L4900 教學大綱表

教學大綱表 (113學年度第2學期)

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課程名稱 Course Title	(中文) 商務英文談判 (英文) Business English Negotiation			開課單位 Departments	應用外語學系
				課程代碼 Course No.	L4900
授課教師 Instructor	高萍穗
學分數 Credit	2.0	必/選修 core required/optional	選修	開課年級 Level	大四
先修科目或先備能力(Course Pre-requisites)：
課程概述與目標(Course Overview and Goals)：Students will be able to: 1. understand Siedel’s four stages of negotiation, 2. identify key negotiation strategies/tactics, 3. select vocabulary appropriate to the contexts of negotiation and business, and 4. negotiate effectively with the use of language function.
教科書(Textbook)
參考教材(Reference)	Siedel, George. Negotiating for Success: Essential Strategies and Skills (2014) Negotiation Training, Speeches and Consulting https://www.watershedassociates.com/

課程大綱 Syllabus			學生學習目標 Learning Objectives	單元學習活動 Learning Activities	學習成效評量 Evaluation	備註 Notes
序 No.	單元主題 Unit topic	內容綱要 Content summary	學生學習目標 Learning Objectives	單元學習活動 Learning Activities	學習成效評量 Evaluation	備註 Notes
1	Unit 1	Introduction	Course Introduction Seven Elements of Effective Negotiations Siedel's Four Stages of Negotiation	討論講授
2	Unit 2	Stage1 Prepare	Types of Negotiation (Asking for Information)	討論講授
3	Unit 3	Stage1 Prepare	Dispute Resolution and Deal Making	討論講授
4	Unit 4	Stage1 Prepare	Analyzing Negotiation and BATNA (Interpreting Graphs and Figures)	討論講授
5	Unit 5	Stage1 Prepare	Cross-cultural Negotiation	討論講授
6	Unit 6	Stage1 Prepare	Ethical Issues and Agents (Comparing and Contrasting)	討論講授
7	Unit 7	Stage1 Prepare	Information Exchange	討論講授
8	Midterm	Midterm	Midterm
9	Unit 8	Stage 2 Negotiate	Understanding Your Power and Refining BATNA (Describing and Dealing with Problems)	討論講授
10	Unit 9	Stage 2 Negotiate	Psychological Tools 1	討論講授
11	Unit 10	Stage 2 Negotiate	Psychological Tools 2 (Persuading)	討論講授
12	Unit 11	Stage 3 Close	Creating Contract Agreeing and Disagreeing	討論講授
13	Unit 12	Stage 3 Close	Visualizing Contracts (Agreeing and Disagreeing)	討論講授
14	Unit 13	Stage 4 Performance	Contract Performance and Dispute Prevention1	討論講授
15	Unit 14	Stage 4 Performance	Contract Performance and Dispute Prevention2	討論講授
16	Final	Final	Final

彈性教學週活動規劃

序 No.	實施期間 Period	實施方式 Content	教學說明 Teaching instructions	彈性教學評量方式 Evaluation	備註 Notes
1	起:2025-06-09 迄:2025-06-13	2.非同步線上課程 Asynchronous online course	Speaking Practice	Speaking Assignment	實際課程安排將由教師在課堂中再次說明。
2	起:2025-06-09 迄:2025-06-13	2.非同步線上課程 Asynchronous online course	Speaking Practice	Speaking Assignment	實際課程安排將由教師在課堂中再次說明。

教學要點概述：
1.自編教材 Handout by Instructor：
■ 1-1.簡報 Slids
■ 1-2.影音教材 Videos
□ 1-3.教具 Teaching Aids
□ 1-4.教科書 Textbook
□ 1-5.其他 Other
□ 2.自編評量工具/量表 Educational Assessment
□ 3.教科書作者提供 Textbook

成績考核 Performance Evaluation：期末考：20% 報告：20% 彈性教學：10% 平時考：40% 作業：10%

教學資源(Teaching Resources)：
□ 教材電子檔(Soft Copy of the Handout or the Textbook)
□ 課程網站(Website)
教學相關配合事項：Assignments should be handed in as scheduled, and no make-up tests will be administered.
扣考規定：https://curri.ttu.edu.tw/p/412-1033-1254.php