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    谈判诊所

       
    Negotiation  Clinic  Introduction   谈判诊所课程介绍
    Background背景
    One of the key skills for a lawyer is the ability to negotiate. Litigation lawyers resolve more disputes through negotiation than through going to court. Commercial lawyers need to negotiate when arranging a business deal, seeking venture capital or preparing an IPO.  Family lawyers, government lawyers, in-house counsel – no matter what your specialty, you need to be able to negotiate well to succeed. But very few lawyers have been given special negotiation training.
    For the past 30 years, Harvard Law School and Harvard Business School have been developing a course on negotiation to teach future lawyers and business executives  the skills of negotiation. These courses have become some of the most importance and popular courses at the Law and Business Schools. From next semester, former Harvard Program on Negotiation fellow Andrew Lee will introduce the latest international negotiation theory and skills combined with Chinese legal situations to PKU students.
    谈判技巧是律师的一项重要能力,诉讼律师通过谈判解决的争端要比出庭解决得多,商业律师在准备交易、和风险投资沟通、以及准备公司上市文件时都需要运用谈判,无论你的专业方向是家庭法、政府法规、或者机构法律顾问,你都需要以优秀的谈判能力来取得成功。然而只有非常少数的律师接受过特别的谈判训练。
    在过去30年里,哈佛大学法学院和商学院研究和发展出一套适用于未来律师和职业经理人的谈判技巧课程,该课程已成为法学院和商学院最受欢迎和最具影响力的课程之一。下学期开始,哈佛大学谈判项目研究学者李伟明先生将结合最新的国际谈判理论技巧与中国司法实践,通过谈判诊所将谈判课程介绍给北京大学法学院学生。
     
    Goals of this class:课程目标:
    This class trains you on effective negotiation skills. It will help you prepare for a negotiation, think more creatively when negotiating and analyze where you can improve as a negotiator. There are four goals of this class:
           这门课程将培训你卓有成效的谈判技巧,在谈判前的准备、谈判中的创意思维、谈判者的能力提升分析等方面为你提供帮助。课程将实现如下四个基本目标:       
    i)                    To increase your awareness about negotiation psychology;
          增进你对于谈判心理学的认识;
    ii)                   To enhance your understanding of negotiation theory and science;
           加深你对于谈判理论和学科的理解;
    iii)                 To enhance you practical skills as a negotiator  through exercises and simulations;
           通过练习和情境训练提升你作为谈判者的实践能力;
    iv)                 To help you develop strategy and guidelines on how to negotiate effectively.
           帮助你总结归纳一套有效谈判的策略指导纲要。
           
    Teaching Method 教学方式
    Most classes will have a 20 minute lecture, a one hour practical exercise and a 40 minute strategy clinic.
    大多数两小时课程将由:20 分钟讲解、1小时谈判实境练习、40分钟策略评析组成。

    Teaching Language教学语言
    The language of the class will be both English and Chinese. You will be expected to read, write and speak both English and Chinese. This class has both domestic and international negotiation skills exercises and an important part of the class will be the ability to communicate with other countries and cultures.
    教学语言为中英文双语,需要基本的中英文听说读写能力,课程中的谈判训练包括本土及国际谈判实例,要求谈判者能够运用语言与来自其他国家和文化的谈判方沟通。

    Requirements of the Class课程要求
    i)    Attendance in every class is compulsory.
          每次课程需要固定出席
    ii)   You will be required to write 1 – 2 pages of journal at the end of each class to reflect on what you have learned and thought about during the class.
          每次课后需要写1-2页关于学习体会和随想的文章(文章的撰写,在授课时会专门讲解)
    iii)   There is a final negotiation at the end of semester.  During this final negotiation, you will represent a client and have to negotiate a deal with a lawyer representing the other side. You will be graded by your clients and also on your final written strategy statement on this negotiation.
          期末会有一次谈判考核,在考核中你将代表客户与对方律师谈判,你的考核分数将基于你的“客户”评价以及你所提交的谈判策略陈述。   

    Grading评分
    30% class participation and attendance为课堂出勤率
    35% written journal and special home-work assignments为平时提交的课后文章和特定作业
    35% final negotiation为期末谈判考核

    Schedule of the Class课程安排
    The class begins on February22 and is scheduled for every Friday at 8am-10am. There will be 15 classes for a total of 30 hours.
    首次课程为222日,以后每周五上午8-10时,整个学期共15节课,30学时。





     
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