Forewords 前言 My motivation to write this book 我寫這本書的動機
Chapter one 第一章 1. Introduction 本書介紹 a. What will this book teach you? 這本書會教你什麼？ b. The relation between abilities required on speech, debate and negotiation 演說、辯論和談判所需能力之間的關係 2. Training on asking questions and exploring possible answers: 提出問題與尋找答案的訓練： a. Differences between the educational purposes of high schools and colleges 大學教育與高中教育目的的差異 b. To judge a tree from its fruits 由果實來判斷樹的好壞 c. Important notes 重要提醒 d. Questions: 問題 3. Training on giving an opinion 提出意見的訓練 a. The importance of having an opinion 意見的重要性 b. How an opinion is formed and challenged 意見如何形成與被挑戰 c. Cultural consideration on opinion forming 意見形成上的文化考量
Chapter Two 第二章 Training on conversation 對話的訓練 1. Importance of a conversation 對話的重要性 2. How to make keep a conversation moving 如何使使對話進行 3. Elements of conversation 對話的要件 4. Factors affecting a conversation 影響對話的因素 5. Other notes added for conversation training 關於對話訓練的其他要點
Chapter Three 第三章 Speech Training 演說訓練 1. Some basic messages for this chapter 關於本章的基本訊息 Formulating Process on Expression 表達形成的過程 2. Purpose of Speech 演說的目的 What benefit can be procured from speech training? 從演說訓練中可以獲的什麼樣的好處? What role can does a the purpose do inof a speech play? 演說的目的扮演什麼角色? 3. Facts and interpretation 事實與詮釋 a. Observation in a classroom 課堂觀察 b. Observation in a classroom 課堂觀察 4. Delivering a Message 訊息傳遞 5. To gain control at the beginning 在開始時候的掌控 6. How to conquer the fear when giving a public speech? 如何克服公開演說場合的恐懼? 7. How to intrigue interest through stories and examples 利用故事還有例子來刺激興趣 8. The benefits of giving a story in at the beginning 在一開始講故事的好處 9. Building up creditability through facts 透過事實建立起可信度 a. Observation in a classroom: 課堂觀察 b. A view in from a class corner of the class 課堂一角 10. Training of beginners 對於初學者訓練 11. A note on self-introduction 關於自我介紹的一些看法 12. Narration/ Description of facts 事實的敘述 13. Further elaboration on the interpretation of facts 對於事實解釋部分進一步的闡述 14. The followings are some advice with a few tips based on the past practice from students. 下列事項是依據學生們過去的表現列出以下建議 15. Sample Speech and Writing at the Intermediate Level 演說和中級寫作示範 16. Summary 摘要 17. Impromptu Speech 即席演說 18. Observation in a classroom: 課堂觀察 19. The application of the approaches learned from this chapter: 本章方法的適用
Chapter four 第四章 Debate 辯論 1. Why should we learn debate? 我們為什麼要學習辯論 2. Critical Thinking Resulting from Doubt 批判性思考源自於懷疑 3. Training of debate 辯論的訓練 a. General composition of an argument 辯論的結構 A. Difference between a speech and a debate 演說與辯論的差異 B. Refutation 反駁 C. Evaluating facts with a standard 以標準來檢驗事實 D. Cause and effect in a sentence 在一個句子中的因果關係 E. Cause and effect in a paragraph 段落中的因果關係 F. Issue and a focal point: 爭議點與中心點 G. Examination of an Argument: 對於辯詞的檢驗 H. Finding out the standard that is applied 找出適用的標準 I. PRACTICE ON THE GMAT ESSAY QUESTIONS GMAT題目練習 J. Method used in reasoning 論理的方法 K. How to form a framework for a debate 如何建立辯論的架構 L. Importance of A Summary and the introduction of IRAC 摘要的重要性以及IRAC介紹 M. Memorandum for argument 辯論備忘錄 N. Preparation and practice on topics for debate 辯論題目的準備與實踐 O. Common Mistakes Made in Writings 寫作上常犯的錯誤
(1) What will this book teach you? Many books are offered in bookstores regarding speeches and negotiations. They talk about techniques and skills gleaned from theories and practices, illustrated with interesting stories on personal experiences in a bargaining process in the market. People like to listen to stories and no doubt can be benefitted from the experiences shared by the authors. Can these stories and experiences help to build up negotiating skills required in business? To explore further, can these easy and fast learning skills really help those who have no ability in regard to speaking or analytical thinking? (1) 這本書會教你什麼？ 書店裡有許多關於演說跟談判的書籍，他們從許多學說與實驗中取得的技巧，搭配在市場上討價還價當中的個人經驗的有趣故事，喜歡聽故事的人當然可以從作者的經驗中學到很多，但這些故事跟個人經驗能夠幫忙建立在商場上所需要的談判技術嗎？更進一步地探討，這一些簡單與學習快速的方法能夠真正幫助那些不能夠開口說話也無法分析思考的學習者嗎？ If we view a good negotiator as the person who is able either to reach a good deal or to place himself/his team in a better position through communication, then we no doubt can say that a good negotiator should be a good communicator. In fact, a good negotiator should be someone who is more than a communicator. Why? Simply looking at any good sales person regardless of what products or services he is touting, he is certainly good at making ideal deals with his counterparts. He is not only good at expressing himself but should also know his subject matter, both strengths and weaknesses and possible issues that are involved. He should have done good research with an ability to analyze and evaluate the information gained in order to see the big picture and to know where he stands. To see a big picture and know where he stands, he must identify with his potential competitors in business and quickly evaluate both strengths and weaknesses on both sides. He knows the possible arguments to be presented by his counterparts and the rationale that stands behind those arguments. He could easily spot his opponent’s weakness of an argument to his own advantage and, at the same time, to make a reasonable and strong argument for the position he takes and make a good defense on the weakness he has. He could thus increase his own bargaining power by exposing his opponent’s weaknesses. Negotiators expect challenges and confrontations and therefore acquire a ability on attack and defense, that is, skills on debate. Without any training on debate, your strengths in negotiation will be weakened by an experienced opponent and your weaknesses be exposed and exaggerated. Simply speaking, a negotiator needs good skills on making arguments through analysis. He is more than a communicator. 如果我們認為一個好的談判者是可以透過溝通達成很好的交易，或是將他自己置於更有利的地位當中，那毫無疑問的我們可以說好的談判者就是一個好的溝通者，但事實上，好的談判者應該超越一個好的溝通者，為什麼呢？看一看那些優秀的銷售員，不論他賣的是什麼產品或是服務，他可以跟他的對手達成有利的交易，他不僅僅善於表達自己，而且明白他的主題、優點與缺點，還有可能的爭議點。他應該做好研究，以他的分析能力過濾所獲得的資訊來看到事情的全貌，知道他自己的立場，找出可能的競爭者，並且評斷雙方各有的優缺點。為了看到事情的全貌並且知道他自己所處的位置，他必須知道他的對手可能提出什麼樣的說法及為什麼會這麼說。他可以把對手的弱點變成自己的優點，並且同時宣揚自己的優點，為自己的缺點辯護。好的談判者可以透過找出對方的弱點而因此增加他的談判籌碼。談判者可以預見挑戰和對抗，因此需要攻擊防守能力，也就是辯論能力；沒有辯論的訓練，在談判中你的強項一定會被有經驗的對手削弱，而你的缺點也一定會被放大。簡單而言，一個談判者需要有很高明的技巧，透過分析進行辯論。他超越了一個溝通者的角色。 Some professional books, for example, the book Negotiating written by Philip O’Connor et al. and published by Longman of the fifth edition in 1998, which is based on research of the Harvard Negotiation Project, offers complete procedural training with emphasis on the practice of pattern sentences used in the hypothetical cases to help beginners get familiar with steps from relationship building to a conclusion of an agreement (i.e. relationship building, agreeing procedure, exchanging information, questioning, options, bidding, bargaining, and finally, settling and concluding). These steps offer excellent guide lines on the negotiating procedure for learners to follow. But the question here is what if the learners have some difficulty in expressing his ideas in a clear and persuasive manner in the beginning? What if he cannot make a good evaluation of the whole situation and pinpoint the issues, which are the essential qualities required of any shrewd businessman as mentioned in the preceding paragraph? Even if he does have these essential qualities, then how can he convince his counterpart to accept the message he delivers? Those books which offer guidelines on procedures obviously neglect the demand of new beginners needing to improve their thinking process and skills on expression and persuasion. In fact, few books offered on the market observe the fundamental training on the power of persuasion. 有一些專業書籍，例如：1998 年依據哈佛研究計畫Philip O’Connor 等所撰寫出版的《談判》（Negotiating），提供了談判完整程序上的訓練，強調對於虛擬案例中慣用句型的練習，用來幫助初學者熟悉程序。從關係的建立一直到合約的簽訂（關係建立，談判程序確認，交換訊息，提問，方案選擇，出價，協商，合約簽訂）這些步驟提供了初學者在談判程序中絕佳的指導原則，但這裡的問題是，如果初學者在一開始就不能夠清楚而且帶有說服力的表達他的想法呢？或是他沒有辦法對整個的情況做好判斷來抓住爭議點，而這些能力都是精明的商人所必須具有的。就算他有了這些分析判斷能力，他又如何去說服他的對手接受這些訊息？那一些提供程序指導原則的書籍，很顯然的忽略對於初學者對思考訓練、表達技巧以及說服力能力提升的需求。事實上，目前市面上很少有書籍談到說服力的根本訓練。 What exactly is a negotiation and what skills are required of a negotiator? A negotiation is a persuading process to convince your counterpart to reach an agreement. It is communicating with a person whose interest might be different or often contrary to yours. It is unrealistic to expect a shrewd professional to be deceived by some trivial tricks to enter a deal unfavorable to his own interest in a zero sum game. 談判究竟是什麼？對於一個談判者他需要什麼樣的能力？談判是說服你的對手達成協議的一個過程，他可能是跟一個利益與你完全不同甚至相反的人的溝通。在一個零和遊戲當中，要和一個精明的專業人士達成一項對他非常不利的協議，是遠遠超過一些簡單技巧所能夠做的。
