SemesterFall Semester, 2025
DepartmentSophomore Class A, Department of International Business Sophomore Class B, Department of International Business
Course NameElite Business English: Making proposals and Negotiation Skills
InstructorKU JU-CHUN
Credit2.0
Course TypeElective
Prerequisite
Course Objective
Course Description
Course Schedule



































































































































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



Seven stages of a internatinal business and identify three types of international business cultures: Fact Culture, People Culture, and Trust Culture 



 



Unit 1A:



p.80



review p7 three broad cultural types



2



1



3



Preparing to negotiate: One on one negotiation or team negotiation?



Unit 1B:



 



p.9 negotiating as a team



group discussion and presentation on pros and cons analysis on team negotiation and one-on one deal



2



1



4



Relationship-building: seven principles of building a good rapport.



Unit 2A



 



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



Establishing a procedure



Unit 2B



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



Unit 3A



 



p.84



2



1



6



Establishing a procedure



The proposal stage



Unit 3B



Unit 4A



p.85



p.86



2



1



7



The proposal stage



Unit 4B



p.87. p.104



2



1



8



Midterm exam



 


       

9



Questioning techniques



 



Unit 5A



p.89


        2               1

10



Questioning techniques



        Unit 5B



p.90, p.105



2



1



11



Exploring interests



Unit 6A



p.91, p.96



2



1



12



Exploring interests



 



          Unit 6B



      



 



2



1



13



The bargaining zone



Unit 7A



Unit 7B



p.92, p.106



p.94, p.108



2



1



14



The bargaining zone



Handling breakdowns



Unit 7C



Unit 9A



p.33 part 3-4



2



1


    15

Final presentation : pair-up to role play business negotiation


          

16



Final presentation : pair-up to role play business negotiation



 



Teaching Methods
Teaching Assistant

NIL


Requirement/Grading

POLICIES FOR THE USE OF Generative AI IN COURSES



The assessment of this course looks at students' the originality, innovative ideas, critical thinking and analytical skills, language fluency and above all, the disciplined learning attitude and committed attendance throughout the semester. The use of generative AI writing tool (such as ChatGPT, GrammarlyGO, GPT-3, GPT-4, Elicit, BERT, or others) to support you in this course is disallowed as the course focuses on building up students' effective business negotiating strategies and open-ended negotiating language in English to ultimately conclude the deal with desirable and satisfactory results.  Innovation, creative ideas, originality and teamwork spirit are highly promoted in the class. Therefore, we expect that all work students submit for this course will be their own. In instances when collaborative work is assigned, we expect for the assignment to list all team members who participated. We specifically forbid the use of ChatGPT or any other generative artificial intelligence (AI) tools at all stages of the work process, including preliminary ones. Violations of this policy will be considered academic misconduct. We draw your attention to the fact that different classes at National Chengchi University could implement different AI policies, and it is the student’s responsibility to conform to expectations for each course. (resources : https://oue.fas.harvard.edu/ai-guidance )



 



Attendance, learning attitude, in-class participation and contribution. 20%



Class activities including pair/group work, discussion, role-play speaking tasks, class presentation: 20%



Midterm examination: 30%



Final test:  pair-up roleplay negotiation: 30%


Textbook & Reference

Notice!!!



Piracy, the act of illegal copying the textbook, is considered an infringement of copyright law in Taiwan.  Students are urged to respect intellectual property rights and use only legally authorized textbook. Individuals use unauthorized digital e-book or any form of copying textbook is an act of infringement of intellectual property right and are liable to litigation and should take one's legal consequence. 



修課學生務必尊重智慧財產權,禁止使用違法複製的教課書,無論複製形式是紙本教材或是電子書,都是違反智慧財產權的行為。倘若使用非法授權的教課書,其行為可能會被追訴的法律侵權責任,由其個人承擔法律責任,敬請使用合法授權教課書。



Textbook:



International Negotiations by Mark Powell, Cambridge University Press.



ISBN 978-0-521-14992-1



 



Reference:



1.English for Negotiating by Charles Lafond, Sheila Vine, Birgit Welch, Oxford University Press.



2.English for Specific Purposes by Keith Harding, Oxford University Press.



3.Getting to say Yes: Negotiating Agreement without Giving In by Roger Fisher and William Ury, Penguin Group.



4.Getting More: How to Negotiate to Achieve your Goals in the Real World by Stuart Diamond, Crown Business



5.English for Business Studies: A Course for Business Studies and Economics Students, by Ian Mackenzie, Cambridge University Press



6 Business Vocabulary in Use by Bill Mascull, Cambridge University.



7. English for Business Communication, by Simon Sweeney, Cambridge University Press.



8. Riding the Waves of Culture: Understanding Cultural Diversity in Business. By Nicholas Brealey Publishing Ltd. 1997


Urls about Course
http://www.cambridge.org/elt/inernationalnegotiations http://www.businessculture.com http:// www.for-a-better-business.com
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