SemesterFall Semester, 2019
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



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



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



Teaching Methods
Teaching Assistant

NIL


Requirement/Grading

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 pair-up roleplay negotiation: 30%


Textbook & Reference

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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