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15.665B 2002秋季課程:權力與談判(Power and Negotiation, Fall 2002)


本頁翻譯進度

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審定簡介:

翻譯:林海倫(簡介並寄信)
編輯:朱學(簡介並寄信)

A diagram from lecture notes - separating issues in negotiation.
本圖表取於談判的議題分析之課程講義 (由Michele Williams教授提供)
A diagram from lecture notes - separating issues in negotiation. (Courtesy of Prof. Michele Williams.)

課程重點

Williams教授認為這是一門「培養經驗」的課程。其課程軸心是利用整套談判練習讓學生有機會藉閱讀教材與課程討論運用所學。所有的參考書與影片都會列在課程大綱上,部分講義的授課筆記指定作業也會一起提供。

Professor Williams describes this course as "experiential." At the heart of the course is a set of negotiation exercises in which student have the opportunity to apply what they have learned from readings and class discussion. A bibliography of the exercises and videos used in the course are listed in the syllabus. A number of lecture notes and assignments are also provided.

課程描述

這堂課設計來幫助提升談判的競爭優勢。你將學習與練習專業的談判技巧;以便當你和其他頂尖商學院出來的同儕進行談判時,能運用必要的技巧與分析架構而成功達成目標。同時,你也將學習拓展社交資產的有利方法,以在各種機構晉陞為管理階層。

學習本課程,你將能成功地面對各種協商挑戰,這些挑戰不但有實質報酬;而且,也有助建立社會資本。本課程中有關領導能力與人際關係的訓練資料,被超過200個以上的國際專業機構負責人和商業夥伴所使用 (其中,有40% 是非美國企業)。除此之外還有一套社會資本的評估工具,上述的高階經理人曾用它們從超過兩千個資深企業合夥人和客戶那裡取得評估。最後,你還有機會參與由Charles J Wolfe Associates 的資深講師Charles Wolfe 所主持、名為〈領導能力與情緒智商〉的午餐研討會。

總而言之,課程設計是為了幫助你在穩定的關係裡提升協商能力。作為一個經理人、顧問、或專業服務人員,你必須不斷與對手、同僚、客戶和屬下談判。更進一步說,現今大部分的組織都已變得比過往更加扁平化,為了順利將工作完成,你勢必遭遇更多與他人協商的壓力。當某個計畫發生延誤、重要的新資料突然出現、或業界的競爭環境改變時,你都必須重新與重要關係人針對任務、計畫、目標或費用進行協商。

總之,本課程著重兩個部分:首先,提供必要的分析工具來協助你成為一名成功的談判者。並且,幫助你建立必要的協商技巧以拓展社會資本、改善領導能力、增加忠誠的客戶。

This course is designed to provide you with a competitive advantage in negotiation. You will learn and practice the technical skills and analytic frameworks that are necessary to negotiate successfully with peers from other top business schools, and you will learn methods for developing the powerful social capital you will need to rise in the executive ranks of any organization.

In this course, you will learn to successfully face the challenge of negotiating materially rewarding deals while also building your social capital. You will work with training materials on leadership and relationship building that have been used with over 200 principals and partners in international professional service firms (40% were non-US nationals), and a social capital assessment tool used by these executives to receive feedback from senior partners and over 2000 clients. In addition, you will have the opportunity to participate in a lunchtime workshop on "Leadership and Emotional Intelligence" led by an executive coach, Charles Wolfe of Charles J Wolfe Associates.

Overall, this course is designed to enhance your ability to negotiate within the context of an ongoing relationship. As a manager, consultant, or professional service provider you will negotiate with your counterparts, team members, clients, and subordinates on an ongoing basis. Further, in today's less hierarchical organizations, you will be forced to negotiate with others to get your work done. Every time a project falls behind, critical new information is uncovered, or the competitive landscape of your industry changes, you will need to renegotiate tasks, plans, goals, or fees with your key stakeholders.

In sum, we will focus both on the analytic tools necessary to become a highly successful negotiator and on the relationship building skills necessary to negotiate deals that will enhance your social capital, your ability to lead others, and your book of loyal clients.

師資

講師:
Michele Williams教授

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