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  佛光大學
Fo Guang University
教學計畫表 Syllabus		  
 
課程中文名稱
 Course Name in Chinese 		中英商務談判 課  號
 Course Code		 LC35300
課程英文名稱
 Course Name in English		 Chinese and English Business Negotiation 學年/學期
 Academic Yeas/Semester		 108 /2
開課單位/學門別
Course OfferingDepartment/
Academic Discipline		 外國語文學系學士班 學制別
 Degree		 學士班
學 分 數
 Credits		  2     每週授課時數
Weekly Hours of
  Instruction		  2    修別
 Type		 選修 Elective
課/學程別
 Program		 學系專業選修Specialized Elective
課程分流
 學術型
課程內容
 Curriculum attribute
■一般課程
教學方法Instructional Strategies
授課教師
 Instructor		 呂雅琳 聯絡方式
yllu@mail.fgu.edu.tw
03-9871000 #
上課時間/地點
 Time of Class/Location of Class		 三.1,2(322)
先修課程
 Prerequisites
課程描述（若為實務型課程需含搭配產業界或非營利組織需求之說明）
 Course Description
 
課程重點在於提供溝通技巧給予需要於不同國際商業場合如國際商業會議、議價等場合中使用的專業人士。溝通技能與技巧包含如何掌握並有效建構資訊、溝通諮詢技巧、提案討論與反對提案時所用的語言等。使學生能不斷練習並靈活運用於不同場合的協商溝通中。
The course focuses on the communication strategies needed for professional people who need to negotiate in various international business settings such as in the business meetings, bargaining, etc. The skills and strategies to be included in the course are structuring and controlling information, asking the right questions, obtaining feedback, maintaining a positive atmosphere, and making proposals and counter-proposals. The design of the course offers learners strategies and skills required to participate effectively in negotiations and develop those necessary skills and strategies in meaningful and realistic ways.
 
課程目標
 （若為實務型課程請具體描述該課程所要培養之實務能力）
 Course Objectives
序號目標描述
1熟悉國際商務場合所需的溝通技巧和語言
2系統化建立學生能使用英語於各種國際商務場合的溝通能力與信心
3了解並察覺跨文化溝通時的不同處
4具備成功的跨文化協商溝通之關鍵知識與技能
 授課進度表 Content ＆Weekly Schedule
週次內容備註
1Orientation,
needs analysis (what is negotiation; what are the 5 negotiation styles, & What skills and qualities good negotiators need?)		(ref. Negotiating, p.5); negotiation techniques & strategies
21. Preparing to negotiate (ref. Negotiating, p.8-9);
2. Exercise: a. Class-discussion: Markus’s situation with his boss, Louis;
b. unit 33, making preparations)		1. Negotiating, p.8; 9;46
31. opening the negotiation- welcome, introduction, small talk, set the agenda, state interests;
2. Discussion: Various ways people from different cultures open the negotiation (p.14, context 3)
3. Exercise:
a. *** unit 34, opening and agreeing on the agenda		1. Negotiating, p.14-18, p.47
41. Making proposals: opening and making, accepting, rejecting, making counter proposals, responding to proposals; Making and responding to proposals (Witt, Unit 36)
Exercise: English for Business Communication, p.160- 161 (ppt.)		Negotiating, p.20 – 25;p.48;
51. Reaching Agreement: persuading and bargaining; checking, clarifying, and giving reassurance ( Exercise #4 & 7)

Exercise: ** Role play 1. the negotiation process between Markus and his boss, Louis; 2. Ways that the negotiation can be settled		negotiating: unit4
6Responding to proposal in the meeting: Unit 1 customer service, & Unit2 pricing policy (ask for opinions, presenting your opinions and getting feedback in a meeting)Practical English for Business Situation- BizTalk
7Unit 1-1 & 1-2Practical English for Business Situation- BizTalk (p.24-27)
8Bargaining in English: 7-1 Presale PreparationsPractical English for Business Situation-.BizTalk
9midterm 
10Bargaining in English (7-2 inquiring about products and prices, 7-3 negotiating the order, 7-4 wrapping up)BizTalk (p.120-128);
11movie & group discussion 
12Reaching agreement 
13Concluding the deal: summarizing, confirming what has been agreed ,agreeing follow-up actions, & thank everyone for taking part and say goodbye
Exercise: unit 39, closing a negotiation		negotiating: unit6 concluding the deal, p40-41;
14Concluding the deal & closing a negotiation 
15Case study: *** Exercise: 1. unit 37 bargaining
unit 39 closing a negotiation		English for Business Communication, p.165-166; 174)
16Signing a contract (getting a leg up, a few discrepancies, tough negotiations, on the same page)BizTalk, p.133- p.143
17Signing a contract (getting a leg up, a few discrepancies, tough negotiations, on the same pageBizTalk,
18final/ presentation 
學期成績計算及多元評量方式Grading Policy
項次配分項目/catagory配分比例/Percentage會考測驗/general_test實務操作/accounting_practice專題發表/case_presentation其他/other
1平時成績/Asssignments 45%v group role plays, 5% eachAssignments ( learning journals)
2期中考成績/Midterm Exam 20%v v 
3期末考成績/Final Exam 20%v v 
4其他/other 15%   Attendance; participation

主要參考書目

References

指定閱讀

Required Readings

教師座談/晤談地點與時間

Course Management
SystemInstructor’s
 Office and Office hours 

學生請假規則

 
 
 

1. 學生請假悉依本校「學則」及「學生請假辦法」規定辦理。
2. 依本校「學則」第33條，曠課一小時，以缺課二小時論。學生某一科目之缺課總時數達該科全學期授課時數三分之一，經該科教師扣考後，即不准參加該科目之學期各項學習成績考試或評量。

課程平台

 http://elearn.fgu.edu.tw