:

Quiz on three cultural type

p.9 negotiating as a team

hand-in paper on pros and cons analysis on team negotiation and one-on one deal

2

1

4

Relationship-building

Unit 2A

Individuals give 2-minute briefing on one’s  paper

p.81, 87, 103

group work: select your dream team and prepare PPT(not more than 5 slides) for group oral presentation next class

2

1

5

Relationship-building

Unit 2B

Group presentation on the selection of dream team & rationales behind the choice

P.84

2

1

6

Establishing a procedure

Unit 3A&B:

P.85

2

1

7

The proposal stage

Unit 4A:

p.86

2

1

8

The proposal stage

Unit 4B:

p.87, p.104

2

1

9

Questioning techniques

Unit 5A:

p.89

2

1

10

Midterm exam

Midterm exam

Midterm exam

2

1

11

Questioning techniques

Unit 5B:

p.90, p.105

2

1

12

Exploring interests

Unit 6A:

p.91, p.96

2

1

13

Exploring interests

Unit 6B:

p.92, p.106

2

1

14

The bargaining zone

Unit 7A:

p.29 part 9, 10,11

2

1

15

The bargaining zone

Unit 7B

p.94, p.108

2

1

16

The bargaining zone

Handling breakdowns

Unit 7C

p.33 part 3-4

2

1

17

Handling breakdowns

Final presentation : pair-up to role play business negotiation

Unit 9B

P.43 part 5

Prepare role-play final presentation

2

1

18

Final presentation : pair-up to role play business negotiation

Final presentation

Final presentation

2

1